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Key Account Manager, Los Angeles Job

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Date: Apr 14, 2021

Location: Los Angeles, CA, US, 90001

Company: Boston Scientific

Additional Locations:

 

 

Purpose and Passion • Comprehensive Benefits • Life-Work Integration • Community • Career Growth

At Boston Scientific, you will find a collaborative culture driven by a passion for innovation that keeps us connected on the most essential level. With determination, imagination and a deep caring for human life, we’re solving some of the most important healthcare industry challenges. Together, we’re one global team committed to making a difference in people’s lives around the world. This is a place where you can find a career with meaningful purpose—improving lives through your life’s work.

 

Key Account Manager (KAM, KAM - OTH), Peripheral Interventions

 

At Boston Scientific, you will find a collaborative culture driven by a passion for innovation that keeps us connected on the most essential level. With determination, imagination and a deep caring for human life, we’re solving some of the most important healthcare industry challenges. Together, we’re one global team committed to making a difference in people’s lives around the world. This is a place where you can find a career with meaningful purpose—improving lives through your life’s work.

 

About the role:

 The Key Account Manager (KAM) is a multifaceted, highly interactive role that contributes to, and executes the Peripheral Interventional (PI) National Sales Strategy in designated health care facilities where PI procedures are being performed.  This role requires a highly collaborative and leadership mindset to consistently deliver customer value while meeting PI organizational requirements.  Individuals will exhibit strong business acumen, knowledge of customer base, and has the ability to uncover customers needs and find solutions.  This person will require a proven track record of sales excellence and the ability to develop key relationships with decision makers.   The KAM will be responsible for driving sales revenue to exceed Division priorities, define and develop new business opportunities that clearly reflect the company’s vision and priorities, as well as contribute to overall account team success.  Additionally, he/she will have experience and be comfortable in the Peripheral Interventions setting and he/she will manage their position with integrity and in accordance with our Code of Conduct.  The key attribute to this role will be the ability prioritize, identify, and develop creative solutions to meet the business and clinical needs of our customers in healthcare facilities performing all PI procedures.  They will establish and maintain relationships with key decision makers in various account segmentations such as large single, and multi-center aggregators. The role will report directly to the National KAM Leader, and work closely with  Area Vice Presidents in both PV and IO, Corporate Accounts Directors, as well as the local Regional Sales Manager (RM) and Reps to find solutions that will have a direct result on the execution on the Annual Operation Plan (AOP) and aligned PI divisional business objectives.

 

Duties and Responsibilities include but are not limited to:

  • Collaborative
    • Establish and maintain vertical relationships within designated health systems with key stakeholders making decisions.
    • Establish lateral and vertical relationships with designated internal stakeholders to help deliver solutions to health systems
    • Create and implement a strategic road map of customer relationships and contracting /deal journey that over time protects and grows BSC PI business, and allows for new product launches.
    • Design and implement sales strategies to grow Peripheral Interventions (PI) revenue in key accounts. 
    • Build relationships with influential clinical, administrative and economic decision-makers within targeted groups, specifically around 3 PI business franchises; Arterial, Venous and IO. 
    • Design and implement contracts/deals that maximize revenue and optimize expenses for both Boston Scientific PI and the customer.
    • Develop relationships with  key administrative healthcare employees and service line managers to gain knowledge on unique facility business dynamics and tailor a solution that is profitable for both customer and BSC.
    • Identifies and develops working relationships with strategic sourcing stakeholders that are decision makers and can affect the outcome /success of any deal proposal.
    • Develop a map  of influence pathways for the targeted healthcare facilities decision making structure. 
    • Understand primary stakeholders’ motivations and needs, including their revenue and expense targets.
    • Understand and articulate patient flow for key disease states, including referral sources, referral networks, acute care, and post-acute care to accurately shape total cost of care and outcome factors.
    • Understand Industry trends; including payer, provider, and policy changes affecting facility behavior, including changes in reimbursement by state; and any revenue, expenses and profitability impact.
    • Understand and leverage key PI market programs that help meet the customers program goals including outcome performance, financial, revenue and operational goals.
    • Monitor national and state reimbursement trends in the country, as well as understand and  review health economic and market data.  Shape analyses to determine customer needs, volume potential, price schedules, as well as develop sales strategies to accommodate the goals of the company.   Maintain awareness of industry trends and their impact on local sales activities.
  • Delivering Value beyond economic strategies during the life of the contract in assigned accounts
    • Identify and execute the entire PI portfolio of solutions and products strategy at targeted accounts to grow and pull through each of the 3 PI business franchises.
    • Assist in development of customized value propositions to align the healthcare facility and the market.
    • Identify key accounts, health care professionals, and business issues that have the greatest effect on use of these Franchises by meeting with existing and potential customers.
    • Classify customer clinical needs, goals, and constraints related to patient care, facility efficiencies, & cost containment (where applicable). Determine where our solutions can assist in providing a meaningful healthcare solution.
    • Develop and enhance Key Account relationships through awareness activities, routine customer visits, educational programs, trade show participation and problem resolution.
    • Educate physicians and healthcare professionals on the merits, proper implementation, and overall value proposition by giving presentations and consistent business reviews.
  • Leadership role on divisional management team, responsible for strategic projects
    • Sales collaboration with Divisional PI team members to determine targets, generate ideas and develop a solution.
    • Align entire BSC PI sales teams on account sales strategy/journey through consistent communication and account reviews.
    • Will serve as the communication  quarterback to ensure  collaboration with  all key BSC Stakeholders; National Director, PV and IP AVP’s , PV and IO RM, and  Arterial , Venous,  and IO Rep for all 3 disease states in PI.
    • Work closely with all sales management teams in evaluating business conditions and identifying creative sources of information that can help inform our strategic business plans.
    • Leads  development of any deal structure, preparation, and pricing requirements . Presents at price council as warranted.
    • Leads all deal reviews with internal pricing analyst, RMs and other key internal stakeholders align with targeted account.
    • Leads all business reviews including deal terms and conditions with external stakeholders such as service line leaders, business managers, COO and CEO level.
    • Prepare and submit reports with the help of key account analyst to sales management by analyzing and compiling data, projections, and other relevant information.
    • Executes sales targets and contribute to the achievement sales goals of the Division.
    • Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth.
    • Maintains knowledge of the industry and the competition, continually seeking information from physicians, economic buyer and others to challenge, modify and prioritize strategies. 
    • Prepares field sales team to counter the competition.
    • Supports specific medical education and marketing initiatives through cross-functional collaboration and execution.
    • Demonstrate leadership capabilities through various project management assignments.
    • Works with analyst to review market data, and analyses to determine customer needs, volume potential, price schedules, and develops sales strategies to accommodate the goals of the company
  • Collaborative approach withing PI operational framework
    • Ensures the effective implementation of representative customer records, key contacts, reports and company policies.
    • Plans and controls expenses to ensure sales objectives are met within budget.
    • Attend and participate in customer, company, and industry sponsored forums and courses.
    • Develop and maintain relationships with key BSC functional areas.
    • Primary external stakeholders will be C-suite leaders, key personnel in the accounts, key physicians with budget responsibility, healthcare facility management , healthcare facility emplyess with  budget/P&L  responsibility and strategic sourcing/supplychain.
    • Work closely with marketing to understand PI portfolio of products and our  go to market ( GTM) strategy.  
    • Develop a sales execution strategy by leveraging all tools available to execute the PI Annual Operating Plan (AOP).
    • Develop an influence map for both internal and external stakeholders. 
    • Collaborate with colleagues within the sales team to define, plan and execute implementation of sales programs and initiatives for PI customers.
    • Lead joint business planning across arterial, venous, and IO groups to present a united BSC PI front to customers.
    • Work with cross-functional PI team members (IO, Venous and Arterial) to develop and execute new product launch planning and execution in targeted accounts. 
    • Work closely with Region Manager, all sales representative in the PI division to execute on strategies through business planning and execution.
    • Spends a ~60% time in the field to develop and maintain strong relationships and understand the customer needs.
    • Collaboration with marketing, commercial operations, and other cross functional businesses to develop strategic business planning and align resources for each target.

Qualifications
 

  • 7-10+ years relevant business experience, portfolio management within the medical industry desired
  • Management Experience Preferred
  • Documented sales success including contracting, deal management and revenue growth
  • Demonstrated excellent communication and collaboration skills
  • Commitment to travel 50~60% 
  • Self-starter, team player, proven leadership qualities, strategic thinker
  • Able to build and maintain strong customer relationships at a high level
  • Must be energetic, enthusiastic, determined and goal oriented
  • Excels in a dynamic fast-paced, competitive environment
  • Able to pivot between business models and sites of service as needed
  • Bachelor’s degree required; advanced degree preferred
  • In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy as well as commitment to integrity and all other documented Code of Conduct processes and procedures

 

 

 

 

 

 

 

 

About us

As a global medical technology leader for more than 35 years, our mission at Boston Scientific (NYSE: BSX) is to transform lives through innovative medical solutions that improve the health of patients. If you’re looking to truly make a difference to people both around the world and around the corner, there’s no better place to make it happen.

 

Boston Scientific is an Equal Opportunity Employer – Race, Color, Religion, Sex, Sexual Orientation, Gender Identity, National Origin, Disability, Veteran

 

Requisition ID: 472849

 


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