Boston Scientific Corporation Hiring for Key Account Manager Job at New Delhi, Delhi Full Time

Title: Key Account Manager (514588)

Location: Gurugram

Function: Key Account Management

Purpose Statement

We are looking for a skilled Key Account Professional to manage the relationships of the company with its most important customers (hospital groups) that make up the highest percentage of company income from the private sector. The ideal candidate will be adept in building and nurturing strong relationships with strategic customers. The applicant should be able to identify the customer organization’s needs and requirements and match that to our company’s solutions and achieve mutual satisfaction. (S)he will be the lead point of contact for all key client matters, anticipate the client’s needs, work within the company to ensure deadlines for the client are met, and help the client succeed. The goal is to contribute in sustaining and growing our business to achieve long-term success. (S)he will be responsible for:

• Obtaining and maintaining (hunting and farming) long term key customers by comprehending their requirements.
• Build & Leverage relationships (internal as well as external) with influential clinical, administrative and economic decision-makers (including CXOs) within targeted groups (doorman to chairman capabilities)
• Devise and implement successful sales strategies and position Boston Scientific as a partner of choice and not be viewed as a vendor.

Key Responsibilities

• Develop trust relationships with a portfolio of major clients to ensure they view BSC as a partner
• Acquire a thorough understanding of key customer needs and requirements
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
• Ensure the correct products and services are proposed and delivered to customers in a timely manner
• Serve as the link of communication between key customers and internal teams
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust
• Play an integral part in generating new sales that will turn into long-lasting relationships Job Specific

Job Description

• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Contracting and Negotiation including facilitation of contract negotiations involving all company products
• Create a compete “bundle” of product and value-add services under the ONE BSC umbrella offering
• Review market trends / analysis to determine customer needs, volume potential, price schedules, discount rates and develop sales strategies to achieve the goals of the company as well as the customer by creating a WIN-WIN Situation
• Monitor reimbursement trends in the country, developing and executing the approach to include and maintain BSC products in the reimbursement system.
• Help define and achieve negotiation parameters for tough economically constrained customer situations
• Maintain knowledge of the industry and the competition by continually seeking information from suppliers, HMO and other sources to challenge, modify and prioritize winning in the market
• Maintain awareness of industry trends and their impact on country sales activities
• Will lead or participate in cross-functional teams.

Quality System Requirements

In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures.

Scope

• Accomplishes results through peers / superiors in other product franchises / functions who exercise significant latitude and independence in their assignments.
• Provides direction and monitors progress towards organizational goals
• Monitors company-wide indicators such as market share and profitability
• Monitors external environment in area of technical or professional responsibility
• Will lead or participate in cross-functional teams.

Supervision Received

• Self Driven – Self Motivated Individual who works under minimal consultative direction toward predetermined long-range goals and objectives. Assignments are mostly self-initiated. Determines and pursues courses of action necessary to obtain desired results.
• Work is reviewed by senior management in terms of meeting the organization’s objectives and schedules.
• Very High Visibility role with Senior Management

Supervision Provided

Very High Level of Influencing and Collaboration Skills are expected to provide direction and guidance to Senior management / professional specialist employees or subordinate managers and supervisors. Manages the coordination of the activities of a section or department with responsibility for results.

Works on issues of large and diverse scope where analysis of situations or data requires expert knowledge of area of expertise and in-depth understanding of organizational objectives. Implements strategic policies when selecting methods, techniques, and evaluation criteria for obtaining results. Needs fact-based influencing and relationship skills (internal and external) to ensure collaboratively.

Impact

Assignments are expressed in the form of objectives; makes decisions regarding work processes or operational plans and schedules in order to achieve the program objectives established by senior management. Exerts influence in the development of overall strategy, objectives and long-range goals of the organization. Erroneous decisions or recommendations would normally result in critical delays and modifications to projects or operations; cause substantial expenditure of additional time, human resources, and funds; and may jeopardize future business activity.

Influence & Leadership

• Build & Leverage relationships (internal as well as external) with influential clinical, administrative and economic decision-makers (including CXOs) within targeted groups
• Develops and communicates a vision for the organizational unit assigned. Builds consensus for operating goals that are in alignment with the division. Provides leadership to assigned staff and supervisors by communicating and providing guidance towards achieving department objectives.

Liaison

Frequently interacts with subordinate supervisors, equivalent level managers, and/or customers, normally involving matters between functional areas, other company divisions or units or customers and the company. Conducts briefings and technical meetings for internal and external representatives concerning operational decisions, scheduling requirements, or contractual clarifications.

Policy Establishment

Establishes operating policies and procedures that affect organizational units and WILL HAVE have company-wide effect. Interprets, executes, and recommends modifications to organizational key account policies. Develops and/or identifies new work processes and the improved utilization of human and material resources within the assigned or related functions or groups.

Operations Involvement/Direct Work Involvement

Functions as an advisor to subordinates supervisors or staff members to meet schedules or resolve technical or operational problems. Develops and administers budgets, schedules, and performance standards. Investigates and solves problems that impact work processes and personnel within or across units or departments.

Project Involvement

Responsible for all projects assigned to the organizational unit. Defines projects based on identified strategies and goals. Manages projects of moderate to large scope including schedules, costs and resources.

Planning & Organisation

Creates Strategic plans and tactically implementable activities to carry out objectives established by top management. Develops and calculates a budget for a department or group to meet organizational goals; forecasts needs including human and material resources and expenditures.

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