Commercial Development Manager

Hiring Manager: Luke Pittman
Recruiter: Aislinn Roche

ABOUT THE ROLE

Our elite sales team is made up of passionate, dedicated professionals, delivering the most advanced medical technologies to patients in need. By collaborating extensively with leading healthcare professionals, you’ll see first-hand the impact you have on individual lives - one patient at a time. 

The position of Commercial Development Manager will support the Urology business in expanding markets to achieve sales targets, goals and objectives for the division, with a specific focus on capital equipment selling and commercial contracting. You will facilitate and drive business through enabling high value commercial partnership agreements across ANZ. 

WHAT WILL YOU BE RESPONSIBLE FOR?

• Liaise with the Boston Scientific Urology sales team to map opportunities and develop actions plans to achieve and exceed targets in relation to capital equipment selling and commercial contracting, while balancing wider team priorities
• Support the field team, where necessary, in the sales, placement etc of capital equipment at new sites / centers 
• Collaborate with the Corporate Accounts team to align on commercial approach for hospital and customer groups, leveraging Urology-specific knowledge to drive success and strategic alignment  
• Facilitate quotations and contract negotiations with non-clinical customers involving capital equipment and commercial agreements encompassing the broader Urology portfolio 
• Build and maintain effective relationships with key commercial stakeholders including heads of Procurement, C-Suite, GPO category managers and other stakeholders relevant to the Urology business
• Review market analyses to determine customer needs, potential, price schedules, discount rates, and develop sales strategies that align with the goals of Urology and the wider company
• Collaborate with key stakeholders to define negotiation parameters for economically constrained customer situations
• Leverage and utilise a Customer Relationship Management (CRM) tool to optimise efficiency and transparency in managing commercial opportunities 
• Maintain up-to-date knowledge of the industry and competition, continually seeking information from stakeholders to challenge, modify and prioritise Urology’s strategy
• Manage contract compliance in collaboration with other internal stakeholders
• Represent Boston Scientific’s values and behaviours while always operating and making decisions with integrity 

KEY COMPETENCIES REQUIRED FOR SUCCESS

Sales Excellence 

• Identify key target accounts through effective market segmentation
• Discover and capitalise on new business opportunities
• Utilise product and service knowledge to meet customer needs
• Master essential selling techniques, including sourcing new customers, qualifying leads, writing proposals and closing deals
• Excel in negotiating high-value commercial outcomes 

Product / Technical Knowledge

• Proactively stay current with technical knowledge related to the Urology portfolio, especially capital equipment 
• Competency in clinical knowledge and understand product features and benefits
• Apply industry best practices and integrate Urology with other business areas to achieve objectives
• Lead discussions and presentations to share information, influence, educate and explain recommendations, adapting style to drive discussion and build consensus

Relationship Building

• Build and maintain strong relationships both internally and externally
• Foster a culture of respect, diversity and inclusion
• Gain respect and trust through effective interpersonal skills, integrity, and authenticity, aligning with Boston Scientific’s values and behaviours
• Serve as a resource and mentor for colleagues within Urology and the broader community 

Analysis & Planning

• Excel in analysis of financial data and models to inform creative options / allow for efficient decision making 
• Execute initiatives and plans that align with individual and Urology team objectives
• Ensure initiatives have clear deliverables, milestones, accountabilities and measures of success

Execution

• Enhance organizational efficiency by understanding related job functions and how specialized technical knowledge complements other areas
• Address complex and diverse problems with innovative solutions, using judgement based on multiple information sources
• Work independently within broad guidelines and policies, with minimal guidance
• Complete all assignments and projects successfully
• Seek continuous improvement opportunities within your area of responsibility
• Measure performance, seek feedback and use it to enhance skills and business outcomes
• Maintain a strong sense of urgency in all tasks

SKILLS AND QUALIFICATIONS

• Commercial experience in medical devices with demonstrated achievement of success.
• Demonstrated experience in Urology is desirable.
• Demonstrated expertise in building and maintaining strong relationships.
• A quick learner with the ability to gain clinical knowledge quickly.
• Ability to influence and lead others to work together to achieve successful outcomes
• Ability to plan and prioritise a flexible work schedule.
• Excellent written & verbal communication skills.
• Results focused with a resilient, flexible approach.
• Ability to work both independently and as part of a team.
• Ability to travel regularly across ANZ 
• Tertiary education in science or business

Requisition ID: 599120