Boston Scientific · 1 day ago
National Account Manager, IO East
Nashville, TN
Full-time
Hybrid
Senior Level
7+ years expBoston Scientific is a leader in medical science, committed to solving important health industry challenges. They are seeking a National Account Manager to execute their Interventional Oncology National Sales Strategy, develop key relationships, and drive sales revenue while managing customer needs and providing solutions.
Health CareMedicalMedical Device
Responsibilities
Establish and maintain vertical relationships within designated health systems with key stakeholders making decisions
Establish lateral and vertical relationships with designated internal stakeholders to help deliver solutions to health systems
Create and implement a strategic road map of customer relationships and contracting /deal journey that over time protects and grows BSC IO business and allows for new product launches
Design and implement sales strategies to grow Interventional Oncology revenue in key accounts
Build relationships with influential clinical, administrative, and economic decision-makers within targeted groups, specifically around the IO franchise
Design and implement contracts/deals that maximize revenue and optimize expenses for both Boston Scientific IO and the customer
Develop relationships with key administrative healthcare employees and service line managers to gain knowledge on unique facility business dynamics and tailor a solution that is profitable for both customer and BSC
Identifies and develops working relationships with strategic sourcing stakeholders that are decision makers and can affect the outcome /success of any deal proposal
Develop a map of influence pathway for the targeted healthcare facilities decision making structure
Understand primary stakeholders’ motivations and needs, including their revenue and expense targets
Understand and articulate patient flow for key disease states, including referral sources, referral networks, acute care, and post-acute care to accurately shape total cost of care and outcome factors
Understand Industry trends; including payer, provider, and policy changes affecting facility behavior, including changes in reimbursement by state; and any revenue, expense, and profitability impact
Understand and leverage key IO market programs that help meet the customers program goals including outcome performance, financial, revenue and operational goals
Monitor national and state reimbursement trends in the country, as well as understand and review health economic and market data. Shape analyses to determine customer needs, volume potential, price schedules, as well as develop sales strategies to accommodate the goals of the company. Maintain awareness of industry trends and their impact on local sales activities
Identify and execute the entire IO portfolio of solutions, partnerships, and products’ strategy at targeted accounts to grow and pull through the IO business franchise
Assist in development of customized value propositions to align the healthcare facility and the market
Identify key accounts, health care professionals, and business issues that have the greatest effect on use of this franchise by meeting with existing and potential customers
Classify customer clinical needs, goals, and constraints related to patient care, facility efficiencies, & cost containment (where applicable). Determine where our solutions can assist in providing a meaningful healthcare solution
Develop and enhance Key Account relationships through awareness activities, routine customer visits, educational programs, trade show participation and problem resolution
Educate physicians and healthcare professionals on the merits, proper implementation, and overall value proposition by giving presentations and consistent business reviews
Sales collaboration with Divisional IO team members to determine targets, generate ideas and develop a solution
Align entire BSC IO sales teams on account sales strategy/journey through consistent communication and account reviews
Will serve as the communication quarterback to ensure collaboration with all key BSC Stakeholders; National Director, IO AVPs, IO RM, and IO Rep
Work closely with all sales management teams in evaluating business conditions and identifying creative sources of information that can help inform our strategic business plans
Leads development of any deal structure, preparation, and pricing requirements. Presents at price council as warranted
Leads all deal reviews with internal pricing analyst, RMs and other key internal stakeholders align with targeted account
Leads all business reviews including deal terms and conditions with external stakeholders such as service line leaders, business managers, COO and CEO level
Prepare and submit reports with the help of key account analyst to sales management by analyzing and compiling data, projections, and other relevant information
Executes sales targets and contribute to the achievement sales goals of the Division
Identifies sales forecast gaps, submits corrective strategies, and implements aggressive sales growth
Maintains knowledge of the industry and the competition, continually seeking information from physicians, health economic buyer and others to challenge, modify and prioritize strategies
Prepares field sales team to counter the competition
Supports specific medical education and marketing initiatives through cross-functional collaboration and execution
Demonstrate leadership capabilities through various project management assignments
Works with analyst to review market data, and analyses to determine customer needs, volume potential, price schedules, and develops sales strategies to accommodate the goals of the company
Ensures the effective implementation of representative customer records, key contacts, reports and company policies
Plans and controls expenses to ensure sales objectives are met within budget
Attend and participate in customer, company, and industry sponsored forums and courses
Develop and maintain relationships with key BSC cross functional areas
Primary external stakeholders will be C-suite leaders, key personnel in the accounts, key physicians with budget responsibility, healthcare facility management, healthcare facility employees with budget/P&L responsibility and strategic sourcing/supply chain
Work closely with marketing to understand IO portfolio of products and our go to market (GTM) strategy
Develop a sales execution strategy by leveraging all tools available to execute the IO Annual Operating Plan (AOP)
Develop an influence map for both internal and external stakeholders
Collaborate with colleagues within the sales team to define, plan and execute implementation of sales programs and initiatives for IO customers
Lead joint business planning across arterial, venous, and IO groups to present a united BSC PI front to customers
Work with cross-functional IO team members to develop and execute new product launch planning and execution in targeted accounts
Work closely with Region Manager, all sales representative in the IO division to execute on strategies through business planning and execution
Spends a ~60% time in the field to develop and maintain strong relationships and understand the customer needs
Collaboration with marketing, commercial operations, and other cross functional businesses to develop strategic business planning and align resources for each target
Impact National pricing through contracting efforts, GPO influence, tier compliance and price lifts in accounts within market and accounts that extend beyond assigned accounts
In the accounts your assigned area, collaborate with the AVP and Regional Manager to establish the appropriate strategy to grow our business and run portfolio deals. Establish the appropriate strategy to grow/launch our new products. Manage performance and growth of our National Strategic Accounts
Develop and execute KOL Executive Business Reviews Quarterly for Top 3 NAM systems
Develop and communicate a detailed business plan with the AVP to grow and develop the assigned market. Update the AVP Monthly on: Market/Account Trends, Contracting and ASP Management, Sales Trends
Proactively seek to contribute to the training and development of the NAM Team. Coach and work with local sales team and Pan-BSC to improve their knowledge and understanding of the Hospital and ASC Market and our value-added solutions to meet the needs and demands of the market
Qualification
Required
Bachelor's degree required
Minimum of 3 years Sales Management experience
Minimum of 7 years relevant business experience
Contract and portfolio management within the medical industry
Documented success including contracting, deal management, and revenue growth
Experience managing a regional geography requiring 50-60% travel
Demonstrate excellent communication and collaboration skills
Experience working with Management (Regionals Sales, AVP, Commercial Operations, and National Accounts
Commitment to travel 50~60%
Demonstrate attributes of a self-starter, team player, proven leadership qualities, strategic thinker
Experience developing and maintaining strong, high-level customer relationships
Demonstrate examples of focused, determined, goal-oriented behaviors
Proven experience excelling in a dynamic fast-paced, competitive environment
Demonstrate ability to pivot between business models and sites of service as needed
Demonstrate a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy as well as commitment to integrity and all other documented Code of Conduct processes and procedures
Preferred
Corporate Accounts Experience
Higher education: MBA or master's degree
Company
Boston Scientific
Boston Scientific is a medical technology company that designs and develops medical devices to diagnose and treat a wide range of condition.
10001+ employees
H1B Sponsorship
Boston Scientific has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (114)
2024 (106)
2023 (93)
2022 (140)
2021 (111)
2020 (97)
Funding
Current Stage
Public CompanyTotal Funding
$10.02B2025-02-21Post Ipo Debt· $1.58B
2024-02-22Post Ipo Debt· $2.17B
2022-03-04Post Ipo Debt· $3.28B
Leadership Team
Michael Mahoney
Chairman, President & CEO
Daniel J. Brennan
Chief Financial Officer
Recent News
BioWorld Financial Watch
2025-12-25
2025-12-12
Company data provided by crunchbase