National Account Manager Peripheral Interventions - TX/OK

Additional Location(s): US-OK-Central-Oklahoma City; US-TX-Dallas; US-TX-Houston

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 the role:

The National Account Manager (NAM) is a multifaceted, highly interactive role that contributes to, and executes the Peripheral Interventional (PI) National Sales Strategy in designated health care facilities where PI procedures are being performed. This role requires a highly collaborative leadership mindset to consistently deliver customer value while meeting PI organizational requirements. Individuals will exhibit strong management skills, business acumen, knowledge of customer base, and the ability to uncover customer's needs and provide solutions. This person will require a proven record of sales management excellence and the ability to develop key relationships with decision makers. The NAM will be responsible for driving sales revenue to exceed Division priorities, define and develop new business opportunities that clearly reflect the company's vision and priorities, as well as contribute to overall account team success. Additionally, he/she should have experience and be comfortable in the Peripheral Interventions setting, as well as manage their position with integrity and in accordance with our Code of Conduct. The key attribute to this role will be the ability prioritize, identify stakeholders (internal and external), and develop creative solutions to meet the economic business needs of both BSC and customer. They will establish and maintain relationships with key decision makers in various account segmentations such as large single, and multi-center aggregators. The role will report directly to the National NAM Director, and work closely with Area Vice Presidents in both PV and IO, Corporate Accounts Directors, as well as the local Regional Sales Manager (RM) and Reps to find solutions that will have a direct result on the execution on the Annual Operation Plan (AOP) and aligned PI divisional business objectives.

Duties and Responsibilities include but are not limited to:

Collaborative

• Establish and maintain vertical relationships within designated health systems with key stakeholders making decisions.
• Establish lateral and vertical relationships with designated internal stakeholders to help deliver solutions to health systems.
• Create and implement a strategic road map of customer relationships and contracting /deal journey that over time protects and grows BSC PI business and allows for new product launches.
• Design and implement sales strategies to grow Peripheral Interventions (PI) revenue in key accounts.
• Build relationships with influential clinical, administrative, and economic decision-makers within targeted groups, specifically around 3 PI business franchises: Arterial, Venous and IO.
• Design and implement contracts/deals that maximize revenue and optimize expenses for both Boston Scientific PI and the customer.
• Develop relationships with key administrative healthcare employees and service line managers to gain knowledge on unique facility business dynamics and tailor a solution that is profitable for both customer and BSC.
• Identifies and develops working relationships with strategic sourcing stakeholders that are decision makers and can affect the outcome /success of any deal proposal.
• Develop a map of influence pathway for the targeted healthcare facilities decision making structure.
• Understand primary stakeholders' motivations and needs, including their revenue and expense targets.
• Understand and articulate patient flow for key disease states, including referral sources, referral networks, acute care, and post-acute care to accurately shape total cost of care and outcome factors.
• Understand Industry trends; including payer, provider, and policy changes affecting facility behavior, including changes in reimbursement by state; and any revenue, expense, and profitability impact.
• Understand and leverage key PI market programs that help meet the customers program goals including outcome performance, financial, revenue and operational goals.
• Monitor national and state reimbursement trends in the country, as well as understand and review health economic and market data. Shape analyses to determine customer needs, volume potential, price schedules, as well as develop sales strategies to accommodate the goals of the company. Maintain awareness of industry trends and their impact on local sales activities.

Delivering Value

• Identify and execute the entire PI portfolio of solutions, partnerships, and products' strategy at targeted accounts to grow and pull through each of the 3 PI business franchises.
• Assist in development of customized value propositions to align the healthcare facility and the market.
• Identify key accounts, health care professionals, and business issues that have the greatest effect on use of these Franchises by meeting with existing and potential customers.
• Classify customer clinical needs, goals, and constraints related to patient care, facility efficiencies, & cost containment (where applicable). Determine where our solutions can assist in providing a meaningful healthcare solution.
• Develop and enhance Key Account relationships through awareness activities, routine customer visits, educational programs, trade show participation and problem resolution.
• Educate physicians and healthcare professionals on the merits, proper implementation, and overall value proposition by giving presentations and consistent business reviews.
• Sales collaboration with Divisional PI team members to determine targets, generate ideas and develop a solution.
• Align entire BSC PI sales teams on account sales strategy/journey through consistent communication and account reviews.
• Will serve as the communication quarterback to ensure collaboration with all key BSC Stakeholders; National Director, PV and IO AVPs, PV, and IO RM, and Arterial, Venous, and IO Rep for all 3 disease states in PI.
• Work closely with all sales management teams in evaluating business conditions and identifying creative sources of information that can help inform our strategic business plans.
• Leads development of any deal structure, preparation, and pricing requirements. Presents at price council as warranted.
• Leads all deal reviews with internal pricing analyst, RMs and other key internal stakeholders align with targeted account.
• Leads all business reviews including deal terms and conditions with external stakeholders such as service line leaders, business managers, COO and CEO level.
• Prepare and submit reports with the help of key account analyst to sales management by analyzing and compiling data, projections, and other relevant information.
• Executes sales targets and contribute to the achievement sales goals of the Division.
• Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth.
• Maintains knowledge of the industry and the competition, continually seeking information from physicians, health economic buyer and others to challenge, modify and prioritize strategies.
• Prepares field sales team to counter the competition.
• Supports specific medical education and marketing initiatives through cross-functional collaboration and execution.
• Demonstrate leadership capabilities through various project management assignments.
• Works with analyst to review market data, and analyses to determine customer needs, volume potential, price schedules, and develops sales strategies to accommodate the goals of the company.

Collaboration within PI Operational Framework

• Ensures the effective implementation of representative customer records, key contacts, reports and company policies.
• Plans and controls expenses to ensure sales objectives are met within budget.
• Attend and participate in customer, company, and industry sponsored forums and courses.
• Develop and maintain relationships with key BSC cross functional areas.
• Primary external stakeholders will be C-suite leaders, key personnel in the accounts, key physicians with budget responsibility, healthcare facility management, healthcare facility employees with budget/P&L responsibility and strategic sourcing/supply chain.
• Work closely with marketing to understand PI portfolio of products and our go to market (GTM) strategy.
• Develop a sales execution strategy by leveraging all tools available to execute the PI Annual Operating Plan (AOP).
• Develop an influence map for both internal and external stakeholders.
• Collaborate with colleagues within the sales team to define, plan and execute implementation of sales programs and initiatives for PI customers.
• Lead joint business planning across arterial, venous, and IO groups to present a united BSC PI front to customers.
• Work with cross-functional PI team members (IO, Venous and Arterial) to develop and execute new product launch planning and execution in targeted accounts.
• Work closely with Region Manager, all sales representative in the PI division to execute on strategies through business planning and execution.
• Spends a ~60% time in the field to develop and maintain strong relationships and understand the customer needs.
• Collaboration with marketing, commercial operations, and other cross functional businesses to develop strategic business planning and align resources for each target.
• Impact National pricing through contracting efforts, GPO influence, tier compliance and price lifts in accounts within market and accounts that extend beyond assigned accounts.
• In the accounts your assigned area, collaborate with the AVP and Regional Manager to establish the appropriate strategy to grow our business and run portfolio deals. Establish the appropriate strategy to grow/launch our new products. Manage performance and growth of our National Strategic Accounts.
• Develop and execute KOL Executive Business Reviews Quarterly for Top 3 NAM systems.
• Develop and communicate a detailed business plan with the AVP to grow and develop the assigned market. Update the AVP Monthly on: Market/Account Trends, Contracting and ASP Management, Sales Trends.
• Proactively seek to contribute to the training and development of the NAM Team. Coach and work with local sales team and Pan-BSC to improve their knowledge and understanding of the Hospital and ASC Market and our value-added solutions to meet the needs and demands of the market.

Minimum Qualifications

• Bachelor's degree required.
• 3-5 Years Sales Management experience
• 7-10+ years relevant business experience
• Contract and portfolio management within the medical industry.
• Documented success including contracting, deal management, and revenue growth.
• Experience managing a regional geography requiring 50-60% travel.
• Demonstrate excellent communication and collaboration skills.
• Experience working with Management (Regionals Sales, AVP, Commercial Operations, and National Accounts
• Commitment to travel 50~60%
• Demonstrate attributes of a self-starter, team player, proven leadership qualities, strategic thinker
• Experience developing and maintaining strong, high-level customer relationships.
• Demonstrate examples of focused, determined, goal-oriented behaviors.
• Proven experience excelling in a dynamic fast-paced, competitive environment.
• Demonstrate ability to pivot between business models and sites of service as needed.
• Demonstrate a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy as well as commitment to integrity and all other documented Code of Conduct processes and procedures.

Preferred Qualifications

• Corporate Accounts Experience
• Higher education: MBA or master's degree

Requisition ID: 603040

The anticipated annualized base amount or range for this full time position will be $150,000 to $180,000, plus variable compensation governed by the Sales Incentive Compensation Plan (which includes certain annual non-discretionary incentives based on predetermined objectives) as well as the value of core and optional benefits offered at BSC, which can be reviewed at www.bscbenefitsconnect.com. Actual compensation will be commensurate with demonstrable level of experience and training, pertinent education including licensure and certifications, and other relevant business or organizational needs.

For MA positions: It is unlawful to require or administer a lie detector test for employment. Violators are subject to criminal penalties and civil liability.

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 is proud to be an equal opportunity and affirmative action employer.

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.

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