National Account Manager, Peripheral Interventions

National Account Manager, Peripheral Interventions

Work mode: Field Based

Territory: United States

Additional Location(s): US-GA-Atlanta

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. This position will cover Florida and Georgia.

Your responsibilities will include:

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