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Key Account Manager _ Endoscopy Job

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Date: Apr 4, 2021

Location: Voisins le Bretonneux, 75, FR

Company: Boston Scientific

This position is part of the Commercial Contracting team in the Endoscopy Division.

 

 

Purpose

 

  • A Key Account Manager (KAM) brings together all resources that are required to execute and implement solution driven sales strategies in selected key accounts and builds relationships with key clinical as well as influential administrative & economic decision makers.

 

Responsibilities

 

  • Contribute with their field activity to maintain a strong knowledge of the industry, competitive landscape, customer needs and volumes in order to evolve and prioritise commercial strategies and programmes.

  • Contribute to the definition of key value propositions per segment together with Marketing and the CCM/ Commercial teams.

  • Provide Marketing & Commercial teams with market and field knowledge/ feedback for program definition, leveraging on the intelligence collected by the therapy focused Sales & Clinical teams.

  • Responsible for key account segments: GPO’s, Tier 1 accounts and / or high value accounts (if applicable) where clinical activity is high and economical decisions can influence decision-making power. Important to therefore be involved directly with GPOs/ Purchase organizations/ Regional hubs or other centralized purchasing entities in a specific country as well as selected Tier 1 accounts

  • Provide inputs to develop innovative commercial deals centred on the entire product portfolio, value-added services and specific pricing conditions. Therapy area will remain the focus of the Sales teams.

  • Responsible for integrating new products and services into existing deals.

  • Engage and educate the economic customers and C-level toward equal partnerships driven by sound economic, financial and reimbursement aspects built on client commitment and contract compliance.

  • Contribute to input for the AOP and Strat Plan.

  • Share responsibility and collaborate with existing BSC sales roles in those accounts (E.G. RSM, AM):

    • Share account knowledge;

    • Conduct joint periodical business reviews to align on account planning and forecasts;

    • Co-develop deals and pricing strategies; co-approve deals;

    • Collaborate with the clinical selling organisation to harmonise account strategy and agreements.

  • Interface with HS&P/ Strategic Account Manager (SAM) and participate in cross-divisional deals.

  • May align with HEGA on the main Health Economics messages to be shared with customers in order to unveil the full benefits of BSC offerings; coordinate the delivery of these messages to customers.

  • Work closely with Sales Operations teams in the delivery of regular and ad-hoc analyses and reports and the identification of business opportunities.

  • Record customer information and activities in company's CRM system; uses the system as an alignment tool with other commerical roles.

 

Management Requirements

  • Not applicable.

 

Job Scope and Leveling Guidelines

 

  • Knowledge: A seasoned, experienced professional with wide-ranging experience and expertise in a specialized field. Applies comprehensive knowledge of a particular field to resolve complex issues in creative ways. Full knowledge of other related disciplines. Uses in-depth knowledge of business unit functions and cross group dependencies/relationships. Is recognized as an expert in the work group.
  • Problem Solving: Develops solutions to diverse business problems of high complexity which require the regular use of ingenuity and creativity. Analysis of situations or data requires an in-depth evaluation of various factors. Exercises judgment within broadly defined practices and policies in selecting methods, techniques and evaluation criteria for obtaining results. Has specialized knowledge of various alternatives and their impact on the business. Challenges are frequently unique and solutions may serve as precedent for future decisions.
  • Planning and Organization: Plans and organizes project assignments of substantial variety and complexity. Initiates or maintains schedule for projects and project milestones.
  • Discretion/Latitude; Supervision Received; Decision Making: Works without appreciable direction. Works independently on highly specialized projects with long range objectives. Exercises considerable latitude in determining objectives of assignment. Selects methods and techniques to lead a project to completion. Develops departmental policies and procedures, new techniques and standards. Work is reviewed from a relatively long- term perspective, for desired results.
  • Business Relationships and Project Management: Interfaces with senior management on significant matters, often requiring the coordination of activity across organizational units. May lead specialized project teams which have a broad impact on the company utilizing cross-functional resources. Provides leadership to business units.
  • Impact: Guides the successful completion of major programs and often functions in a project leadership role. Effects of decisions are long-lasting and influence the future course of the organization. Errors in judgement or failure to achieve results would result in the expenditure of large amounts of company resources.
  • Liaison: Serves as a consultant to management and special external spokesperson for the organization on major matters pertaining to its policies, projects, or objectives. Uses diplomacy and tact to diffuse high to ...

 

 

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.

 

Requisition ID: 473961

 


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