Commercial Director, Soeur (Strategic Accounts, Pricing, Tenders) Milano

Commercial Director, Soeur (Strategic Accounts, Pricing, Tenders)
Milano
Lombardia, Milano

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. InteractionsReporting to the Vice President Commercial Operations & Corporate Accounts (CoE lead for the International Region)Member of the Commercial CoE Leadership TeamClosely 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 levelWhat 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-suiteLeading successful deal negotiations and concluding major contracts for all Business UnitsDriving strategic customer projects and partnerships in focus areas such as orthopaedic robotics• Within Pricing, essential functions include:Establishing consistent pricing frameworks for all Business UnitsDeveloping commercial scenarios for major dealsEnsuring adherence to approval and escalation processesManaging price maintenance and disputes as well as rebate calculations and accrualsWithin Offers, Tenders & Contracts, essential functions include:Monitoring public tender platformsLeading Tender teams and delivering offer package including financials according to tender timelinesRunning offer processes in S+N's digital offer toolDeveloping and deploying contractual standardsMonitoring 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 marketsWhat will you need to be successful? Academic (Commercial, Marketing, Finance or Engineering) degree10+ years experience in Sales, Commercial and Marketing in the medical devices industry, at a national and international levelStrong business acumen and analytical skillsResults-oriented and entrepreneurial mindsetComprehensive 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 levelsExperience in developing successful negotiation strategies and leading deal teams, ideally also internationallyExperience in leading diverse teams, both locally and in remote locationsAbility to build a strong network of internal stakeholders across business units and functionsProfound project management skillsStrong influencing skills and ability to motivate othersHigh level of self-awarenessCourage to challenge the status quoExcellent 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 businessYou.

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 program