National Account Manager, IO East

National Account Manager, IO East

Work mode : Field Based

Territory : United States

Additional Location(s) : US-TN-Nashville; US-DC-Washington; US-GA-Atlanta; US-NC-Raleigh / Durham; US-OH-Cleveland; US-PA-Philadelphia; US-TN-Memphis

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 Interventional Oncology National Sales Strategy in designated health care facilities where IO procedures are being performed. This role requires a highly collaborative leadership mindset to consistently deliver customer value while meeting IO 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 Interventional Oncology 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 to 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 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.

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 IO business and allows for new product launches.
• Design and implement sales strategies to grow Interventional Oncology revenue in key accounts.
• Build relationships with influential clinical, administrative, and economic decision-makers within targeted groups, specifically around the IO franchise.
• Design and implement contracts / deals that maximize revenue and optimize expenses for both Boston Scientific IO 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 IO 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

Collaboration within PI Operational Framework