National Sales Manager Interventional Cardiology, Belgium

Additional Locations:  N/A

Diversity - Innovation - Caring - Global Collaboration - Winning Spirit - High Performance

At Boston Scientific, we’ll give you the opportunity to harness all that’s within you by working in teams of diverse and high-performing employees, tackling some of the most important health industry challenges. With access to the latest tools, information and training, we’ll help you in advancing your skills and career. Here, you’ll be supported in progressing – whatever your ambitions.

Purpose Statement:

Creates, directs, and leads the strategic and operational execution of the sales and market development across Belgium, for Boston Scientific products in Interventional Cardiology and Structural Heart. Assumes accountability for the overall sales and business performance, including profit and loss responsibility. Responsible for managing all aspects of the divisional product franchises to establish and maintain a market leadership position in the country for the individual product lines. Determine and implement the appropriate sales models, by geographical region, city or account, to maximize revenue and profit. Lead the formation of the Strategic Plan through Market Opportunity Assessment and Customer Segmentation. Drive execution of the plan through leadership and coaching to the Team members 

Key Responsibilities will include:

Industry Knowledge

• Responsible for providing continuous tools and education to group members to ensure up to date industry, competitors, and product knowledge.
• Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
• Collects data from their region on competitor’s sales tactics and prepares their team to counter them and keeps the marketing organization aware.
• Maintains awareness of industry trends and their impact on local/regional sales activities.

Business Management

• Monitors region sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis, and documentation on all aspects of region management.
• Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects
• Ensures the effective implementation of representative customer records, key contacts, reports and company policies
• Develops and executes sales strategies and activities
• Plans and controls expenses to ensure sales objectives are met within budget
• Integrates individual territory plans and accounts profiles into a broader regional sales plan and coaches sales team accordingly.
• Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates
• Exceeding financial targets in sales and OPEX
• Training and development of the staff
• Efficiency of proposals and financial Indicators
• Business growth in key maintenance and development accounts.
• Customer satisfaction.
• Monitors and ensures compliance with company policies and procedures 

Sales Execution

• Regularly travels out with each team member, at least 3 days per week, to ensure divisional strategies are fully implemented
• Ensures effective territory management and account targeting is practiced in each territory
• Conducts quarterly sales reviews, adjusts strategies in accordance with Country requirements.
• Responsible for developing, implementing, and monitoring a region targeting program
• Shares personal selling experiences in a way that motivates others and teaches applicable skills.
• Strong selling skills in front of the customers and without taking over the sales process
• Coaches others in the field on a disciplined selling model.
• Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth
• Develops and recommends expansion analysis of new field territories
• Identifies & recommends promotion programs and materials to help support the sales plan & strategy
• Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

Clinical Excellence

• Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor’s products in front of the customer.

Creative Economic and Value-Added Solutions

• Identifies and develops working relationships with the economic buyers in their country/region’s key accounts
• Facilitates contracts’ negotiations involving all products within the region
• Creates a compete “bundle” of product and value-add services.
• Evaluates situations as they affect both the account/customer, as well as the country’s overall business needs.
• Helps define negotiation parameters for tough economically constrained customer situations.

Building and Maintaining Relationships

• Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures
• Assists key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums
• Attends and participates in customer, company and industry sponsored forums and courses
• Develops and maintains relationships with key BSC functional areas
• Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customers.

Quality

• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.
• Drives as needed to support and facilitates any field corrective action related his/her scope.
• Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer-oriented initiatives.
• Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager. Tracks completion of mandatory training.
• Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing.

Requirements for This Position

• 3-4 years of sales experience.
• 2-4 years commission sales-based experience with strong feature and benefit, objection handling, key account management skills. Sales management and/or medical device background preferred
• Strong English / Dutch / French 
• Market development skills: develop programs for sales rep. and customers to develop new technology sales and acceptance. 
• Market sensing initiatives with country-based organizations.
• Strategic thinking
• Ability to manage franchise related OPEX according to plan
• Completed undergraduate degree; M.B.A. preferred but not required.
• Strong demonstration of leadership skills related and/or unrelated to career (clubs, sports, organizations).

Requisition ID: 625952

Boston Scientific transforms lives through innovative medical technologies that improve the health of patients around the world. As a global medical technology leader for more than 45 years, we advance science for life by providing a broad range of high-performance solutions that address unmet patient needs and reduce the cost of healthcare. Our portfolio of devices and therapies helps physicians diagnose and treat complex cardiovascular, respiratory, digestive, oncological, neurological and urological diseases and conditions. Learn more at www.bostonscientific.com and follow us on LinkedIn.