Account Manager, New Cardio (Durban Region)

at  Boston Scientific Corporation

Job Description

ABOUT THE ROLE

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.
The 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 commercial activity on both clinical and economic stakeholders.
This remote field-based role is to be based in the Durban area and requires extensive travel in the region (approximately four days per week) based on business and client requirements.

YOUR RESPONSIBILITIES WILL INCLUDE:

• 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 decision-makers to discuss commercial programs and solutions.
• Supports clinical colleagues in identifying and managing sales opportunities 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 tenders / proposals 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 reaches-out to customers regarding new agreements, performing sales visits and contextually identifying new sales opportunities to drive future business growth.
• Performs periodic updates with respective Sales Force and QBR meetings with RSMs, leverages on monitoring and reporting content to ensure effective sales process execution.
• Records customer information and activities in the CRM system and uses the system as an alignment tool with other commercial roles.