Principal Account Manager, NC

1 week ago

Riyadh, Ar Riyāḑ, Saudi Arabia Boston Scientific Full time

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 Principal Account Manager 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 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 targets.
  • Develops the stakeholder map, defines touchpoints and action plan for each of them, and ensures account information is timely updated into systems.
  • Builds and maintains relationships with economic stakeholders and 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 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 reaches out to the customer 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 QBRs meeting with RSMs, leveraging monitoring and reporting content to ensure effective sales process execution.
  • Records customer information and activities in the company's CRM system: uses the system as an alignment tool with other commercial roles.

Qualifications:

  • 3-5 years' experience in a sales/hybrid role.
  • Has a degree in either biomedical engineering, scientific, business education, or nursing.
  • Experience in the distribution of medical devices.

Requisition ID: 588425

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