Field Sales Manager, MedSurg

Boston Scientific · Pasig City

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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.

PURPOSE: 

As part of the Philipines Leadership team, the Field Sales Manager is responsible for driving sales performance, market development, and team capability for the nationwide MedSurg (Endoscopy, Urology, Neurology) business. This role ensures alignment with divisional goals, maintains industry and product expertise, and fosters strong customer relationships to achieve revenue targets. This role requires close collaboration with various functions in the country to deliver the country's business objectives. This position, reports to Head of Country, also plays the role of people manager, engaging and motivating the team to continuously build and improve processes to achieve the broad operational goals and critical KPI’s. 

Key Responsibilities

Industry knowledge:

• Responsible for providing continuous tools and education to self and team members to ensure up to date industry, competitor and product knowledge;
• Maintains knowledge of the industry and the competition continually seeking information from physicians, suppliers, and others to challenge, modify and prioritize regional strategies;
• Collects data from their region on competitor's sales tactics and prepares the team to counter them and keeps the marketing organization aware; 
• Maintains awareness of industry trends and their impact on local /regional sales activities.

Selling Skills:

• Visit customers and / or potential customers of Boston Scientific on a regular and planned basis to promote products and services to achieve monthly, quarterly and yearly revenue targets, as agreed with Head of Country;
• Prepares quarterly regional sales forecast and participates in the determination of market potential and sales expense estimates; Develops an in depth knowledge of the products and services provided by the division;
• Support customers in terms of correct use of Boston Scientific products;
• Attend meetings, conferences and exhibitions, as required to promote Boston Scientific products and services;
• Develops markets and businesses according with divisional goals and objectives, trough execution, while optimize available tools (consignment, etc.);
• Identifies sales forecast gaps, submits corrective strategies and implements aggressive sales growth;
• Develops and recommends expansion analysis of new field territories; Responsible for developing, implementing and monitoring a region targeting program;
• Identifies & recommends promotion programs and materials to help support the sales plan & strategy;
• Shares personal selling experiences in a way that motivates others and teaches applicable skills;
• Coaches others in the field as appropriate on a disciplined selling model; Models strong selling skills in front of the customer with others present and without taking over the sales process;
• Actively supports corporate/divisional selling initiatives by proactively assisting in the training and influencing their team.

Business Management:

•  Monitors own and team member's sales performance on an ongoing basis, initiating corrective actions, preparing reports, summaries, analysis and documentation on all aspects of region management;
•  Assists sales support/marketing staff members in activities such as sales promotion, training or market research in planning and executing special projects;
• Ensures the effective implementation of representative customer records, key contacts, reports and company policies;
• Show ongoing usage of AMS and encourages team to update data frequently;
• Develops and executes sales strategies and activities in conjunction with the Country Sales Manager;
• Plans and controls expenses to ensure sales objectives are met within budget;
• Integrates individual territory plans and account profiles into a broader regional sales plan and coaches sales team accordingly, in consultation with the Head of Country;
• Conducts quarterly sales reviews with team and manager, adjusts strategies in accordance with Country requirements;
• Participates in pan-European, cross-functional and cross-divisional communication and team-work meetings;
• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors - Drive as needed to support and facilitate any field corrective action related his/her scope;
• Participates in driving quality awareness in every employee, while guiding the local organization towards improved performance and customer oriented initiatives; Co-ensures that employees are notified of all mandatory training and quality obligations with HR Manager;
• Tracks completion of mandatory training.

Clinical Excellence:

• Is up to date and knows how to read and interpret clinical studies and data and is competent discussion partner to doctors;
• Maintains the skills and knowledge to sell the entire product line to all applicable buying influences and can differentiate each product line against the competitor's products in front of the customer.

Quality:

• As interface to Clients and Customer Service has direct responsibility to facilitate, share documents and process to identify, notify and ensure any complaint or problem are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors;
• Drive as needed to support and facilitate any field corrective action related his/her scope; Ensures that all products and advertisement have been through the appropriate approval processes, prior to sharing or publishing (LAR).

Requirements

• A Bachelor's degree in Life Sciences, Business Administration, or a related field.
• Minimum of 10 years of experience in sales and at least 3 years of experience in team management
• Experience working closely with KOLs (Key Opinion Leaders) in the relevant segment, with a strong understanding of their needs and preferences.
• Traveling 50% to upcountry areas is required
• A strong background in executing regional sales strategies, including forecasting and budget planning

Requisition ID: 625608

Boston Scientific transforms lives through innovative medical technologies that improve the health of patients around the world. As a global medical technology leader for more than 45 years, we advance science for life by providing a broad range of high-performance solutions that address unmet patient needs and reduce the cost of healthcare. Our portfolio of devices and therapies helps physicians diagnose and treat complex cardiovascular, respiratory, digestive, oncological, neurological and urological diseases and conditions. Learn more at www.bostonscientific.com and follow us on LinkedIn.

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