The purpose of the Healthcare Solutions & Partnerships team is to transform how Boston Scientific is perceived by our top strategic accounts. This is achieved by engagaging in long-term partnerships with customers, providing them with products, services and solutions which are differntiated and tailored to their needs. This is a senior level role tasked with developing the strategy for our Customers in Europe and then managing all aspects of executional delivery. To do this effectively, this position is tasked with driving strategic account management collaboration across the company's six different business divisions to ensure there is a holistic "One Boston Scientific" engagement model and set of offerings in place for these key customers.The role reports into the VP Global Heallthcare Solutions and Partnerships and is a member of the extended European Senior Leadership team and the Healthcare Solutions and Partnerships Global Leadership council.
Lead "internal evangelist" within Boston Scientific EMEA by ensuring that all relevant internal stakeholders – Divisional Leadership, Marketing, Medical Affairs, Strategic Business Support and Market Access, Legal and Finance etc. are aware of and aligned to the Healthcare Solutions & Partnerships strategy and are collaborating together to ensure it is successfully implemented.
Drive adoption and profitable growth of the Advantics solutions portfolio in EMEA. This portfolio includes offerings such as Capital Financing, Performance Optimization, Services Development, Managed Services, Disease Management etc.
Drive incremental product revenue through hospital program deals. Develop sustainable processes, tools and deal structures to facilitate this revenue steam and to scale up activity.
Develop and manage alliances and partnerships with vendors who can work with Boston Scientific to deliver customised solutions.
Play an active role in the Global HealthCare Solutions council, helping to shape BSC's global strategy within this space and ensuring that both the needs and learnings of the Europe region are adequately represented in all forums.
Oversee the commercial framework (trade term structure, customer mapping, customer engagement planning) for GPO's in EMEA. Ensure there is targeted approach to key GPO's by developing and executing on specific account strategies for each GPO.
Manage the process to identify top accounts within the region, considering their operations, financials, politics, criteria, strategic imperatives, decision makers and processes. Ensure BSC is building strong, sustainable, binding relationships with key influencers (CEO/COO/CFO/CMO/CNO) within these accounts.
Support Tier 1, cross-divisional account selection process and provide structure, tools and processes to enable cross-divisional deals. Develop key account management competency at BSC. With the support of commercial capabilities, define required competencies, roadmap, training curriculum, career pathway.
Ensure there is a monthly review of top accounts by country led by Country Leadership Team, and a quarterly review of top accounts with the Europe Senior Leadership team. Track growth / Market Share in top accounts vs other accounts and sales in top accounts versus plan.
Lead the organisational development of the European HS&P team, ensuring that the very best talent is hired, roles and responsibilities are clearly understood and that the key capabilities needed to deliver on the strategy and business objectives are in place in the HCP team.
Minimum Requirements
Engineering or business management degree and 15 years of experience in the field of key account management, services & solutions
New Therapies development experience appreciated in the field of Cardiovascular and Medical Surgery
International experience, English Fluent and a second European language is preferred.
Travel 50% of time
Location preferably Paris, other European Boston Scientific HUB office may be considered.
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