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Job Details
Job Summary: Develop and direct sales region to maximize sales volume and revenue in accordance with company goals for Interventional Technology products within the specified region.
Essential Duties and Responsibilities:
Recruit, Retain, Train, Lead, and Develop key personnel as needed for strategic execution of objectives as agreed upon by the field leadership team.
Assist in design and development of strategic direction for domestic sales programs and policies to assure efficient attainment of corporate sales and profitability objectives.
Ensure the sales organization successfully implements and executes the strategies developed by the Company.
Continue development and design of US Sales Organization ensuring proper customer coverage in key geographical areas across the country.
Manage and coach Clinical Specialist Manager, Account Managers, and Clinical team to achieve territory, regional, division and company goals.
Specifically, ensure each Account Manager demonstrates ability to:
Accurately and effectively sell concepts of company products and programs
Effectively target key accounts in respective territories
Support clinical needs of customers
Facilitate new product approvals including Value Analysis approval through champion development.
Gain access and develop the right physician champions in the targeted accounts leveraging corporate resources (e.g. value presentation, economic calculator, advisory boards, and senior executives).
Make key presentations to gain the support of key stakeholders in targeted accounts, including physician leaders/influencers, VP/Executive Service Line Directors, VP/Directors of Supply Chain Management, and C-Suite staff.
Develop KOL advocates to educate and influence key stakeholders outside of their own accounts regionally and even nationally.
Support Corporate Accounts contract discussions with hospital and IDN leadership as required to gain account access, ensuring Interventional Technologies meets or exceeds both ASP and revenue growth goals. Facilitate new product approvals including obtaining Value Analysis approval through champion development
Execute territory strategies through territory ride-along , customer interactions and society meeting and conference attendance.
Establish and maintain direct customer relationships with key customers.
Planning and monitoring of regional sales performance, developing quarterly action plans, preparing reports, summaries and analyses.
Manage financial planning of the Sales organization including expense compliance, budgets, forecasts, and product pricing.
Assist in the design of incentive-based compensation plans with Human Resources to motivate sales personnel to accomplish pre-determined sales objectives.
Ensure the sales organization complies with various company policies including, complaint handling, Advamed guidelines for customer interactions, product training, and Sunshine Act reporting for interactions with Healthcare Professionals (HCP).
Other duties as assigned
Supervisory Responsibilities: Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, training and developing employees; planning, assigning and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
Qualifications
Education
Bachelors of Arts or Science (Required)
Business related preferred
Experience:
5+ years Sales and/or marketing experience in the medical device industry required. Experience in Electrophysiology and/or the Cardiovascular Service line preferred.
2+ years Experience in sales management position or equivalent positions.
Skills:
Proven managerial skills for coaching and developing direct reports.
Physical Demands:
Sitting; remaining in a seated position - Constant
Lifting/moving up to 10 pounds. - Occasional
Keyboarding; entering text or data into a computer or other machine by means of a keyboard. - Constant
Exposure to blood - Occasional
Travel Expectations
Frequent Domestic: 50-75%
EEO Policy Statement
Haemonetics is an equal opportunity employer. In accordance with applicable law, we prohibit discrimination against any applicant or employee based on any legally-recognized basis, including, but not limited to: race, color, religion, sex (including pregnancy, lactation, childbirth or related medical conditions), sexual orientation, gender identity, age (40 and over), national origin or ancestry, physical or mental disability, genetic information (including testing and characteristics), veteran status, uniformed service member status or any other status protected by federal, state or local law (“Protected Characteristic”). Our commitment to equal opportunity employment applies to all persons involved in our operations and prohibits unlawful discrimination by any employee, including managers and co-workers.
