National Sales Manager France
Urology and Pelvic Health EMEA
About the role:
Everyone in Boston Scientific is working hard toward one goal – transforming lives by tackling some of the most important health industry challenges. With innovative products, a collaborative culture and a deep passion for human life, a career with Boston Scientific is more than just a job. It’s personal.
Urology and Pelvic Health (UroPH) as an EMEA growth lab and significant business driver, is in the fortunate position to have an increasing share of highly innovative therapies in our product portfolio - as well as a strong pipeline of innovations within the next three years.
In order to ensure that we can maximise the impact of these innovative product ranges, we are recruiting a National Sales Manager to lead France to deliver a solid foundation for future growth. This person will enable the UroPH division to accelerate on our customer centricity journey to distinguish ourselves from competition in providing customer excellence and value. France is one of the top 2 countries in EMEA in weight, with high opportunities for growth in several franchises we serve.
Creates, directs, and leads the development and execution of the sales strategies for specific Boston Scientific products in UroPH. Assumes accountability for the overall sales and business performance, including profit and loss responsibility. Responsible for managing all aspects of the divisional product franchise sales to establish and maintain a market leadership position in the country for the individual product lines. Determine and implement the appropriate sales models, by geographical region, city or account, to maximize revenue and profit. Lead the formation of the Strategic Plan through Market Opportunity Assessment and Customer Segmentation. Drive execution of the plan through leadership and coaching to the Sales Team members.
Industry Knowledge: Responsible for facilitating tools and education to group members to ensure up to date industry, competitor and product knowledge; Maintains and manages knowledge of the industry and the competition, continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize strategies; Collects data 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 and regional sales activities.
Business Management: Monitors sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of country 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; Develops and executes sales strategies and activities in conjunction with regional sales managers; Plans and controls expenses to ensure sales objectives are met within budget; Conducts quarterly business reviews with management team, adjusts strategies in accordance with Country requirements.
Sales and P&L Management: 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; Develops and recommends expansion analysis of new field territories; Responsible for developing, implementing and monitoring a region targeting program; in coordination with marketing team identifies & recommends promotion programs and marketing materials to help support the sales plan & strategy; Shares personal selling experiences in a way that motivates others and teaches applicable skills; Extensively 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 customers. Will work in close collaboration with Medical Affairs and Marketing on new product launches, strategies and innovative new business practices.
Creative Economic and Value-Added Solutions: Identifies and develops working relationships with the economic buyer in the key accounts; Facilitation of contract negotiations involving all products within the country; Creates 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.
Building and Maintaining Relationships: Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures; Assists key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums; Attends and participates in customer, company and industry sponsored forums and courses; Develops and maintains relationships with key BSC functional areas.
Quality: Guides the local Management 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; 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.
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.
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