Sales Academy MedTech
Ingo Kämmer
Core Faculty Member – Sales Academy MedTech
Where MedTech Sales meets Procurement Reality
Leadership Profile
25+ Years Experience
Senior executive across Pharma, MedTech and Automotive industries with proven track record.
Global Leadership
Former global leader at Roche and Novartis in Procurement, Medical Devices and Supply Operations.
Buyer's Perspective
Brings unique procurement decision logic into MedTech sales excellence training.
Global Leadership at Roche
Global Delivery Lead – Direct Materials & Logistics (2022–present)
Overall responsibility for direct materials and logistics supply to Pharma Technical Operations. Ownership of business-aligned productivity and value-creation pipeline with strategic stakeholder engagement.
Global Category Lead – Medical Devices (2019–2022)
Developed and implemented global category strategies for medical devices. Led value creation initiatives across development and commercial supply.
Business Impact at Roche
50M+
CHF Productivity
Year-over-year productivity impact delivered
100%
Network Coverage
End-to-end savings planning and reporting established
98%
Complexity Reduction
Procurement contribution approval simplified
Strategic Roles at Novartis
1
Head Project Management Office
Governance, budgeting and performance tracking for direct spend >3.5 bn USD. Project management of cost improvement initiatives across categories.
2
Business Partner – Operations
Global procurement governance across 17 manufacturing sites. Alignment of sourcing strategies with operations, finance and R&D.
Core Expertise for MedTech Sales
Strategic Capabilities
  • Strategic Negotiation & Deal Structuring
  • Supplier Strategy & Supplier Development
  • Value Creation beyond Price
  • Stakeholder Management in regulated environments
Real-world insight into how Pharma & MedTech buying organizations think, with deep understanding of governance, risk management and approval logic.
The Sales–Procurement Bridge
1
Value Evaluation
How procurement evaluates value, risk and supplier credibility
2
Decision Timing
Why sales teams lose deals before negotiations start
3
Strategic Positioning
How to protect margin and long-term value
Unique Value for Sales Professionals
Higher Credibility
Build trust with procurement and senior stakeholders through understanding their perspective.
Fewer Objections
Anticipate and address concerns before they become late-stage deal blockers.
Stronger Positioning
Navigate complex MedTech buying processes with confidence and clarity.
Faculty Contribution
Core Teaching Areas
  • Negotiation Excellence
  • Procurement & Supplier Strategy
  • Complex Stakeholder & Governance Environments
Brings real Roche & Novartis case experience into the classroom. Challenges participants to think beyond selling tactics toward sustainable value-based selling in regulated MedTech markets.
Sales Academy MedTech
Better Outcomes
Improved negotiation results through procurement insight
Deeper Understanding
Master procurement-led buying processes
Sustainable Value
Transform into trusted business partners