Key Account Manager, RM - France

Additional Locations: France-Auvergne-Rhône-Alpes; France-Bourgogne-Franche-Comté; France-Bretagne; France-Centre-Val de Loire; France-Grand Est; France-Hauts-de-France; France-Normandie; France-Nouvelle-Acquitaine; France-Occitanie; France-Pays de la Loire; France-Provence-Alpes-Côte d'Azur; France-Voisins le Bretonneux

Diversity - Innovation - Caring - Global Collaboration - Winning Spirit - High Performance

At Boston Scientific, we’ll give you the opportunity to harness all that’s within you by working in teams of diverse and high-performing employees, tackling some of the most important health industry challenges. With access to the latest tools, information and training, we’ll help you in advancing your skills and career. Here, you’ll be supported in progressing – whatever your ambitions.

Key responsibilities

• "Hunter” role, drives competitive key account conversion and share gain across RM
• Owns C-suite / Sr. Non-clinical relationships in key accounts
• Shapes tenders and drives complex deal structuring and negotiation in key accounts
• Drives / coordinates cross-RM deals in key accounts, mobilizing HS&P/SAM, RSM & AM account teams accordingly
• Brings solutions and value-add services offering to complement product portfolio (incl. partnering with HEMA – Health Economics and Market Access)

Activity Split

• 100% commercial customer interactions
• Allocating time across CRM and EP
• No direct report

Key Activities:

• Account Management:

• Own on average 6 Tier 1 accounts (more focus)
• Build, own and maintain mid- to long-term C-suite relationships in T1 accounts across RM (key clinical, administrative, and economic decision-makers)
• Create value proposition incl. HS&P solutions per segment, develops clear strategic account plans and defines execution
• Drive / coordinate cross-RM deals in key accounts, mobilizing RSM & AM account teams accordingly

• Opportunity Identification

• Identifies new, complex cross-franchise commercial opportunities in the region (“hunter mindset”)
• Offers comprehensive solutions and value-add services leveraging the whole Boston Scientific portfolio (incl. partnering with HEMA)
• Prepare tenders and drive complex deal structuring and negotiation for RM in key accounts and GPOs. 

Key Collaboration

• SAMs, RSMs, AM’s & Pricing Lead: Cross-RM (+Cross-BSCI for SAM) Deal Optimization & Coordination (Share of Wallet Improvement) in Key Accounts
• KAM Support EHQ: KAM strategy and playbook incl. contracting, negotiation and deal structuring

Required qualifications:

• Bachelor’s degree in biomedical engineering, life sciences or business
• Minimum of several years' experience in sales and/or key account management
• Fluent in French and good knowledge in English
• Strong analytical mindset with the ability to manage and interpret data
• Demonstrated ability to develop strategic account plans and manage complex stakeholder environments
• Builds privileged (senior) customer relationships, actively investigates and deeply understands customer’s needs, Influences customer’s decision makers and decision-making process
• Good knowledge of the French healthcare environment

Skillset:

•  Experience within the medical device or healthcare industry
• Proven ability to influence senior stakeholders and decision-makers
• Perseveringly drives for and delivers business results and customer outcomes
• Team Work: Engages with account team to generate effective proposals and partnership frameworks, shares insights with colleagues and acts as a team player
•  Strategic entrepreneurship: Acts entrepreneurially and has strong business acumen, with a strong ability to build partnerships, strategically plan account development
• Selling skills / selling experience: Ability to negotiate and close deals at C-suite level, including through cross-disciplinary solution selling (e.g., device, digital, services) to increase customer satisfaction
• People leadership: Orchestrates customer relationship and brings “Best of RM”, influencing without having hierarchical link over the account community
• Market / clinical / digital knowledge: Knows the healthcare system at hospital level and understands health reimbursement schemes and market dynamics; Knows core and new products and services (incl. competitor offerings) and articulates impact these can have on patients, systems etc.

Requisition ID: 626540

Boston Scientific transforms lives through innovative medical technologies that improve the health of patients around the world. As a global medical technology leader for more than 45 years, we advance science for life by providing a broad range of high-performance solutions that address unmet patient needs and reduce the cost of healthcare. Our portfolio of devices and therapies helps physicians diagnose and treat complex cardiovascular, respiratory, digestive, oncological, neurological and urological diseases and conditions. Learn more at www.bostonscientific.com and follow us on LinkedIn.