EMEA Commercial & Customer Engagement (C&CE) Manager

Location:

Madrid, Madrid, Spain

Salary:

Competitive

Type:

Permanent

Main Industry:

Search Information Technology Jobs

Other Industries & Skills: 

Human Resources Manufacturing

Advertiser:

Boston Scientific

Job ID:

131211505

Posted On: 

09 October 2024

Additional Locations: Spain-Madrid; France-Île-de-France; Germany-Düsseldorf; Italy-Milan; Netherlands-Kerkrade; United Kingdom-Hemel Hempstead

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.

Commercial & Customer Engagement (C&CE) Manager
Capital Sales and Service EMEA

Over the last three years, we have significantly invested in our Capital Equipment and Technical Service (CETS) capacity to enable our growth, to leverage acquisitions, to bring new digital tools and to create better alignment between our field service engineers and our commercial teams. We’ve nearly doubled our capital equipment-related revenue!

As we prepare for the years to come, when success will be even more dependent on the success of Capital equipment, we are investing in an organization to help accelerate our service revenues, improve CE-selling capabilities, and enable the growth of our franchises and future acquisitions.

The EMEA CETS Commercial & Customer Engagement (C&CE) Manager will be responsible for defining and implementing strategies and tools that drive improvements within the EMEA Capital and Service commercial organization and in partnership with the divisions.

The core objective of this role is:

-Develop and Implement Commercial Strategies

: Lead the design and execution of comprehensive capital and service commercial strategies aimed at improving business performance, market penetration, and revenue growth, ensuring alignment with company objectives.
-Optimize Sales Processes

: Analyse current Capital & Service sales operations, proposing and implementing improvements to increase efficiency, productivity, and customer satisfaction. Ensure the salesforce is equipped with the right tools and methodologies to achieve optimal performance.
-Data-Driven Decision Making

: To steer the transformation through a regular data driven business decision culture across the entire function. Drive a culture of data-driven business decisions by leveraging analytics to assess market trends, customer insights, and sales performance. Provide actionable recommendations to senior management to support continuous improvement and commercial effectiveness.
-Monitor Key Performance Indicators (KPIs)

: Establish and track key metrics related to commercial excellence, such as revenue growth, profitability, capital sales vs placements, and service penetration. Regularly report progress to the executive team, ensuring full transparency and alignment on commercial goals.
-Lead Change Management Initiatives

: Champion organizational change by steering initiatives aimed at enhancing commercial effectiveness, including new systems, processes, and cultural shifts. Collaborate with stakeholders on the roll-out and execution plans to ensure successful transformation towards a more data-driven decision-making culture.
-Cross-Functional Collaboration

: Partner with divisional business leaders and cross-functional teams, including marketing, finance, sales, and operations, to ensure alignment between commercial goals and broader business strategies. This also involves working with the Center of Excellence (CoE) to ensure process and technology requirements are captured and standardized across divisions.
-Salesforce Training & Development

: Design and implement training programs to enhance the skills of the Capital & Service sales teams, ensuring they stay proficient in the latest tools, techniques, and market trends to improve effectiveness and drive revenue growth.
-Customer Relationship Management (CRM) Optimization

: Ensure that the CRM system is fully optimized and effectively used by the sales teams to maintain accurate customer data, improve lead generation, and enhance customer retention efforts.
-Commercial Excellence Initiatives

: Lead key initiatives that enable the EMEA Capital & Service sales organization to enhance efficiency and effectiveness. This includes driving platform design and leveraging commercial data to provide meaningful insights that help sales teams make better decisions and achieve commercial objectives.
-Main objective.

The ultimate goal of the C&CE team is to help the Capital & Service business with impact initiatives that allow to enhance the efficiency and effectiveness of the EMEA Organization.
 

Key Responsibilities:

-Process Development/enhancement
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-Remote service sales process – refining the process to improve success rates
-Contract Booking and Billing process enhancement
-Magellan (SAP-ERP) integration
 

-Sales Analytics to drive better outcomes
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-Remote service sales territory mapping
-Remotes sales target setting
-Divisional service revenue analysis
-Asset utilization
-CE Deal profitability
 

-Divisional Engagement
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-Divisional QBRs on CE sales
-HS&P collaboration
-CE Reporting
-Process alignment and engagement across divisional partners
 

-Sales Cloud Evolution for Service sales
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-Opportunity alignment (CETS and Sales)
-Account profitability / visibility- engaging across sales teams
 

-Service Program offering
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-Enhance service offerings to grow business
-Evaluate new sales opportunities
-Service Revenue recognition on sales placement deals
 

Requirements:

-8+ years’ experience in commercial roles.
-Demonstrated ability
to build, lead, inspire cross functional, cross-cultural teams in a matrix environment.
-Proven record of developing both teams and individuals that display core values.
-Degree in business or finance, MBA desirable

-Fluency in English

-Ideally MedTech or Pharma background

-Technical knowledge – Sales tools, Sales, Sales Operations, Marketing, Pricing, Training, Project management
-Develops and/or identifies new work processes that will have broad applicability throughout the company; contributes ideas for improving work processes and achieving organizational goals; investigates and solves problems that impact work processes and personnel in multiple units or departments.

Requisition ID: 592111

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 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 and look forward to connecting with you!

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