Commercial Director, SOEUR (Strategic Accounts, Pricing, Tenders)
Apply locations ESP - Barcelona ITA - Milan time type Full time posted on Posted 6 Days Ago job requisition id R78954
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 website
Your Future: annual bonus, life insurance, company stock saving plan
Work/Life Balance: paid volunteering hours, flexible approach
Your Wellbeing: private health care with dental care package, multisport card/my benefit platform
Flexibility: possibility of working in hybrid model
Training: Hands-On, Team-Customized, subsidies for language classes, certifications and postgraduate studies
Extra Perks: referral bonus, recognition program, mentoring program
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