Associate Commercial Director, AFib, Growth Markets

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 Statement

The role of Associate Commercial Director will create, direct, and lead the development and execution of sales and market development strategies for Atrial Fibrillation (AFib) Growth Markets. Assume accountability for the overall sales and business performance, including profit and loss responsibility for GrM EP, WM, and CRM business. Responsible for managing all aspects of the AFib to establish and maintain a market leadership position in the Growth Markets. Develop and execute sales and market development strategies. Determine and implement the appropriate sales models, by geographical market or account, to maximize revenue and profit. Lead the formation of the Strategic Plan through Market Opportunity Assessment and Customer Segmentation. Drive execution of the plan through leadership and coaching to the sales, business development, and technical support team members.

Responsibilities:

• Sales & P&L Management

• Manage the P&L for EP, WM, & CRM for Growth Markets
• Plan and control expenses to ensure sales objectives are met within budget.
• Prepare annual strat plan, AOP, investment cases, quarterly financial and sales forecasts, and lead market potential and sales expense estimates.

• Business Management & Sales Execution

• Develop and execute sales strategies and activities.
• Develop and implement new operation models (e.g., combo rep pathway: WM + PFA) to address mapper shortages and speed to markets with smart investment.
• Perform regular sales reviews with team. Identify sales forecast gaps and submitting remedial strategies.
• Manage resources, balancing country P&Ls with GrM priorities.
• Adjusts strategies in accordance with market requirements and new product launch plan.
• Ensures effective territory management and account targeting is practiced.
• Leads the Sales and BD teams to develop and recommend expansion per the product launch and therapy expansion plan.

• Market Development

• Identify new business opportunities and accounts by developing and leveraging relationships with academic and research institutions and Key Opinion Leaders
• Provide cross-functional leadership to accelerate product launches in markets, such as VN, PH, & IN, and influence APAC/Global collaboration.
• Leads EP-WM synergy as BSC’s right-to-win strategy.

• Industry Knowledge

• Responsible for providing continuous tools and education to team to ensure up to date industry, competitor and product knowledge.
• Maintains knowledge of industry trends, their impact on local/regional sales activities and the competition by 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 their team to counter them and keeps the marketing organization aware.

• Marketing Insight

• Possesses a good understanding of the healthcare industry, country health policies, pricing/reimbursement strategies and economic customer needs within the context of current and future market trends.
• Maintains awareness of the competitive environment to suggest strategies to better position the organization in the market.
• Understands BSC’s positioning vs. that of the competitors’ and can act in a way as to generate growth opportunities.

• Building & Maintaining Relationships

• Maintain contact with major accounts and key relationships seeking to leverage them into profitable business ventures and help define negotiation parameters for tough economically constrained customer situations;
• Assist key customers in the creation, maintenance, expansion and startup of AFib-related educational courses and forums;
• Select and participate in customer, company and industry sponsored forums and courses.
• Internally, develop and maintain relationships with GrM and APAC respective functional areas.

• Clinical Excellence

• Maintain the skills and knowledge to sell the entire product line to all applicable customers.
• Work in close collaboration with existing sales teams, HEMA, HPS & Marketing on new product launches, strategies, and innovative new business practices.

• Quality

• Guides the local Team to maintain full compliance with the BSC Quality System (Corporate Quality Manual and Procedures) and the local quality requirements.
• Participates in driving quality awareness among every employee, while guiding the local organization towards improved performance and customer-oriented initiatives.
• Participates in GrM Leadership Team Review of Quality Meetings to manage risks/issues associated with regulatory compliance, quality systems, and product registrations.
• Champions and ensures implementation of Regulatory, Quality, Code of Conduct, and Local/Regional initiatives for the GrM AFib team.

• People Development

• Hire, build, develop, and retain AFib GrM team to ensure the human capital ready for business growth. Perform regular org/team scan to identify human capital gap and mitigation plan.
• Manage frontline people managers to ensure the team receives ongoing regular feedback to support their professional development needs.
• Monitor the team’s performance on a regular basis, and provide ongoing coaching and feedback, or initiate any corrective actions as required.

• As a member of the GrM Leadership Team, contribute to the GrM strategy, lead/sponsor key initiatives, co-shape the workplace culture, and identify and develop GrM talents.

Key Skills & Requirements:

• Require 10 or more years of relevant experience in medical devices, healthcare or a related industry, including progressive commercial or business leadership responsibilities. High-potential leaders with demonstrated readiness for broader, end-to-end accountability are encouraged to apply.
• Proven experience expanding markets, accelerating product or therapy adoption, developing strategic accounts and building trusted relationships with physicians, key opinion leaders, channel partners and other relevant stakeholders.
• Demonstrated strong commercial and financial acumen, with experience contributing to revenue growth, profitability, cost discipline and business performance through effective planning, forecasting and execution. Prior P&L ownership is an advantage but not essential.
• Demonstrated ability to develop and execute commercial strategies, identify growth opportunities and translate business priorities into results. Experience working across markets or collaborating with regional and global stakeholders is valued, with the potential to take on broader multi-market leadership responsibilities.
• Demonstrated ability to lead, coach and develop managers and geographically dispersed teams, build succession pipelines and foster accountability, engagement and high performance
• Ability to influence and align stakeholders across sales, marketing, clinical, market access, finance and other functions, including collaboration with country, regional and global teams.
• Strong execution discipline in sales operations, resource allocation, performance reviews and risk management, with commitment to patient safety, product quality, ethical conduct and applicable regulatory requirements.
• The role will be based in Singapore or Kuala Lumpur, with willingness and ability to travel across Growth Markets as required by the role.

Requisition ID: 637709

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!