AI for Health Summit 2022

Key Account Manager - Software Medical Device - Neurovascular


Founded in 2014, Sim&Cure is French digital start-up focused on improving neurovascular treatments of cerebral aneurysm with a proprietary software suite. The Sim&Size™ software is a Class II medical device with CE mark and FDA clearance that has already been used to treat more than 5,000 patients in 350 hospitals in the world. Through several modules, Sim&Size™ is a software suite that provides to the physician a 3D visualization of medical images and a computational model of neurovascular implantable medical devices (IMDs). The therapeutic strategy is the most important step of this disease treatment and Sim&Size™ is now part of it by being efficient, safe, and reproducible. Computational modeling of specific devices in the anatomy of a patient helps the physician to achieve the intended outcome of the intervention. The Key Account Manager (KAM) is responsible for the development, follow-up and retention of the company's important customers for all products/services sold. He/she builds a relationship of trust with the decision-makers of the key accounts that he/she seeks to retain. A KAM works in project mode and maintains a privileged relationship with his/her client : Analyzes the client's needs in collaboration with the Clinical Application Support (CAS) and proposes appropriate solutions Manage deployment of the commercial policy in his/her territory toward his/her client (manufacturers, hospitals, Inr’ and stakeholders in the sales process) Participates in the definition of the company's commercial policy on behalf of the client for whom he/she is responsible : draws up a business plan, responds to calls for tender, draws up specifications, manages the relationship between the client and the company during the negotiation and after the signing of the contract and ensures after-sales follow up. Coordinates the internal services needed for his/her contracts Training & Education, Comex, marketing, CAS.) Controls the invoicing (legal and contractual elements) and the after-sales steps to secure product adoption with support from CAS Establishes sales objectives for his/her territory and monitors their achievement Popularize technical concepts in simple messages for the customer Develop customer portfolio The first mission of the Key Account Manager is to make the company's largest customers grow. The KAM will : Analyze customer needs, understand specifications. Respond to calls for tender, direct sales, write commercial proposals. Conduct commercial negotiations and defend the contractual conditions. Participate in the definition of the company's commercial policy on behalf of the client (development of the business plan with a long-term vision). Monitor ongoing contracts Ensure the deployment of solutions at the customer's site: Monitor results and establish sales objectives. Negotiate contract terms/new models during customer meetings. Provide support with close collaboration with the CAS, answer customer questions and change requests. Build trust with major and historical customers of the company by building a relationship of trust. Identify new customers The KAM may also be required to open new accounts, analyze market developments to detect new opportunities. Prospect and follow up on potential clients contacted. Study the stakes of opportunities. Define the most effective sales approach to be taken Establish medium- and long-term sales objectives and follow up their achievement. Manage the administration Establish daily, monthly and/or annual activity reports. Control invoicing and all services required to complete a sale from A to Z. THE CANDIDATE Key Account Manager is accessible to profiles with confirmed and successful commercial experience and a proven ability to manage large contracts with high-level contacts. Mostly a graduate of a business school or an engineering school 4+ years in selling position Need to master the sector of neurovascular to understand the client's issues Have a method and a structured commercial approach to manage large accounts and make them profitable. Know and like how to convince; show assertiveness and leadership to bring his customers to conclude a partnership. Be reactive to customer requests, able to raise issues quickly. Have a clear vision of the roadmap and the initiatives to be taken to achieve your objectives. He/she has excellent interpersonal skills, negotiation skills, diplomacy, and is flexible and able to adapt.

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