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Regional Sales Manager CRM Job

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Date: Jun 19, 2019

Location: Diegem, BRU, BE

Company: Boston Scientific

Purpose

Work in line with corporate, regional and/or country sales strategies to plan, schedule and execute sales tactics in securing BSC product positioning, market penetration, training, and forecasting against market and sales plans. Reference marketing intelligence and research to properly strategize with sales team to capture and broaden BSC's market share.  Aid the achievement of customer satisfaction and business growth through focused business planning and people management.

Key Responsibilities

 

  • Industry Knowledge: Responsible for providing continuous tools and education to group members to ensure up to date industry, competitor 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 in conjunction with the Country Sales Manager; Plans and controls expenses to ensure sales objectives are met within budget; Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly, in consultation with the Country Sales Manager; Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates.
  • 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 with team and manager, 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 customer with others present 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.
  • Works closely together with the EP (Electrophysiology) Team to ensure to maximize cross-divisional sales opportunities and deals.
  • Works closely together with the other cardio departments (Interventional and structural heart) to explore and implement cross care cardio programs
  • Works closely together with the Strategic Account Manager to support corporate strategies in the Strategic Accounts.
  • 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 buyer in their country/ regions key accounts; Facilitation of contract 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; Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums; Attend and participate in customer, company and industry  sponsored forums and courses; Develop and maintain 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 customer.
  • Quality: 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 customer; 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; Drive as needed to support and facilitate 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.

Quality System Requirements

In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures.

For those individuals that supervise others, the following statements are applicable:

 

  • Assures that appropriate resources (personnel, tools, etc.) are maintained in order to assure Quality System compliance and adherence to the BSC Quality Policy.
  • Establishes and promotes a work environment that supports the Quality Policy and Quality System.

Management Requirements

 

  • May lead a group or team of employees in the achievement of organizational goals.  Guide, coach, direct, and develop direct reports, and if applicable, drive those practices throughout their organization.
  • Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.
  • May direct and control the activities and budget of one or more functional areas, divisions, product groups, projects/programs and/or operations.
  • Monitor and ensure compliance with company policies and procedures (e.g. federal/country and regulatory requirements).

Job Scope and Leveling Guidelines

 

Scope

Accomplishes results through lower level subordinate supervisors or through experienced professional employees who exercise significant latitude and independence in their assignments.  Monitors progress toward departmental goals; monitors costs of projects and of human and material resources within a department or unit; monitors external environment in area of technical or professional responsibility. Receives assignments in the form of objectives with goals. Provides direction to employees according to established policies and management guidance. Often heads a centralized functional activity.

 

Supervision Received

Works under minimal supervision. Independently determines and develops approach to solutions. Work is reviewed upon completion for adequacy in meeting objectives.

 

Supervision Provided

Provides direction and guidance to lower level subordinate supervisors or through experienced professional employees. Acts as an adviser to subordinates and may become actively involved, as required, to meet schedules and resolve problems. Evaluates performance of and assists in career development planning for subordinates.

 

Job Complexity

Works on issues of moderate scope where analysis of situations or data requires evaluation of a variety of factors, including an understanding of current business trends. Must have a complete understanding of functional specialty and industry practices, techniques, and standards. Follows processes and operational policies in selecting methods and techniques for obtaining solutions. Acts as an advisor to subordinates to meet schedules and/or resolve technical problems. Develops and administers schedules and performance requirements. May have budget responsibilities.

 

Policy Involvement

Interprets and executes policies and procedures that typically affect subordinate organizational units.  Recommends modifications to operating policies. Develops and/or identifies new work processes and the improved utilization of human and material resources within the assigned area or related departments.

 

Operations Involvement/Direct Work Involvement

Functions as an advisor to a unit regarding tasks, projects, and operations. Investigates and solves problems that impact work processes and personnel within the assigned unit. Becomes actively involved in daily operations only when required to meet schedules or to resolve complex problems.

 

Project Involvement

Manages projects of small to moderate scope including schedules, scope, costs and resources. May participate in cross-function teams.

 

Planning and Organization

Creates immediate to mid-range plans to carry out objectives established by top management. Schedules human and material resources within a group or section in conjunction with plans to ensure their availability; carries out operations within an established budget.

 

Impact

Assignments are expressed in the form of tasks and objectives; generally makes day-to-day decisions within established guidelines regarding work processes or schedules in order to achieve the program objectives established by senior management. Ensures that projects are completed on schedule and within budget.  Erroneous decisions or recommendations or failure to complete assignments would normally result in serious delays to assigned projects resulting in considerable expenditure of additional time, human resources, and funds.

 

Influence and Leadership

Promotes the attainment of group goals by selecting, motivating, and training capable staff. Provides leadership to assigned units by communicating and providing guidance towards achieving group objectives.

 

Liaison

Frequently interacts with subordinate supervisors, functional peer groups and/or customers. Interacts with various management levels concerning operations or scheduling of specific phases of projects or contracts. Conducts briefings and participates in technical meetings for internal and external representatives concerning specific projects, operations or schedules. Interaction normally requires the ability to gain cooperation of others.


     

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