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Group Director - NMD National Accounts - REMOTE ID-8696

Job Description

Additional Location(s): Remote

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.

Group Director - NMD National Accounts

**National, customer facing role - must be willing to travel nationwide and spend time in Valencia (once per quarter)**

ROLES/RESPONSIBILITIES:

Key leadership role responsible for leading a senior group of National Accounts managers and directors, devising and implementing successful pricing & contracting strategies and building relationships with influential clinical, administrative and economic decision-makers within targeted customers. Heavily engaged with all franchises and organizational leaders, navigates priorities and success factors while working closely with all key stakeholders.

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  • Lead NMD National Accounts Organization (IDN + ASC/OBL Team)
    • Lead, Coach and Develop a team of National Account Directors and Managers (x3 IDN, x4 ASC/OBL team)
    • As our economic customer becomes a more influential part of the selling cycle, this team should drive AOP goal attainment thru price uplift strategies, economic deal structures, customer negotiation tactics, and pricing/contracting strategies that drive performance in our most strategic customers.
  • Evolve NMD National Accounts roles/responsibilities and develop a strong function "Brand":
    • Identifies and aligns to NM85 IDNs and other Influential Hospital Health Systems
    • Viewed as an invaluable resource to sales leadership and field sales
    • Identifies and aligns to key ASC Groups and large regional customers
    • Builds relationships with key economic and decision-making stakeholders to represent full BSC NMD portfolio (leverages Economic, Clinical, and Value Strategy to differentiate BSC and gain long term commitment)
    • Acts as valued field sales resource to support key customer contractual and economic negotiations, provides strategic planning and execution guidance, and delivers ongoing economic/pricing strategy education
    • Collaborates with internal functions/cross-functional leaders to shape and influence NMD divisional pricing and contracting strategies
    • Influences cross-functional senior leaders and provides meaningful updates and insights into customer and pricing strategies
  • Clearly define Roles and Responsibilities of National Accounts and utilizes KPIs to track performance and success measurement.
    • Ensure roles/responsibilities/capabilities and competencies align to Global Career Framework in line with title/levelling
  • Coach/Develop and build critical capabilities and competencies to deliver roles/responsibilities. Build individual and team development plans to support ongoing development and improvement.
    • Advanced Selling and Negotiation Tactics
    • Key Account Strategic Planning
    • Stakeholder and influence mapping and strategy
    • Field Sales Communication, Alignment, and Influence
    • Impactful business review creation/delivery, and measurement
    • Develop meaningful account data tracking analytics (w/Pricing team)
    • Develop meaningful Contract Lifecycle Management/Contract Performance (w/Pricing team)
  • Implement meaningful pricing and contracting strategies that exceed AOP growth targets and build sustainable growth within target accounts
  • Align to NMD Sales/Franchise Leaders (Stim, Spine, DBS) to develop pricing and economic strategies that align to AOP and Strat Plan Goals
  • Build connectivity across MedSurg National Accounts (Urology, Endoscopy) and share best practices/key stakeholder/key account alignment
  • Collaborates closely with Pricing team to influence Pricing & Contracting strategy, shape analytics/reporting needs, and influence cross-functional leaders on pricing & contracting strategy
  • Co-lead Price Council and Price Committee with Director of Pricing
  • Acts as primary point of contact working with the other divisions including corporate accounts , MedSurg, PI
  • Drives national contracting and pricing strategies across field sales organization and down to field level. Builds committed strategies that maximize margin/ASP, drives customer commitment (term, share, volume), and leverages full NMD product portfolio.
  • Aligns to Marketing and takes active role in shaping new product pricing and strategy
  • Builds annual National Accounts Compensation Plans that drive behaviors aligned to AOP/divisional strategy. Develops promo levels and competency levels, and delivers promo/levelling criteria
  • Builds annual strategic plans to drive team prioritization, achieve performance goals, and align to divisional AOP
  • Effectively manages travel, expense, and meets annual budget targets

SKILLSETS AND COMPETENCIES:

Technical Expertise:
  • Highly skilled in the creation and implementation of successful economic pricing and contracting strategies (within IDNs, ASCs, OBLs)
  • Provides direction to National Accounts team, sales support and marketing members in activities such as sales promotion, training, market research and planning and executing.
  • Has a deep and thorough knowledge of key accounts (IDN Health Systems and ASC/OBLs), considering operations; financials; criteria, strategic imperatives, decision makers and processes.
  • Skillfully identifies key accounts based on growth potential and where the business needs to be protected

Leadership Expertise:
  • Strong leadership skills that contribute to an environment of mutual trust, respect, and collaboration within the team.
  • Looks for ways to develop team performance to meet and exceed stakeholder expectations.
  • Actively coaches the team and develops each team member to enhance critical skillsets that drive successful performance.
  • Influences without authority across divisional stakeholders and commercial leaders, and drives economic strategies that drive commitment, maintain price discipline, and protect against pricing transparency.
  • Highly skilled at articulating complex ideas clearly and persuasively to various stakeholders and team members.
  • Maintains open and honest communication with stakeholders and team to build high trust and credibility.

Data analytics and interpretation
  • Maintains up to date industry, competitor, and product knowledge, continually seeks information from physicians, suppliers, and others to challenge, modify and prioritize key account strategy.
  • Maintains strong awareness of industry trends and their impact on sales activities.
  • Leverages the Health Economic team to anticipate market and competitor moves, and builds pro-active strategies to drive competitive differentiation

Strategic Expertise:
  • Develops and delivers transformational new business solutions, offerings and services by collaborating and partnering with marketing and other internal stakeholders that are both strategically significant to our customers and difficult for our competitors to replicate.
  • Key relationship holder and trusted advisor for customers within the largest potential revenue accounts.
  • Works closely with Senior Franchise Leaders, VPs of Sales and Marketing Managers to develop plans and objectives to align with national account strategy.
  • Ability to develop and execute strategies that align with NMD's overall business goals and long-term planning strategies.
  • Highly skilled in analyzing market trends and competitive landscape to anticipate needs and adjust strategies accordingly.

Background and Experience Preference
  • 10+ years of outstanding performance in Sales, Sales Management, and National/Corporate Accounts
  • 5+ years of successfully leading, coaching, and developing high performing teams
  • Experience in creating new Pricing and Contracting strategies and track record of influencing strategies across a national/divisional level
  • Strong understanding of IDN/ASC market, economic stakeholders and decision makers, and customer buying processes
  • Strong proficiency in development of new Product Pricing Strategies, Portfolio-level contracting strategies, and demonstrated ability to drive customer commitment
  • Strong understanding of complete Contract Lifecycle Management Process (pre-RFP, RFP, Contract Negotiation, Contract Implementation, Contract Maintenance/Measurement)
  • Demonstrated ability to drive Customer Commitment and Accountability to Contractual agreements
  • Experience in educating All levels of Sales/Sales Leadership in Economic Concepts, Negotiation Strategy, and pricing/contracting direction
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