The Business Operations and Execution Manager (BOEM) Europe is a key member of the iMRI commercialization team and is responsible for driving procedural adoption and supporting capital equipment sales efforts. This role focuses on guiding healthcare providers and key decision-makers through the adoption process of Cook Medical’s iMRI suite, ensuring clinical confidence, operational readiness, and alignment with institutional needs.
The BOEM is not a traditional medical sales rep but a clinical expert within a sales organization, responsible for understanding account dynamics and helping move customers from interest to acquisition. This role requires a blend of clinical knowledge, sales acumen and account strategy, particularly in capital equipment sales.
This role collaborates closely with Siemens, Marketing, Business Operations, and external partners to target key accounts, refine value messaging and drive purchasing decisions. While the BOEM supports procedural adoption and clinical education, dedicated Education & Training teams within Centers of Excellence will lead hands-on training.
Responsibilities
Sales & Account Strategy
- Serve as the clinical lead in the iMRI sales funnel, assessing account readiness, understanding clinical needs, and supporting purchasing decisions.
- Partner with Siemens sales to identify and engage target accounts, advancing them through the funnel.
- Develop and execute strategic engagement plans for high-value hospital systems and specialty clinics.
- Support sales presentations and discussions by communicating the clinical, operational, and financial benefits of iMRI-guided procedures.
- Track key success metrics for customer engagement, including time-to-adoption, procedural volume, and stakeholder buy-in
Customer Engagement & Adoption
- Act as the primary clinical contact for target accounts, assisting in suite configuration, procedural integration, and workflow optimization.
- Collaborate with Siemens and internal teams to analyze account-specific clinical and technical requirements.
- Educate clinical teams, administrators, and stakeholders on iMRI capabilities, procedural workflows, and benefits compared to traditional imaging technologies.
- Establish customer engagement tracking methods, such as utilization reports, post-training assessments, and periodic check-ins.
- Implement follow-up strategies after initial training to reinforce adoption and address ongoing needs, ensuring sustained engagement.
Clinical Support & Specialization
- Guide physicians and healthcare teams in successfully adopting MRI-guided interventional procedures.
- Specialize in biopsy-driven accounts (e.g., liver, kidney, soft tissue), then evolve into procedure-specific CLs (e.g., cardiac, urology, neurology) as market expansion progresses.
- Work closely with marketing and sales to refine customer engagement strategies based on clinical insights.
- Stay updated on the latest developments in MRI technology, interventional techniques, and industry trends, ensuring expertise aligns with evolving market needs.
Collaboration & Process Optimization
- Facilitate account alignment across IR, urology, oncology, and other clinical teams to ensure seamless procedural integration.
- Partner with the Commercial Business Solutions Manager (CBSM) to support business case validation and ensure financial feasibility for each account.
- Align with Marketing and Siemens teams to leverage clinical data and real-world case studies to strengthen iMRI’s value proposition.
- Establish feedback loops, where insights from clinical teams inform future product development, customer support strategies, and marketing efforts.
Post-Implementation & Customer Success
- Track and monitor suite utilization, procedural volume, and clinical satisfaction post-sale, providing feedback to Marketing and Product Management.
- Ensure a structured onboarding process for new accounts, working alongside the Education & Training team for in-depth procedural training.
- Develop ongoing engagement strategies to ensure continuous account activation and procedure optimization beyond the initial training phase
- Address basic reimbursement and procedural support questions, escalating financial concerns to the Business Manager.
European Market Support
- Serve as the lead field expert for iMRI in German-speaking markets, with a focus on expanding procedural adoption across DACH-region hospitals (Germany, Austria, and Switzerland).
- Localize messaging, workflows, and value propositions to align with European clinical practices and regulatory environments.
- Collaborate with European Siemens field teams and hospital partners to manage cross-border installations and training schedules.
- Support European conferences, workshops, and stakeholder engagements as needed.
Qualifications
- Bachelor's degree in healthcare, life sciences, medical technology, or related field; advanced clinical certifications preferred.
- 5+ years of experience in clinical applications, medical devices, interventional radiology, or imaging technologies.
- Experience in capital equipment sales or clinical adoption of advanced medical technologies is a strong advantage.
- Strong understanding of interventional procedures and workflow implications for imaging modalities (e.g., CT, MRI, ultrasound).
- Fluent in German and English, with proven success working across international hospital systems.
- Understanding of European procurement, regulatory, and reimbursement frameworks.
- Ability to work cross-functionally with physicians, hospital administrators, and key account stakeholders to drive purchasing decisions.
- Strong communication and presentation skills to educate clinical teams and decision-makers effectively.
- Proven ability to manage long-term sales cycles, influence key stakeholders and support large-scale equipment adoption.
- Willingness to travel up to 60-70%, engaging directly with hospital systems and key opinion leaders (KOLs).
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