Commercial Director, SOEUR (Strategic Accounts, Pricing, Tenders)

Job title:

Commercial Director, SOEUR (Strategic Accounts, Pricing, Tenders)

Company:

Smith & Nephew

Job description

Commercial Director, SOUEUR (Strategic Accounts, Pricing, Tenders)Life Unlimited. At Smith+Nephew we design and manufacture technology that takes the limits off living.Smith+Nephew’s Commercial Center of Excellence (CoE) Team is a key driver for sustainable and profitable growth across Business Units in the International Region (i.e. the established markets in Europe and Asia/Pacific). The team leads the customer relationships with strategic accounts such as large hospital chains and trusts and group purchasing organizations as well as the development and implementation of pricing frameworks and the centralized management of offers, tenders and contracts.Interactions

• Reporting to the Vice President Commercial Operations & Corporate Accounts (CoE lead for the International Region)
• Member of the Commercial CoE Leadership Team
• Closely collaborating with cluster Business Unit (BU) Directors and their leadership teams as well as functional leaders in Finance, Legal, Market Access and Digital Health, both at a national and international level

What will you be doing?

• Leading the work of the central Commercial Team for cluster SOUEUR (Italy, Spain, Portugal) which includes the management of Corporate Accounts as well as Pricing and Offers, Tenders & Contracts

• Within Corporate Accounts, essential functions include:
• Developing and executing on comprehensive account strategies and action plans for the strategic accounts (focus on private hospital groups, in Spain, also medical insurance companies)
• Building robust relationships with key commercial and clinical decision-makers in the strategic accounts, including C-suite
• Leading successful deal negotiations and concluding major contracts for all Business Units
• Driving strategic customer projects and partnerships in focus areas such as orthopaedic robotics

• Within Pricing, essential functions include:
• Establishing consistent pricing frameworks for all Business Units
• Developing commercial scenarios for major deals
• Ensuring adherence to approval and escalation processes
• Managing price maintenance and disputes as well as rebate calculations and accruals

• Within Offers, Tenders & Contracts, essential functions include:

• Monitoring public tender platforms
• Leading Tender teams and delivering offer package including financials according to tender timelines
• Running offer processes in S+N’s digital offer tool
• Developing and deploying contractual standards
• Monitoring contract compliance and providing centralized contract management in S+N’s CRM system

• Building a high-performing Commercial Team and the required skills and capabilities for cluster SOUEUR

• Collaborating closely within the CoE to learn and share best-practices across markets

What will you need to be successful?

• Academic (Commercial, Marketing, Finance or Engineering) degree
• 10+ years experience in Sales, Commercial and Marketing in the medical devices industry, at a national and international level
• Strong business acumen and analytical skills
• Results-oriented and entrepreneurial mindset
• Comprehensive knowledge of the Spanish and Italian and, preferably also the Portuguese, healthcare markets, including private and public providers, purchasing groups and private payers (medical insurances)
• Track record in building strong relationships with external decision makers at senior organizational levels
• Experience in developing successful negotiation strategies and leading deal teams, ideally also internationally
• Experience in leading diverse teams, both locally and in remote locations
• Ability to build a strong network of internal stakeholders across business units and functions
• Profound project management skills
• Strong influencing skills and ability to motivate others
• High level of self-awareness
• Courage to challenge the status quo
• Excellent spoken and written Spanish and/or Italian as well as English language skills are a must, additional Italian, Spanish or Portuguese language skills preferable
• “Infectious” energy and passion for the business

You. Unlimited.We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.Inclusion, Diversity and Equity: Committed to Welcoming, Celebrating and Thriving on Diversity, Learn more about our Employee Inclusion Groups on our websiteYour Future: annual bonus, life insurance, company stock saving planWork/Life Balance: paid volunteering hours, flexible approachYour Wellbeing: private health care with dental care package, multisport card/my benefit platformFlexibility: possibility of working in hybrid modelTraining: Hands-On, Team-Customized, subsidies for language classes, certifications and postgraduate studiesExtra Perks: referral bonus, recognition program, mentoring programStay connected and receive alerts for jobs like this by joining our talent community.We’re more than just a company – we’re a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day.Check our Glassdoor page for a glimpse behind the scenes and a sneak peek into You Unlimited, life, culture, and benefits at S+N.Explore our new website and learn more about our mission, our team, and the opportunities we offer.Stay connected and receive alerts for jobs like this by joining our .We’re more than just a company – we’re a community! Follow us on to see how we support and empower our employees and patients every day.Check our for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N.Explore our and learn more about our mission, our team, and the opportunities we offer.

Expected salary

Location

Barcelona

Job date

Fri, 13 Dec 2024 05:00:47 GMT

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