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

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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