Purpose :
Create, direct, and lead the development and execution of the Country marketing and sales strategies for specific Boston Scientific product division(s).
Assume 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 Marketing and Sales Team members
Key Responsibilities:
In training and influencing their team.
Clinical Excellence: 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: Identifies and develops working relationships with the economic buyer in their regions key accounts; Facilitation of contract negotiations involving all products within the region; 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; Assist key customers in the creation, maintenance, expansion and startup of divisionally related educational courses and forums; Attend and participate in customer, company and industry sponsored forums and courses; Develop and maintain relationships with key BSC functional areas.
Quality: Guides the local Leadership 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; Participate as appropriate in Management Review of Quality Meetings to manage risks/issues associated with regulatory compliance, quality systems and product registrations; Champions and ensure implementation of Regulatory, Quality, Code of Conduct and Local/Regional initiative for assigned organization.
Quality System Requirements:
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.
For those individuals that supervise others, the following statements are applicable:
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.
Management Requirements:
May lead a group or 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.
May direct and control the activities and budget of one or more functional areas, divisions, product groups, projects/programs and/or operations.
Monitor and ensure compliance with company policies and procedures (e.g. federal/country and regulatory requirements).
Job Scope and Leveling Guidelines:
Accomplishes results through professional specialist employees or subordinate managers and supervisors who exercise significant latitude and independence in their assignments. Provides direction and monitors progress toward departmental goals; monitors costs of projects and of human and material resources within a department or unit; monitors company-wide indicators such as market share and profitability; monitors external environment in area of technical or professional responsibility. Subject to approval, modifies the organizational structure of centralized functions and units. Often responsible for managing a staff function of the company.
Supervision Required:
Works under consultative direction toward predetermined long-range goals and objectives. Assignments are often self-initiated. Determines and pursues courses of action necessary to obtain desired results. Work is reviewed by senior management in terms of meeting the organization’s objectives and schedules.
Supervision Provided:
Provides direction and guidance to professional specialist employees or subordinate managers and supervisors. Provides guidance to subordinates within the latitude of established company policies. Manages, perhaps through subordinate supervisors, the coordination of the activities of a section or department with responsibility for results, including costs, methods, and staffing. Evaluates performance of and assists in career development planning for subordinates.
Job Complexity:
Works on issues of large and diverse scope where analysis of situations or data requires expert knowledge of area of expertise and in-depth understanding of organizational objectives. Implements strategic policies when selecting methods, techniques, and evaluation criteria for obtaining results. Establishes and assures adherence to budgets, schedules, work plans and performance requirements. In some instances, this manager may be responsible for managing a staff function and may not have subordinate managers.
Policy Involvement:
Establishes operating policies and procedures that affect immediate subordinate organizational units and may have company-wide effect. Interprets, executes, and recommends modifications to organizational policies. Develops and/or identifies new work processes and the improved utilization of human and material resources within the assigned or related functions or groups.
Operations Involvement/Direct Work Involvement:
Functions as an advisor to subordinates supervisors or staff members to meet schedules or resolve technical or operational problems. Develops and administers budgets, schedules, and performance standards. Investigates and solves problems that impact work processes and personnel within or across units or departments.
Project Involvement:
Responsible for all projects assigned to the organizational unit. Defines projects based on identified strategies and goals. Manages projects of moderate to large scope including schedules, costs and resources. May lead or participate in cross-functional teams.
Planning and Organization:
Creates mid- to long-range plans to carry out objectives established by top management. Develops and calculates a budget for a department or group to meet organizational goals; forecasts future departmental needs including human and material resources and capital expenditures; recommends or modifies the structure of organizational units or a centralized functional activity subject to senior management approval.
Impact:
Assignments are expressed in the form of objectives; makes decisions regarding work processes or operational plans and schedules in order to achieve the program objectives established by senior management. Exerts influence in the development of overall strategy, objectives and long-range goals of the organization. Erroneous decisions or recommendations would normally result in critical delays and modifications to projects or operations; cause substantial expenditure of additional time, human resources, and funds; and may jeopardize future business activity.
Influence and Leadership:
Develops and communicates a vision for the organizational unit assigned. Builds consensus for operating goals that are in alignment with the division. Provides leadership to assigned staff and supervisors by communicating and providing guidance towards achieving department objectives.
Liaison:
Frequently interacts with subordinate supervisors, equivalent level managers, and/or customers, normally involving matters between functional areas, other company divisions or units or customers and the company. Conducts briefings and technical meetings for internal and external representatives concerning operational decisions, scheduling requirements, or contractual clarifications.
