Divisional Capital Manager | Urology

Additional Location(s): N/A

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.

About this role:

The Divisional Capital Manager will report directly into the Director of Sales and have responsibility for exceeding the annual domestic capital sales and service revenue targets within their respective DOS' area of coverage and provide capital training in their respective divisions.

The Divisional Capital Manager will spend approximately 80% of their time driving capital sales and service pipeline velocity and holding the CSRs and TMs in their area accountable to their capital sales and service revenue targets. They will coach the capital sales process, help prioritize activities, identify targets, ensure the capture of POS service revenue, coordinate divisional service issues, and measure progress via our opportunity management portal in SF.com.

In addition, the Capital Sales Managers will spend approximately 20% of their time providing capital training to our field sales teams (domestically and globally).

Responsibilities include:

People Leadership

Coach Capital Sales Processes

• 2x week in the field with CSRs and minimum of 6 field ride recaps per quarter
• Schedule & host weekly calls with CSRs & RM.

Teach Capital Pricing & Program Discipline

• Ensure CSRs are sticking to our GPO pricing grids via Contract Hub
• Enforce trade-in, bulk buy & power upgrade discount grid/floors

Coach and Teach Proper Prioritization and Targeting

• Share sales analytics w/ CSRs to identify gaps & opportunities.
• Leverage HEMA data to prioritize targets - create "heat maps"
• Align CSRs, RMs and TMs on quarterly targets, specific strategies/offerings, & each persons roles/responsibilities to get priority Opportunities to Close Stage.
• Promote teamwork and drive trusting relationships by keeping communication level high between CSM, CSR, RM and TMs

Drive positive, winning Urology Culture by assuming positive intent, seeking to understand others perspectives, leading by example with the Platinum rule

Strategic Leadership

Versatility messaging

• Train, coach and develop the FSO on Moses messaging and its clinical benefits
• Xpeeda opportunity - prioritize targets, help coordinate coverage

Forecasting - get more deals in the pipeline, define stages

• Roll up Monthly and Quarterly forecasts to Sales and Marketing Leadership
• Utilize new forecasting tools

Collaborative Leadership

Sales Ops

• Focus on Opportunity Management and pipeline stages in SF.com
• Ensure Tableau forecasting tool is updated and accurate
• Identify pipeline stages for holmium, CO2, and service targets in SF.com

Sales Training

• Work with Global Sales Training to identify training needs of the FSO
• Train and facilitate CSR onboarding process and field-based training.
• Develop and deliver content for training events:
  • ISTs, Business Essentials, NSMs, and National Training Conferences
• Support OUS in the development and delivery of capital sales training.
• Provide communication and development of the franchise Field Sales Trainers

Service Team

• Quarterback communication & collaboration between CSRs & service sales and service techs
• Lead communication response to customers

National Accounts: Regular communication and collaboration with National Accounts divisional colleagues - to ensure alignment on expanded strategies, activities and execution of system-wide IDN large service agreements

Performance Leadership

Inspect every deal

• ASP consistency
• Timeline accountability
• Drive service POS

Recognize and Prioritize Opportunities

• Convert rentals to owners
• Upgrade old units
• Sell 2nd systems

Drive Incentive Programs

• Quarterly/Annual contests
• Special "one off" opportunities

Coordinate Demo Pool

• Identify targets
• Secure placements

Preferred experience:

• Region Management Experience

Required experience:

• Minimum 3 years Capital Sales and the capital Sales process experience

Requisition ID: 594941

Among other requirements, Boston Scientific maintains specific prohibited substance testing requirements for safety-sensitive positions. This role deemed safety-sensitive and, as such, candidates will be subject to a drug test as a pre-employment requirement/ The foal of the drug testing is to increase workplace safety in compliance with the applicable law.

As a leader in medical science for more than 40 years, we are committed to solving the challenges that matter most - united by a deep caring for human life. Our mission to advance science for life is about transforming lives through innovative medical solutions that improve patient lives, create value for our customers, and support our employees and the communities in which we operate. Now more than ever, we have a responsibility to apply those values to everything we do - as a global business and as a global corporate citizen.

So, choosing a career with Boston Scientific (NYSE: BSX) isn't just business, it's personal. And if you're a natural problem-solver with the imagination, determination, and spirit to make a meaningful difference to people worldwide, we encourage you to apply and look forward to connecting with you!

At Boston Scientific, we recognize that nurturing a diverse and inclusive workplace helps us be more innovative and it is important in our work of advancing science for life and improving patient health. That is why we stand for inclusion, equality, and opportunity for all. By embracing the richness of our unique backgrounds and perspectives, we create a better, more rewarding place for our employees to work and reflect the patients, customers, and communities we serve.

Boston Scientific Corporation has been and will continue to be an equal opportunity employer. To ensure full implementation of its equal employment policy, the Company will continue to take steps to assure that recruitment, hiring, assignment, promotion, compensation, and all other personnel decisions are made and administered without regard to race, religion, color, national origin, citizenship, sex, sexual orientation, gender identify, gender expression, veteran's status, age, mental or physical disability, genetic information or any other protected class.

Boston Scientific maintains a prohibited substance free workplace. Pursuant to Va. Code 2.2-4312 (2000), Boston Scientific is providing notification that the unlawful manufacture, sale, distribution, dispensation, possession, or use of a controlled substance or marijuana is prohibited in the workplace and that violations will result in disciplinary action up to and including termination.

Please be advised that certain US based positions, including without limitation field sales and service positions that call on hospitals and/or health care centers, require acceptable proof of COVID-19 vaccination status. Candidates will be notified during the interview and selection process if the role(s) for which they have applied require proof of vaccination as a condition of employment. Boston Scientific continues to evaluate its policies and protocols regarding the COVID-19 vaccine and will comply with all applicable state and federal law and healthcare credentialing requirements. As employees of the Company, you will be expected to meet the ongoing requirements for your roles, including any new requirements, should the Company's policies or protocols change with regard to COVID-19 vaccination.