Vacancies Available at Boston Scientific

Your responsibilities and Requirements will include:

Team and Process Management:

• Responsible for providing the daily management, direction and guidance of the Customer Care teams (Customer Service, Pricing, Tenders and Quotation) to address customer needs and ensure high levels of customer satisfaction.
• Utilize data to effectively manage the teams, leveraging the expertise of the team members to meet the needs of our customers and ensure the team operates at maximum efficiency.
• Optimize Order Management and automation processes throughout the order fulfilment journey in combination with technology platforms like optical character recognition, robotic process automation, ServiceCloud/SalesForce, etc.
• Monitor team performance against performance/service indicators on an ongoing basis, initiating corrective actions, preparing reports, summaries, analyses and documentation on all aspects of the department's function.
• Perform all personnel management activities for Customer Care team members, including recruitment, training, performance appraisal, salary management and professional development in collaboration with other internal stakeholders.
• Coach team members on a disciplined and quality-focused customer care model.
• Supports implementation of new technology platforms where applicable, i.e. SAP upgrades, telephony systems, etc.

Business Management – Internal:

• Responsible for developing strong working relationships within the organization across multiple functions, teams and geographies.
• To develop, enhance, communicate and ensure the maintenance of Customer Care policies and procedures as required by the company and local regulations.

Build a collaborative partnership with Business Units / Divisions to ensure a constructive and productive customer services/field sales communications:

• order and back-order management,
• successful tenders and quotations management and operations,
• deals management and pricing,
• developing and recommending solutions to customer requests for special products or non-standard deliveries,
• developing and maintaining established customer accounts,
• making regular contact (including visits) with customers,
• identifying sales enhancement opportunities,
• implementing any service improvement programs,
• identifying and implementing any automation programs.
• Works in partnership with Business Units / Divisions in the control of Contracts Management (sales, consignment, capital equipment contracts).
• Works in partnership with Business Units / Divisions in the control of Field Inventory Management (consignment and capital equipment management).
• Prepares and publishes operations performance reports (open orders, consignment, inventory availability, etc.).
• Develop and maintain business plans and budgets, including the control of expenses to ensure department objectives are met within budget.

Business Management – External:

• Adjusts team strategies and initiatives to suit evolving customer requirements and opportunities for improvement.
• Demonstrates awareness of broad industry trends and their impact on local/regional sales activities.
• Identifies and develops working relationships with the economic buyer in their regions' key accounts.
• Effectively presents and communicates core strategies and performance in the wider business.
• Conducts customer reviews and leads problem resolution for customers with complex issues.
• Exhibits strong inter-personal skills in front of the customer.
• Maintains the skills and knowledge to promote the entire product line to all applicable buying influences and can differentiates each product line to the customer.

Quality:

• As the interface between Customers and Sales Representatives, has direct responsibility to facilitate, share documents and processes to identify, notify and ensure any complaints or issues are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors - act as needed to support and facilitate any field corrective action related to their scope.
• Ensures awareness and compliance with applicable standard operating procedures to meet, comply and champion all quality and regulatory commitments of Boston Scientific.
• 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.

Direct Reports:

• 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.
• Lead a 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.

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Your responsibilities will include:

• Contributes to the development of annual strategic plan by providing RSM, NSM, BUM and Marketing with detailed business intelligence for accounts in scope (e.g. market size and potential, market / product trends, business opportunities, competitive landscape, updated clinical and economic stakeholders).
• Understands account’s unmet needs and expectations and consistently develops detailed account plans, supporting RSM in Top Tier 1 accounts while autonomously performing the activity in other Tier 1, Tier 2 and (Tier 3 if applicable) accounts.
• Designs and executes sales strategies and activities for accounts in scope, accordingly with account plans and in compliance with national and regional target.
• Develops the stakeholder map, defines touchpoints and action plan for each of them and ensures account information are timely updated into systems.
• Builds and maintains relationships with economic stakeholders, clinical KOL, promoting Health Economics arguments and engaging decision-makers to discuss commercial programs and solutions.
• Supports clinical colleagues in identifying and managing sales opportunities deriving from clinical support.
• Performs, with the guidance of RSM, clinical selling based on clinical support information.
• Based on interactions with KOLs, clinical and economic stakeholders and clinical support, gathers information about next tenders and negotiation opportunities.
• Plans and prepares tenders / proposals based on account situation and understanding.
• Participates in negotiations, where applicable, and, in collaboration with Tender Office, prepares administrative documents and input requested by the customer.
• Develops the deal model, supporting RSMs in Top Tier 1 accounts, and creates IPAT.
• Timely reaches-out to customers regarding new agreements, performing sales visits and contextually identifying new sales opportunities to drive future business growth.
• Performs periodic updates with respective Sales Force and QBR meetings with RSMs, leverages on monitoring and reporting content to ensure effective sales process execution.
• Records customer information and activities in the CRM system and uses the system as an alignment tool with other commercial roles.

What are we looking for in you:

• Successfully completed degree level studies or diploma within a relevant scientific subject.  
• Proven clinical experience, preferably with cardiovascular focused medical devices or in a cardiology catheter laboratory.
• Industry experience of commercial sales of clinical products.
• Strong internal and external communication skills.
• English language skills, both written and verbal, at a professional working proficiency level, or above.
• Can rapidly adapt to a very dynamic marketplace.
• Strong team player, collaborative, and can build relationships and work cross-functionally.
• Self-motivated and can influence others.
• Flexible, adaptable but focused and persistent.
• Willing and can travel extensively as required by workload.

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Responsibilities:

• Establishing professional relationships internally and within assigned key customers, developing and reinforcing relationships at C-Suite level
• Reviewing market analyses to determine customer needs, volume potential, price schedules, discount rates, and developing sales strategies to accommodate the goals of the company
• Proactively leading the Strategic account mapping and planning process that develops mutual performance objectives, financial targets and critical milestones for a mid- term period.
• Co-ordinating involvement of Boston’s divisions and functions within the focus accounts to meet account performance objectives and customer expectations.
• Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts
• Maintaining awareness of industry trends and their impact on country sales activities
• Coordinating Account Teams in responding to negotiations, guaranteeing a pan-Boston Scientific strategy for our various commercial responses.
• Coordinating Account Teams in executing and delivering against commercial agreements with accounts of focus, guaranteeing profitable growth of Boston Scientific book of business.
• Selling of our ADVANTICS™ portfolio of Services & Solutions, building robust long-term partnerships with strategic partners and accounts of focus.

Required Qualifications:

• Strong experience in a strategic selling or strategic account management position in Healthcare
• Background in medical device, Pharma, capital equipment, or healthcare IT
• Proven experience in influential leadership roles within a matrix organization
• Understand the local healthcare ecosystem
• A good balance of strategic mindset and pragmatic approach when it comes to managing accounts
• Excellent Sales acumen, familiar with long race/long-term/continuous engagement sales cycle
• Exemplary team spirit, values success through collective achievement
• Structured, and rigorous in reporting
• Inspiring and engaging in communication, internally and externally
• Create trustful environments, internally and with channel partners and clients
• Fluency in English
• Willing to travel extensively
• Experience in the Healthcare sector is a must