Snr Account Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Boston Scientific Corporation Full time

Snr Account Manager - New Cardio:

  • Remote Eligible: Remote in Country
  • Territory: South Africa
    Location:Johannesburg, Gauteng

Hiring Manager:
Sonet Swart, National Sales Manager, New Cardio

Recruiter:
Nadia Harvett, Huan Resources Manager

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_


The role of the Account Manager (AM) is to manage the end to end sales process for specific customer segments by identifying commercial opportunities in the region, managing account planning across the customer base and driving the execution of regional and local sales strategies.

Purpose of the AM position is to drive business growth, broadening BSC's market share, as well as securing product positioning and ensuring market penetration, focusing his/her commercial activity on both clinical and economic stakeholders.


_Key Responsibilities_

  • Contributes to the development of annual strategic plan by providing RSM, NSM, BUM and Marketing with detailed business intelligence for accounts in scope (e.g. market size and potential, market / product trends, business opportunities, competitive landscape, updated clinical and economic stakeholders).
  • Understands account's unmet needs and expectations and consistently develops detailed account plans, supporting RSM in Top Tier 1 accounts while autonomously performing the activity in other Tier 1, Tier 2 and (Tier 3 if applicable) accounts. Designs and executes sales strategies and activities for accounts in scope, accordingly with account plans and in compliance with national and regional target.
  • Develops the stakeholder map, defines touchpoints and action plan for each of them and ensures account information are timely updated into systems.
  • Builds and maintains relationships with economic stakeholders, clinical KOL, promoting Health Economics arguments and engaging decisionmakers to discuss commercial programmes and solutions.
  • Supports clinical colleagues in identifying and managing sales opportunity deriving from clinical support; performs, with the guidance of RSM, clinical selling based on clinical support information.
  • Based on interactions with KOLs, clinical and economic stakeholders and clinical support, gathers information about next tenders and negotiation opportunities. Plans and prepares tender / proposal based on account situation and understanding. Participates in negotiations, where applicable, and, in collaboration with Tender Office, prepares administrative documents and input requested by the customer.
  • Develops the deal model, supporting RSMs in Top Tier 1 accounts, and creates IPAT
  • Timely reachesout to the customer regarding new agreement, performing sales visits and contextually identifying new sales opportunity to drive future business growth.
  • Performs periodic update with respective Sales Force and QBRs meeting with RSMs, leverages on monitoring and reporting content to ensure effective sales process execution.
  • Records customer information and activities in company's CRM system: use the system as an alignment tool with other commercial roles.

_Preferred Key Requirements_

Years of Experience
5 to 8 years' experience in a sales or hybrid role

Qualifications
Biomedical Engineering degree, Scientific degree, business education or nurse

Languages
Fluency in English and local language

**Previous Med

  • Tech Experience**Experience in the sales of medical devices, preferably in the hospital sector

Technical Knowledge
Yes, previous working experience in sales or in a hybrid role is mandatory, ideally in the same therapeutic area

_Core Competencies_

Technical Insight

Product & Service Knowledge:
_Has thorough knowledge of the division's and competitor product range and can articulate product performance in different circumstances._

  • Provides consultative solutions to the various customer stakeholders, adapting to their needs. Utilises product knowledge and insight into wider technology/healthcare trends with customers to drive sales.

_
Disease, Therapy & Clinical Knowledge:
_Has in-depth knowledge of disease state, therapy options and clinical studies, and applies this effectively with different customers. Shows expert knowledge of the drivers behind different treatment options, demonstrating the value of different BSC offerings to customers._

Business Planning

Sales Planning:
_Develops the territory sales plan and clear objectives based on key priorities, opportunities, customer and competitor knowledge. Reconci

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