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Regional Sales Manager - Talent Community

Remote Eligible:  Hybrid
Territory: 

Additional Locations: France-Hauts-de-France; France-Voisins le Bretonneux; Germany-Düsseldorf; Italy-Bari; Italy-Milan; Poland-Warsaw; Spain-Madrid

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

 

The core objective of this role is to support the National Sales Manager (NSM)/ Business Unit Manager (BUM) or Business Unit Director (BUD) in achieving the goals and objectives of the business by leading a team on a regional or national level.  Creates, directs, and leads the development and execution of the sales strategies for specific Boston Scientific products in the division. Assumes accountability for the overall sales and business performance. Responsible for managing all aspects of the division and/ or product franchise sales to establish and maintain a market leadership position in the country for the individual product lines.  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. Drives execution of the plan through leadership and coaching to the Sales Team members.

 

 

Please note – this is only an opportunity to join our Talent Community, it is not linked to a specific vacancy.

 

Key responsibilities include

 

  • 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 industry trends and their impact on local/ regional sales activities, by 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.

 

  • Business Management & Sales Execution: Conducting regular Quarterly Business reviews (QBRs) with team and NSM/ BUM.  Identifying sales forecast gaps and submitting remedial strategies. Identifying & recommending promotion programs and materials to help support the sales plan & strategy. Ensures effective territory management and account targeting is practiced in each Franchise/ Therapy Area.  Strong selling skills in front of the customer with others present and without taking over the sales process. Responsible for developing, implementing, and monitoring a region targeting program together with the NSM/BUM. In collaboration with Marketing Team develops and recommends expansion analysis of new field territories. Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

 

 

  • Market Insight: Possesses a good understanding of the healthcare industry, country health policies, pricing/reimbursement strategies and economic customer needs within the context of current and future market trends. Maintains awareness of the competitive environment to suggest strategies to better position the organization in the market. Understands BSC’s positioning vs. that of the competitors’ and can act in act in a way as to generate growth opportunities for the division.

 

  • Building & Maintaining Relationships: Maintain contact with major accounts and key relationships seeking to leverage them into profitable business ventures and help define negotiation parameters for tough economically constrained customer situations; Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums; Select and participate in customer, company and industry sponsored forums and courses. Develop and maintain relationships with all BSC functional areas.
  • Clinical Excellence: Maintains the skills and knowledge to sell the entire product line to all applicable customers.  Will work in close collaboration with existing BSC sales teams, HEMA, HS&P & Marketing on new product launches, strategies, and innovative new business practices.
  • Creative Economic & Value-Added Solutions: Identifies and develops working relationships with the economic buyer in their country/ region’s key accounts. Collaborates with Key Account Managers/ Commercial Contracting Managers & HS&P on contract negotiations involving all products within the region; Supports their team to create 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.

 

 

  • Quality: Guides the local 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 experiences or providing advice on potential barriers for country and local regulations. Participates as appropriate in Management Review of Quality Meetings to manage risks/issues associated with regulatory compliance, quality systems and product registrations; Champions and ensures implementation of Regulatory, Quality, Code of Conduct and Local/Regional initiative for assigned organization.

 

 

  • People Development: Spends maximum time in the field with the commercial teams to support their professional development needs and to maintain and develop strong relationships and understanding of the customer. Collaborates with NSM, BUM or BUD to provide ongoing regular feedback, training and help in identifying, supporting, and achieving agreed development objectives to the team.  Monitors team members sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis, and documentation on all aspects of region management. Shares personal selling experiences in a way that motivates others and teaches applicable skills.

 they effectively use it for recording Customer Information and activities alongside other commercial Roles.

 

 

Years of Experience

2 to 4 years proven experience in sales management, ideally in MedTech industry

Qualifications

Biomedical Engineering degree, Scientific degree, business education or nurse

Languages

Fluency in English and local language

Previous Med- Tech Experience

Background in Medical Device, Capital Equipment and understands the local healthcare eco system

Technical Knowledge

Experience in developing a collaborative team environment that displays core values. Ability to influence & engage other in impactful communication

 

Core Competencies

 

Market & Technical Insight

Market Insight We understand the market and factors affecting it, including key competitors and customers; leveraging knowledge effectively. Technical Insight. We know our products, procedures and services; articulating key benefits to different customers

Market & Customer Development

Business Acumen We use a wide variety of data including financials and other relevant information to build our strategy and plans. Business Plan We develop, track and review strategy and plans, and execute in collaboration with and through others. External Stakeholder Management We identify and target the right stakeholders; creating and managing sustainable and impactful relationships. Sales Execution We use the sales process, available systems and tools; collaborating with others to ensure timely and efficient execution of commercial and strategic viable opportunities.

Enabling Skills

Change Management We embrace change and focus on the opportunities it provides and support others through change. Internal Knowledge & Tools We understand the BSC and divisional strategy; know and comply with relevant policies, standards and processes whilst using systems effectively and collaborating, creating relationships across the organisation. Communication We influence and engage others with impactful communication, tailoring messages to target audience.

People Skills

Internal Collaboration We involve the right people at the right time to meet customer needs; promoting collaboration and sharing of information. Working With & Through Others We deliver results with and through other people; engaging and motivating others and are serious about developing others. Self-Management We are driven to achieve; encourage innovation and do things differently. We adapt to different situations and take an active role in our own development

 

Leadership Competencies

STRATEGIC LEADERSHIP

Strategic Thinking
Maintains a long term, big picture view of the business.  Aligns the vision, mission, and values of the organization. Shapes, develops, and aligns the strategies of the organization to capture emerging trends, address competitive threats, meet market needs, provide value to the consumer, and enhance business value. Aligns personal and workgroup activities to the organization’s strategic goals.
Global Perspective
Keeps abreast of important trends both locally and globally that impact the business or organization.  Understands the position of the organization within a global context and adopts and helps others to adopt a global approach. Identifies the unique business and cultural challenges and/or constraints involved when conducting business globally.
Innovation
Generates and champions new ideas, approaches, and initiatives, and creates an environment that nurtures and supports innovation. Leverages knowledge and best practices, fresh perspectives, breakthrough ideas, and new paradigms to create value in the market. Encourages new ways of looking at problems, processes, or solutions.
Financial Acumen
Understands the meaning and implications of key financial and quantitative indicators to evaluate and act on strategic options and opportunities. Manages overall financial performance and integrates quantitative and qualitative information to draw accurate conclusions and make sound decisions.

PERFORMANCE LEADERSHIP

Customer Focus
Designs and delivers strategies that place customers at the centre of business decisions. Consistently identifies current and future customer needs and ensures the effective delivery of high quality and value-added solutions, products, and services that meet or exceed customer expectations.
Analysis
Thoroughly analyses problems and opportunities and their impact on the business. Considers all fact based and stakeholder information in order to evaluate alternatives and make judgment rich decisions. Probes symptoms to determine the underlying causes of problems and then integrates information from a variety of sources to arrive at optimal solutions.

Planning
Establishes strategies, initiatives, and plans that that align with the organization’s strategic and operating plans and cascades them through the organization. Defines realistic plans with clear deliverables, milestones, accountabilities, and measures of success that are needed to accomplish business objectives. Optimizes resources and continuous improvement to ensure quality, efficiency, and scalability.
Execution
Drives results by assigning clear authority and accountability, integrating and aligning efforts across units and functions, and monitoring progress against objectives. Conveys a strong sense of urgency around continuous improvement, achieving high quality, compliant results, and accelerating business performance.  Addresses problems directly and drives changes necessary to achieve business objectives.

COLLABORATIVE LEADERSHIP

Adaptability
Responds resourcefully, flexibly, and positively when faced with new challenges, transitions, and demands. Willingly and effectively deals with the stress and complexities of various situations. Moves forward productively and optimistically under conditions of change and uncertainty.
Influence
Influences and motivates others over whom they have no direct control or authority.  Wins support and acceptance for proposed changes and ideas through careful consideration of stakeholders’ needs and interests, through strategic relationships, and persuasive communications.
Collaboration
Models and promotes collaboration and works effectively with others across the organization to achieve goals. Demonstrates proficient cross company communication, cultural sensitivity, and partnership in interactions with others.  Involves others in decisions and plans and credits them for their contributions and accomplishments.
Courage
Leads courageously by confronting problems directly, acting and being decisive.  Takes principled, personal, and organizational risks to do what is right to achieve organizational success and supports others who do so.

 

 

Requisition ID: 542190

 

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!


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