Key Account Manager

Objective of the Job

OrbusNeich is a global medical device company specializing in the development, manufacturing, and commercialization of innovative cardiovascular solutions. With a strong focus on interventional cardiology, the company is dedicated to advancing patient care through cutting-edge technologies, high-quality products, and continuous innovation. Operating across international markets, OrbusNeich combines scientific expertise with a commitment to excellence, delivering medical solutions that improve outcomes for patients worldwide.

This role will have responsibility for the overall sales process within the assigned Southeast Region market , including the development and management of key hospital accounts, strategic customers, and major private healthcare buying groups.

The role is aimed at developing new business opportunities, strengthening relationships with existing customers, and establishing a strong market presence to secure sustainable long-term revenue growth for OrbusNeich.

The Key Account Manager will be responsible for managing strategic accounts, including large private hospital groups and purchasing organizations, ensuring customer satisfaction, maximizing product adoption, and driving commercial success.

This role will work closely with peer colleagues across the France and EMEA organization to establish and maintain a strong, interconnected sales team, sharing market insights, competitive intelligence, and best practices.

Tasks & Responsibilities

• Manage and develop a portfolio of key accounts, including public hospitals, private hospitals, and strategic private buying groups, to achieve long-term business success.
• Build and maintain strong relationships with key decision-makers, including clinicians, procurement teams, hospital management, and purchasing organizations.
• Set, track, and achieve customer service and sales objectives for assigned accounts, aligned with company strategy and revenue targets.
• Develop and execute territory and key account plans to prioritize activities and maximize commercial opportunities.
• Identify, develop, and secure new business opportunities within the Southeast Region market.
• Manage customers currently using OrbusNeich products and actively develop prospects with potential for adoption.
• Act as the primary point of contact for key accounts, understanding customer needs and developing tailored solutions.
• Generate new business through existing customer networks, market knowledge, and strategic relationship building.
• Develop and maintain strong partnerships with large private healthcare groups and purchasing organizations to support long-term growth.
• Monitor sales performance, quarterly results, forecasts, and market trends to ensure achievement of objectives.
• Analyze account developments, customer needs, competitive activity, and market dynamics to adjust strategies accordingly.
• Plan and organize sales, clinical support, and customer engagement activities within assigned accounts.
• Provide market intelligence, competitor feedback, and local insights to support business strategy.
• Understand customer decision-making processes and identify key influencers and stakeholders.
• Prepare tailored commercial proposals and solutions based on customer requirements.
• Negotiate contracts, commercial terms, and partnership opportunities with key accounts and purchasing groups.
• Coordinate clinical support, training activities, and promotional initiatives to drive product adoption.
• Maintain high standards of customer service and ensure quality execution of all account support activities.
• Collaborate closely with Account Managers, Clinical Specialists, Marketing, and EMEA teams.
• Attend internal and external meetings, workshops, congresses, and exhibitions as required.
• Identify opportunities for business growth and recommend actions to improve sales performance.

Requested Profile

• Bachelor’s degree in Business, Sales, Marketing, Life Sciences, or related field. Medical education is a plus.
• Minimum 5 years of experience in medical device sales, with at least 3 years of experience in Interventional Cardiology (PCI) .
• Experience managing strategic accounts, key customers, and/or private healthcare groups.
• Strong track record in implementing sales strategies and developing new business opportunities.
• Strong understanding of the Southeast France healthcare environment, including public and private hospitals.
• Experience managing complex customer relationships and multiple stakeholders.
• Strong communication, negotiation, and influencing skills.
• Ability to analyze sales data, market trends, and customer insights to drive business decisions.
• Self-motivated, entrepreneurial mindset with the ability to independently develop opportunities.
• Strong customer orientation with the ability to build long-term partnerships.
• Proficiency in Microsoft Office applications.
• Fluent in French and English.

Core Competencies

• Understands OrbusNeich’s product portfolio, clinical applications, and competitive positioning within the interventional cardiology market.
• Understands healthcare market dynamics, customer needs, purchasing processes, and industry trends.
• Maintains strong customer relationships and continuously seeks feedback to improve customer value.
• Demonstrates a strong focus on business results, revenue growth, profitability, customer retention, and market share expansion.
• Takes ownership of objectives, acts with urgency, and proactively identifies growth opportunities.
• Demonstrates strong interpersonal awareness and adapts communication style according to customer and stakeholder needs.
• Builds trust through transparency, reliability, and consistent actions.
• Demonstrates resilience, persistence, and a strong commitment to achieving excellence.
• Works collaboratively across functions and contributes actively to team success.