Head of Market Access

Head of Market Access & Value Strategy

Location: Ghent, Belgium (on-site)

Fulltime - International - Strategy / Senior Leadership

YOUR MISSION - What you’ll achieve

You’ll take ownership of how XEOS demonstrates and translates the clinical, economic, and operational value of our disruptive specimen PET-CT platform. Starting with the U.S., you’ll develop our global market access and value strategy, define the evidence roadmap linking clinical studies to adoption, and direct a network of external HEOR and payer consultants. You’ll turn our economic value story into practical tools for hospital conversations.

This is a strategy-and-execution role. Working closely with the CCO and commercial team, you will personally drive priority deliverables and turn evidence and access strategy into progress in hospital accounts, improved win rates, new orders, and sustainable revenue growth.

YOUR RESONSIBILITIES - What you’ll do

• Own and continuously update the market access and customer adoption strategy, with primary focus on the U.S. and oversight of European markets through external consultants.
• Lead country and regional prioritization, jointly defined with the CCO based on market size, reimbursement feasibility, competitive landscape, and commercial traction, in lockstep with XEOS’s phased geographic expansion plan.
• Translate the market access strategy into annual priorities, milestones, and deliverables tied to XEOS’s annual operating plan and long-term strategic plan; personally drive execution and course-correct based on external and internal feedback.
• Define the value argumentation framework—economic, clinical, and operational—calibrated by market, customer segments, and stakeholder type.
• Own the coding, coverage, and payment strategy, starting with the U.S.: define the route to appropriate reimbursement (CPT/HCPCS coding options and coverage determinations with CMS and commercial payers) and the interim payment model that makes adoption viable for providers before a dedicated pathway exists.
• Own capital purchasing strategy: understand hospital capex cycles, GPO dynamics, and value analysis committee processes; support the commercial team in navigating large capital purchases.
• Partner with the CCO and commercial team on priority hospital accounts: lead the market access, value, reimbursement, and value‑analysis strategy required to remove adoption barriers, while Commercial retains ownership of pipeline management, account follow-up, and closing. Jointly define account‑specific access actions and adoption milestones.
• Drive economic evidence strategy: define which data outputs, real‑world evidence, and health economic analyses are needed to support adoption and access arguments over a 3–5 year horizon.
• Feed into clinical study design: provide input on which endpoints and study outputs are needed to support the market access arguments, in close collaboration with clinical affairs.
• Translate the value story into field‑ready tools — value dossiers, ROI and budget‑impact calculators, objection‑handling materials — that the commercial team uses in every provider conversation.
• Monitor the reimbursement, coding and HTA landscape for XEOS‑relevant developments (new codes, coverage decisions, competitor precedents — especially in imaging and surgical oncology), and engage payer and HTA stakeholders directly where relevant.
• Own a measurable market access execution plan with leading and lagging indicators, including reimbursement milestones, value‑analysis progress, adoption barriers removed, commercial tool utilization, account conversion, win rates, new orders, and revenue contribution; report progress and corrective actions regularly to the CEO and leadership team.
• Represent XEOS at congresses, industry events, and scientific meetings.
• Reporting to our CEO.

IN REALITY – What your week could look like

On Monday, you’re reviewing a budget-impact model and redirecting it toward what will land with a U.S. IDN value analysis committee. Tuesday brings a call with Clinical Affairs about study endpoints supporting reimbursement. Later, you’re briefing a European consultant for a hospital engagement in Germany and assessing a CMS coverage decision. On Friday, we wrap up during our Weekly Dose, celebrating wins and sharing company updates as one team. No two weeks are the same—and that’s exactly what makes this role exciting.

YOUR FIRST 12 MONTHS — What success looks like

Your initial focus will be on three priorities:

• Establish and secure leadership alignment on a pragmatic U.S. market access and reimbursement roadmap, including an actionable interim ROI model for hospitals while a dedicated pathway is being developed.
• Convert the XEOS clinical, economic, and operational value story into fi