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Business Unit Manager HS&P Germany Job

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Date: Jun 3, 2021

Location: Ratingen, NW, DE

Company: Boston Scientific



Purpose and Passion • Comprehensive Benefits • Life-Work Integration • Community • Career Growth

At Boston Scientific, you will find a collaborative culture driven by a passion for innovation that keeps us connected on the most essential level. With determination, imagination and a deep caring for human life, we’re solving some of the most important healthcare industry challenges. Together, we’re one global team committed to making a difference in people’s lives around the world. This is a place where you can find a career with meaningful purpose—improving lives through your life’s work.


About Boston Scientific

Boston Scientific (NYSE: BSX) is a worldwide developer, manufacturer and marketer of medical devices. Boston Scientific transforms lives through innovative medical solutions that improve the health of patients around the world. As a global medical technology leader for more than 40 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.


The purpose of the Healthcare Solutions & Partnerships (HS&P) team is to help establish Boston Scientific as a leading healthcare Solutions provider and to drive commercial excellence with our major strategic accounts. This is achieved by engaging in long-term partnerships with customers, providing them with products, services and solutions (consulting, digital health, risk share / value based healthcare models etc) which are differentiated and tailored to their needs.

Reporting to the HS&P Cluster Business Unit Director, the core objectives of this role are drive, direct, and lead the development and execution of the country Strategic Account Management & Solutions strategies for specific Boston Scientific key target accounts. In particular, leads the relationship and negotiation process with major Group Purchasing Organizations and Private Hospital Groups.


About the role as Business Unit Manager HS&P Germany


The role will be part of the HS&P Central and Eastern Cluster (Germany, Austria, Switzerland and the Netherlands + Poland, Czech, Greece) organisation, and acts as a key leader within the HS&P Central Cluster and HS&P EMEA extended leadership teams. The Business Unit Manager HS&P together with their team of strategic account managers will be responsible for driving the overall commercial relationship with key Group Purchasing Organizations, Private Hospital Groups and their key members. Alongside managing and executing a best in class tender and negotiation process, the team is responsible for driving in collaboration with the Cluster HS&P Solutions Team complex deals and strategic partnerships with these key customers. The role will also work closely with the local German divisional sales teams in creating opportunities and bringing them to successful partnership contracts.


The Business Unit Manager HS&P will lead the development and informs the formation of the Strategic Plan through Market Opportunity Assessment and Customer Segmentation. Drive execution of the plan through leadership and coaching to the Commercial Architecture & Solutions Delivery Team members. Partners closely with Country and Regional Divisional Leadership, Marketing, Quality, Regulatory, Legal and Finance to align to on local Healthcare Solutions & Partnerships approach and execution.

This leader will also support the launch and adoption of Boston Scientific’s digital solutions portfolio.

In addition to these responsibilities, the Business Unit Manager HS&P will act as a key member of the German Country Leadership Team, driving commercial collaboration and opportunities across all of Boston Scientific’s divisions as well as support commercial excellence initiatives with our major functions towards our major Group Purchasing Organizations and Private Hospital Groups.


Key Responsibilities

  • Industry Knowledge;
    • Responsible for providing continuous tools and education to group members to ensure up to date industry, competitor and offering knowledge
    • Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize strategies 
    • Collects data from 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 major Group Purchasing Organizations and Private Hospital Groups.
  • Owns the shadow HS&P P&L for the county and drives adoption and profitable growth of the Advantics solution portfolio.
  • Lead the country Strategic Account Management team responsible for the overarching strategic and operational relationship for Boston Scientific across from major Group Purchasing Organizations and Private Hospital Groups ensuring that the very best talent is hired, roles and responsibilities are clearly understood and that the key capabilities needed to deliver on the strategy and business objectives are in place
  • Drive incremental product revenue through hospital program deals.
  • Oversee the commercial framework (trade term structure, customer-mapping, customer-engagement planning) for Group Purchasing Organizations, Private Hospital Groups and their key members within the country and adjusts strategies in accordance with Country requirements.
  • Identify top accounts within the region, considering their operations, financials, politics, criteria, strategic imperatives, decision makers and processes.  Ensure BSC is building strong, coordinated, sustainable, binding relationships with key influencers (COO/CFO/CMO) within these accounts
  • Support Tier 1, cross-divisional account selection process and provide structure, tools and processes to enable cross-divisional deals. Develop strategic account management and consulting competency at BSC. With the support of commercial capabilities, define required competencies, roadmap, training curriculum, career pathway.
  • Participate in monthly reviews of top accounts with Country leadership team. Track growth and Market Share in top accounts vs other accounts and sales in top accounts versus plan
  • Manage the Healthcare Solutions and Partnership team resources to ensure that key priorities are balanced, and we deliver on customer expectations and commitments.
  • Clinical Excellence: Maintains the skills and knowledge to represent BSC overall portfolio to all applicable buying influences and can differentiates each product line against the competitor's products in front of the customer.
  • Mentor Strategic Account Managers:
    • to identify and develop working relationships with the economic buyer in their regions key accounts 
    • Create a compete "bundle" of product and value-add services & solutions across divisions
    • 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 Group Purchasing Organizations and Private Hospital Groups and key relationships seeking to leverage profitable business ventures
    • Assist key customers in the creation, maintenance, expansion and start-up 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
  • Quality:
    • Guides the local Leadership Team to maintain full compliance with the BSC Quality System (Corporate Quality Manual and Procedures) and the local quality requirements under the initiative of International Quality Director
    • Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer-oriented initiatives
    • Provides input to the Quality Committee on local issues, with the purpose of either finding a solution from other countries' experiences or providing advice on potential barriers for other countries and local regulations
    • Participate as appropriate in Management Review of Quality Meetings to manage risks/issues associated with regulatory compliance, quality systems and product registrations
    • Champions and ensure implementation of Regulatory, Quality, Code of Conduct and Local/Regional initiative for assigned organization



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;



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.


Supervision Received

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.


Supervision Provided

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.


Job Complexity

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 managers.


Policy Involvement

Establishes operating policies and procedures that affect immediate subordinate organizational units and may have company-wide effect.  Interprets, executes, and recommends modifications to organizational policies. Develops and/or identifies new work processes and the improved utilization of human and material resources within the assigned or related functions or groups.


Operations Involvement/ Direct Work Involvement

Functions as an advisor to subordinates supervisors or staff members to meet schedules or resolve technical or operational problems.  Develops and administers budgets, schedules, and performance standards.  Investigates and solves problems that impact work processes and personnel within or across units or departments.


Project Involvement

Responsible for all projects assigned to the organizational unit.  Defines projects based on identified strategies and goals. Manages projects of moderate to large scope including schedules, costs and resources. May lead or participate in cross-functional teams.


Planning and Organization

 Creates mid-  to long-range plans to carry out objectives established by top management. Develops and calculates a budget for a department or group to meet organizational goals; forecasts future departmental needs including human and material resources and capital expenditures; recommends or modifies the structure of organizational units or a centralized functional activity subject to senior management approval.



Assignments are expressed in the form of objectives; makes decisions regarding work processes or operational plans and schedules in order to achieve the program objectives established by senior management. Exerts influence in the development of overall strategy, objectives and long-range goals of the organization.  Erroneous decisions or recommendations would normally result in critical delays and modifications to projects or operations; cause substantial expenditure of additional time, human resources, and funds; and may jeopardize future business activity.


Influence and Leadership

Develops and communicates a vision for the organizational unit assigned. Builds consensus for operating goals that are in alignment with the division. Provides leadership to assigned staff and supervisors by comm and providing guidance towards achieving department objectives.



Frequently interacts with subordinate supervisors, equivalent level managers, and/or customers, normally involving matters between functional areas, other company divisions or units or customers and the company.  Conducts briefings and technical meetings for internal and external representatives concerning operational decisions, scheduling requirements, or contractual clarifications.


The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. 

They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Please contact our local EH&S department for more information on physical requirements.



About us

As a global medical technology leader for more than 40 years, our mission at Boston Scientific (NYSE: BSX) is to transform lives through innovative medical solutions that improve the health of patients. If you’re looking to truly make a difference to people both around the world and around the corner, there’s no better place to make it happen.


Requisition ID: 476775


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