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Regional Sales Manager, Varithena - West Coast Job

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Date: Nov 12, 2021

Location: Los Angeles, CA, United States, 90001

Company: Boston Scientific

Additional Locations: US-AZ-Phoenix; US-CO-Denver

 

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.

Regional Sales Manager, West Coast - Varithena

The Regional Sales Manager, Varithena will be responsible for the commercialization of Varithena in the Western US (CO, NM, AZ, MT, ID, UT, NV, CA, OR, WA, AK and HI) and for overseeing 6 Territory Sales Managers and 4 Clinical Specialists who represent Boston Scientific to customers who treat Superficial Venous Disease in those states. 

The Varithena franchise is currently growing 30 – 50% each month and is a key growth driver for the Peripheral Interventions division of Boston Scientific.  This individual will ensure that the assigned region meets or exceeds sales and profitability objectives.  Formulates sales strategies for markets within the assigned geography and product lines in order to attain revenue goals set by the company.  Works with sales representatives to identify and evaluate market opportunities and sales potential and to establish and achieve their annual sales objectives.  Manages and coaches the activities of sales representatives, clinical representatives, and other field personnel.  Negotiates contracts with external customers.  Keeps the company informed of market dynamics and competitive activity.  Responsible for the management and implementation of company policies.

 

Key Reponsibilities

  • Industry Knowledge: Responsible for providing continuous tools and education to team 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, insurance carriers 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; Responsible for the proper maintenance of organization cars and equipment within assigned region; Develops and executes sales strategies and
  • 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

  • Accomplishes results through professional specialist employees or subordinate managers and supervisors who exercise significant latitude and independence in their assignments. Provides direction and monitors progress toward departmental goals; monitors costs of projects and of human and material resources within a department or unit; monitors company-wide indicators such as market share and profitability; monitors external environment in area of technical or professional responsibility. Subject to approval, modifies the organizational structure of centralized functions and units.  Often responsible for managing a staff function of the company.
  • Works under consultative direction toward predetermined long-range goals and objectives. Assignments are often self-initiated. Determines and pursues courses of action necessary to obtain desired results. Work is reviewed by senior management in terms of meeting the organization’s objectives and schedules.
  • Provides direction and guidance to professional specialist employees or subordinate managers and supervisors. Provides guidance to subordinates within the latitude of established company policies. Manages, perhaps through subordinate supervisors, the coordination of the activities of a section or department with responsibility for results, including costs, methods, and staffing. Evaluates performance of and assists in career development planning for subordinates.
  • Works on issues of large and diverse scope where analysis of situations or data requires expert knowledge of area of expertise and in-depth understanding of organizational objectives. Implements strategic policies when selecting methods, techniques, and evaluation criteria for obtaining results. Establishes and assures adherence to budgets, schedules, work plans and performance requirements.  In some instances, this manager may be responsible for managing a staff function and may not have subordinate activities; Plans and controls expenses to ensure sales objectives are met within budget; Performs a monthly P&L review; Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly; Conducts quarterly sales reviews and adjusts strategies accordingly.
  • Selling Skills: Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates; Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth; Confers with immediate superior in the development of marketing policy, recommending product and product line revisions as well as pricing changes; Develops and recommends expansion analysis of new field territories; Responsible for developing, implementing and monitoring a region targeting program; Identifies and recommends promotion programs and materials to help support the sales plan and strategy; Shares personal selling experiences in a way that motivates others and teaches applicable skills; Coaches others in the field on a disciplined selling model; Models strong selling skills in front of the customer with others present and without taking over the sales process; 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 buyer in their 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 division’s overall long and short-term 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 them into profitable business ventures; Assist key customers in the creation, maintenance, expansion and startup of Scimed 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 including but not limited too - National Accounts, marketing, finance, corporate programs; Spends a minimum of 70% 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 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.

 

Requisition ID: 509783

 

As a leader in medical science for more than 40 years, we are committed to solving the challenges that matter most – united by a deep caring for human life. Our mission to advance science for life is about transforming lives through innovative medical solutions that improve patient lives, create value for our customers, and support our employees and the communities in which we operate. Now more than ever, we have a responsibility to apply those values to everything we do – as a global business and as a global corporate citizen.

 

So, choosing a career with Boston Scientific (NYSE: BSX) isn’t just business, it’s personal. And if you’re a natural problem-solver with the imagination, determination, and spirit to make a meaningful difference to people worldwide, we encourage you to apply and look forward to connecting with you!

 

At Boston Scientific, we recognize that nurturing a diverse and inclusive workplace helps us be more innovative and it is important in our work of advancing science for life and improving patient health. That is why we stand for inclusion, equality, and opportunity for all. By embracing the richness of our unique backgrounds and perspectives, we create a better, more rewarding place for our employees to work and reflect the patients, customers, and communities we serve. Boston Scientific is proud to be an equal opportunity and affirmative action employer.

 

Boston Scientific maintains a drug-free workplace. Pursuant to Va. Code § 2.2-4312 (2000), Boston Scientific is providing notification that the unlawful manufacture, sale, distribution, dispensation, possession, or use of a controlled substance or marijuana is prohibited in the workplace and that violations will result in disciplinary action up to and including termination.

 


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