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Diversity - Innovation - Caring - Global Collaboration - Winning Spirit - 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.
Purpose Statement:
Creates, directs, and leads the strategic and operational execution of the sales and market development across Belgium, for Boston Scientific products in Interventional Cardiology and Structural Heart. Assumes accountability for the overall sales and business performance, including profit and loss responsibility. Responsible for managing all aspects of the divisional product franchises 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 Team members
Key Responsibilities will include:
Industry Knowledge
1. Responsible for providing continuous tools and education to group members to ensure up to date industry, competitors, and product knowledge.
2. Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies.
3. Collects data from their region on competitor’s sales tactics and prepares their team to counter them and keeps the marketing organization aware.
4. Maintains awareness of industry trends and their impact on local/regional sales activities.
Business Management
5. Monitors region sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis, and documentation on all aspects of region management.
6. Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects
7. Ensures the effective implementation of representative customer records, key contacts, reports and company policies
8. Develops and executes sales strategies and activities
9. Plans and controls expenses to ensure sales objectives are met within budget
10. Integrates individual territory plans and accounts profiles into a broader regional sales plan and coaches sales team accordingly.
11. Prepares quarterly regional sales forecasts and participates in the determination of market potential and sales expense estimates
12. Exceeding financial targets in sales and OPEX
13. Training and development of the staff
14. Efficiency of proposals and financial Indicators
15. Business growth in key maintenance and development accounts.
16. Customer satisfaction.
17. Monitors and ensures compliance with company policies and procedures
Sales Execution
18. Regularly travels out with each team member, at least 3 days per week, to ensure divisional strategies are fully implemented
19. Ensures effective territory management and account targeting is practiced in each territory
20. Conducts quarterly sales reviews, adjusts strategies in accordance with Country requirements.
21. Responsible for developing, implementing, and monitoring a region targeting program
22. Shares personal selling experiences in a way that motivates others and teaches applicable skills.
23. Strong selling skills in front of the customers and without taking over the sales process
24. Coaches others in the field on a disciplined selling model.
25. Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth
26. Develops and recommends expansion analysis of new field territories
27. Identifies & recommends promotion programs and materials to help support the sales plan & strategy
28. Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.
Clinical Excellence
29. Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiates each product line against the competitor’s products in front of the customer.
Creative Economic and Value-Added Solutions
30. Identifies and develops working relationships with the economic buyers in their country/region’s key accounts
31. Facilitates contracts’ negotiations involving all products within the region
32. Creates a compete “bundle” of product and value-add services.
33. Evaluates situations as they affect both the account/customer, as well as the country’s overall business needs.
34. Helps define negotiation parameters for tough economically constrained customer situations.
Building and Maintaining Relationships
35. Maintains contact with major accounts and key relationships seeking to leverage profitable business ventures
36. Assists key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums
37. Attends and participates in customer, company and industry sponsored forums and courses
38. Develops and maintains relationships with key BSC functional areas
39. Spends maximum time in the field with each sales representative to support their professional development needs and to maintain and develop strong relationships and understanding of the customers.
Quality
40. As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors.
41. Drives as needed to support and facilitates any field corrective action related his/her scope.
42. Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer-oriented initiatives.
43. Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager. Tracks completion of mandatory training.
44. Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing.
Requirements for This Position
45. 3-4 years of sales experience.
46. 2-4 years commission sales-based experience with strong feature and benefit, objection handling, key account management skills. Sales management and/or medical device background preferred
47. Strong English / Dutch / French
48. Market development skills: develop programs for sales rep. and customers to develop new technology sales and acceptance.
49. Market sensing initiatives with country-based organizations.
50. Strategic thinking
51. Ability to manage franchise related OPEX according to plan
52. Completed undergraduate degree; M.B.A. preferred but not required.
53. Strong demonstration of leadership skills related and/or unrelated to career (clubs, sports, organizations).
Requisition ID: 625952
Boston Scientific transforms lives through innovative medical technologies that improve the health of patients around the world. As a global medical technology leader for more than 45 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. Our portfolio of devices and therapies helps physicians diagnose and treat complex cardiovascular, respiratory, digestive, oncological, neurological and urological diseases and conditions. Learn more at and follow us on .