Kam manager

Additional Locations: France-Auvergne-Rhône-Alpes; France-Bourgogne-Franche-Comté; France-Bretagne; France-Centre-Val de Loire; France-Corse; 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.

Purpose Statement

Key Responsibilities

A Key Accounts Team Manager 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.

1. Lead, Coach and Develop a team Key Account Managers at national level.
2. Contribute with their team 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.
3. Contribute to the definition of key value and pricing propositions per segment together with Marketing and the Commercial teams.
4. 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.
5. Responsible for key account selection based on potential and tiering. Be directly involved with GPOs or other centralized purchasing entities as well as selected targeted accounts.
6. 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.
7. Responsible for integrating new products and services into existing deals.
8. 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.
9. Actively contribute to AOP and Strat Plan.
10. Share responsibility and collaborate with existing BSC sales roles in those accounts (E.G. RSM, AM, SAM):
11. Conduct joint periodical business reviews to align on account planning and forecasts;
12. Collaborate with the clinical selling organisation to harmonise account strategy and agreements.
13. Lead on Solutions execution for VBH for Top A/Cs
14. Interface with HS&P/ Strategic Account Manager (SAM) and participate in cross-divisional deals.
15. Collaborate with HEMA 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.
16. Record customer information and activities in company's CRM system; uses the system as an alignment tool with other commercial roles.

Key Requirements

Years of Experience

Minimum of 5 yrs experience in a Key Account/ Solutions role

Minimum of 5 years’ experience in a People Management role

Qualifications

Preferred Business education, Scientific degree

Languages

Fluency in French and English

Med- Tech Experience

Previous working experience in sales/ hybrid role is preferable. Ideal experience in partnerships with GPOs

Technical Knowledge

Strong proven data management, analytical & strategic thinking, coupled with entrepreneurial vision

Key Competencies

Market Access

Market & Competitor Knowledge: Sees ‘the big picture’ about the current state of the French healthcare, understanding how trends and likely changes will affect customers (e.g. legislation, reimbursement). Collaborates with internal colleagues, e.g. HEMA, HS&P, legal and compliance, customers and external stakeholders, to understand the legislation and regulatory environment and its impact on customers. Researches the competition, knows who they are and what they are doing, to identify BSC’s unique value to customers. Develops long-term partnerships with C-Suite level customers by using economic, political, and healthcare market insights to spot opportunities and risks. Shares market insights and customer knowledge across BSC to support KAM approach and business growth.

Strategic Business Planning

Strategy and Account Planning: Creates clear plans for all targeted accounts in line with KAM strategy and playbook. Uses market and competitor insights to create clear strategic account plans to meet customers’ long-term needs Creates coherent market plans and account strategies, ensuring these are aligned. Leverages divisional sales and functional teams, knowledge and resources to deliver strategic account plans.

Customer Understanding: Develops insight into the national healthcare ecosystem (as applicable). Scans the healthcare environment for emerging customer trends that will affect their accounts. Develops insight into customers’ strategic drivers, motivations as well as BSC and competitor history. Tailors proposed solutions to directly alleviate customers’ pressures and concerns. Develops an understanding of how our customers operate and how decisions are made. Adapts own behaviour, language, and approach to best engage with customers, BSC account teams and colleagues.

Requisition ID: 606678

As a leader in medical science for more than 40 years, we are committed to solving the challenges that matter most – united by a deep caring for human life. Our mission to advance science for life is about transforming lives through innovative medical solutions that improve patient lives, create value for our customers, and support our employees and the communities in which we operate. Now more than ever, we have a responsibility to apply those values to everything we do – as a global business and as a global corporate citizen.

So, choosing a career with Boston Scientific (NYSE: BSX) isn’t just business, it’s personal. And if you’re a natural problem-solver with the imagination, determination, and spirit to make a meaningful difference to people worldwide, we encourage you to apply and look forward to connecting with you!