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 field-ready tools and account-specific adoption plans that help priority hospitals progress through value analysis, capital approval, and procurement in our primary focus markets. Define and activate the three-to-five-year evidence roadmap, ensuring that clinical studies, HEOR activities, and real-world evidence generation support both reimbursement and commercial adoption. 🧠 YOUR QUALIFICATIONS & EXPERIENCE – What we're looking for Must-have Advanced degree (Master's or PhD) in health economics, public health, life sciences, medicine, or a related field — OR equivalent demonstrated experience Approximately 10 years of relevant experience across market access, reimbursement, HEOR, value strategy, or hospital adoption, including substantial experience in medical devices, diagnostics, imaging, or another closely related healthcare technology field Proven track record of building or significantly shaping a market access or hospital adoption strategy for a technology without an established reimbursement pathway Deep expertise in the U.
S. healthcare system: reimbursement pathways, payer landscape, IDN procurement, value analysis committees, and GPO dynamics Working knowledge of U.
S. imaging and diagnostic reimbursement mechanics: CPT/HCPCS coding, coverage determinations, prior authorization, and technical vs. professional component billing Strong understanding of hospital capital purchasing strategy and capex decision-making processes Health economics fluency: able to define, commission, and critically evaluate budget impact models, cost-effectiveness analyses, and value dossiers Sufficient clinical and scientific literacy to engage credibly on endpoint design and evidence hierarchy with clinical teams and KOLs Experience directing and critically evaluating external HEOR and market access consulting work Ability to translate clinical evidence into payer-relevant and procurement-relevant value claims Regular travel to Europe (Belgium, Germany, …) and within the US required Excellent English (written and spoken) Nice to have MBA or equivalent business education Experience working in or with a medtech startup or scale-up (not only large corporates) Formal HEOR or HTA training or certification Experience in molecular imaging, nuclear medicine, or radiopharmaceuticals (including PET/CT, radiodiagnostics, and radiotheranostics), with an understanding of how novel imaging agents and procedures secure coding, coverage, and payment. Familiarity with the major European healthcare systems (Germany, UK, France) sufficient to supervise and direct local consultants Experience in surgical or intraoperative contexts (surgical oncology, OR workflow, specimen pathology) Knowledge of capital equipment market access dynamics (vs. consumables or pharma) An additional language (German, French or Dutch) Don’t tick every box? Relevant experience matters, but so do curiosity, a willingness to learn, and the right mindset. Let’s find out together whether this could be the right fit. 🌟 YOUR Personality & mindset – Who you are You are a hands-on, commercially oriented builder who enjoys creating something and driving it into execution. You are comfortable developing reimbursement strategies, challenging economic models, preparing value-analysis arguments, and joining critical hospital conversations. You have strong strategic judgment: you know which arguments will land, which evidence matters, and when to move forward. Scientifically literate and comfortable in clinical conversations, you turn diverse expert input into one coherent course of action. You communicate directly and confidently, including with C-level stakeholders, and take accountability for outcomes—not only recommendations. You share our commitment to transparency, agility, excellence, and dedication. 🤝 OUR commitment TO YOU –

What we offer
Build something from scratch: this is the founding of the market access function at XEOS. You'll define how market access and value strategy is done at a company that could reshape how surgical oncology works. Real strategic ownership: a direct reporting line to the CEO, senior leadership team membership, and genuine authority to shape our evidence and commercial strategy—not just execute on decisions made elsewhere. Disruptive technology at a pivotal moment: XEOS is CE-marked, FDA-cleared and in early commercial deployment, with our BrIMA study published in JAMA Surgery as our first major clinical milestone. Cross-functional impact: the role sits at the intersection of clinical strategy, commercial execution and health economics—a rare position where you genuinely influence all three. Great people: collaboration with a dedicated, experienced team in Belgium and the US, in a transparent, hands-on culture with short communication lines and real ownership. 📩 JOIN THE JOURNEY – Ready to push imaging precisely where it matters? Send your resume and a short motivational story to hr@xeos.care Let's build the future of healthcare together. Want to learn more? Visit www.xeos.care. See you soon the XEOS team