PURPOSE AND SCOPE:

Lead the commercial development in accordance with the commercial policy and following the guidelines established by the Business Management and the company's rules.

PRINCIPAL DUTIES AND RESPONSIBILITIES:

Tasks performed regularly which form the essential characteristics of the position.

• Design business development strategies for the assigned area by monitoring of local market access trends, reimbursement strategies and negotiations for our Care delivery business (dialysis clinics)
• Identification of value services to meet customer needs and build sustainable and profitable commercial proposals
• High collaboration with operations, sales, marketing, IT to agree value proposition and action plan needed for each account
• Contract Follow up for existing customers under his/her responsibility
• Creation of an effective stakeholder network through customers engagement process and mapping at regional and account level
• Identification of risks and elaboration of mitigation plans accordingly with the internal stakeholders
• Analysis of profitability and new revenue of the accounts under her/his responsibility
• Deep knowledge and analysis of the competition in dialysis clinics and opportunities to drive market share gain initiatives
• Adapt value added dossiers, including cost-effectiveness and budget impact models in each region assigned.
• Ensure the implementation of these plans in full respect of Health Policies, regional laws, rules and guidelines.

Additional responsibilities may include focus on one or more departments or locations.  See applicable addendum for department or location specific functions.

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• The physical demands and work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Travel up to xx% as required.

SUPERVISION:

Individual contributor

EDUCATION:

A graduate degree in a health-related discipline. University Degree in Health Sciences (Pharmacy, Medicine, Biology) or Economics. Pharmacy degree is a plus; MBA, health economics or Market access certificate is a plus

EXPERIENCE AND REQUIRED SKILLS:          

• Professional experience of, at least, 3-5 years in clinical solutions/medical devices in key account management and/or market access.
• A strong network of contacts in the regional health authorities is a plus;
• Experience in negotiations with regional health authorities and hospital management is preferred.