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Senior Therapy Sales Rep, Structural Heart - TN

Medtronic


Location:
Nashville, TN 37230
Date:
24-12-2020
2020-12-242021-01-24
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Job Details

Senior Therapy Sales Rep, Structural Heart - TN

Location:

Memphis, Tennessee, United States

Requisition #:

20000LOB

Post Date:

Dec 14, 2020


**Bring your talents to a leader in medical technology and healthcare solutions.** **Rooted in our long history of mission-driven innovation, our medical technologies** **open doors.** **We support your growth with the training, mentorship, and guidance you need to own your future success.** **Join us for a career that changes lives.**


**CAREERS THAT CHANGE LIVES - POSITION DESCRIPTION:**


Create sales plans to expand the utilization of Catheter-Based Therapies (CBT) products for the management of aortic stenosis for new and existing indications and grow implant rates to meet corporate objectives. In targeted accounts, create awareness and acceptance of catheter based therapiesby educating implanting and referring physicians on clinical evidence demonstrating improved patient outcomes.In targeted accounts,drive device therapy adoption through building consultative relationships with referring physicians.


**A DAY IN THE LIFE: POSITION RESPONSIBILITIES:**


Under direction of the District Sales Manager and in coordination with the CBT business unit:


Partner with CBT field (DM, TC, TDS, FCL) to develop a market development sales plan that aligns referral and implant physician strategies to achieve growth in market size.


+ Assess market conditions (SWOT, economics, players, size, sales market opportunity, and annual sales plan)

+ Create a territory market development sales plan that complements CBT sales strategies and activities that address territory-wide targets.

+ Establish regular team account reviews, regular communication between account members, and execution of account plans.


Utilizing the District market development sales plan and given the MDT account plan template, develop account plans for targeted customers in your territory that will achieve defined implant and revenue targets via creating awareness and acceptance, driving device therapy adoption, and fostering brand loyalty.


+ Partnering with the DM and AD, analyze the District marketing sales plan to extract key account planning guidance.

+ Analyze specific accounts and develop strategies that will meet defined implant and revenue targets.

+ Develop specific approaches for creating awareness and acceptance of device therapies and include them in the account plan.

+ Act as a District resource to advise on market development strategies and tactics for promotion of Team and business unit sales goals.


Partner with Program Director and Administrative Leadership to establish a comprehensive market development program


+ Establish regular (weekly, monthly, quarterly) account business reviews, regular communication with Program Directors and Administrative leadership to include key account stakeholders to achieve account specified objectives.

+ Assess the current relationship between referring physicians and the implanting TAVR program to identify areas for account planning and process/communication improvement.

+ Identify and prioritize physician practices who refer patients for catheter based therapies.

+ Establish and nurture working relationship with targeted referring group practices

+ Align physician group referring practices to solidify relationship with strategic TAVR account targets.

+ Assess the follow-up process for managing aortic stenosis patient care following implant to identify gaps that might impact optimal patient outcomes.

+ Based on the assessed need, provide education/patient tools and resources for the refinement of the clinical selection process and optimization of device therapies.


Based upon the recommended therapy guidelines for the evaluation and management of aortic stenosis, advocate current clinical therapies for varying stages of aortic stenosis development that provides an acknowledged practice standard.


+ Identify and assess a practices current clinical therapy pathways for the management of aortic stenosis patients.

+ Identify potential barriers to changes in clinical therapy pathways that might block device adoption within the practice.

+ Utilize appropriate resources to facilitate a peer-to-peer educational activity on best practices for the treatment of aortic stenosis that results in the adoption of


device therapy.


Tailor promotion of clinical evidence to referring physicians, according to varying levels of acceptance, so the referring physician adopts device therapy into their clinical practice to achieve account sales objectives.


+ Assess the level of acceptance utilizing consultative selling techniques and prepare group and/or individual education plans to communicate clinical evidence to referring physicians.

+ Conduct training sessions utilizing appropriate education techniques to communicate clinical trial evidence information that ensures physicians adopt device-based therapies.

+ Conduct one-on-one discussions of clinical trial evidence utilizing appropriate communication techniques and supporting materials that address specific physician needs and results in increased adoption of device-based therapies.


Influence referring physicians and clinical personnel to appropriately identify patients who could benefit from device-based therapies.


+ Working with physicians and clinical personnel, assess the current practice patterns used to identify patients for device-based therapies.

+ Based on current practices, provide examples of device selection criteria that will aid the practice in the proper identification of patients for device-based therapies.

+ Identify and address barriers presented by clinical personnel that prohibit patient identification for device-based therapies and when necessary, provide solutions.


Continuously evaluate the effectiveness of each accounts patient identification and referral process to achieve device adoption that achieves sales goals and objectives.


+ Assess the referral physicians adoption of patient selection criteria.

+ Assess the effectiveness of the process for referring patients to the implanter and the process for post-implant follow-ups.

+ Assess the overall effectiveness of the selling messages to the referral physician and adjust account plans to enhance effectiveness.

+ Assess patient outcomes and provide feedback to physicians and clinical personnel that reinforce or modify patient identification and referral process.


**MUST HAVE - BASIC QUALIFICATIONS:**


_IN ORDER TO BE CONSIDERED FOR THIS POSITION, THE FOLLOWING BASIC QUALIFICATIONS MUST BE EVIDENT ON YOUR RESUME_


+ BA/BS in business, marketing, nursing, biology or other life science.

+ 5+ years of consultative selling in medical devices, pharmaceuticals or equivalent.


**NICE TO HAVE - DESIRED/PREFERRED QUALIFICATIONS:**


+ Knowledge and understanding of Hospital leadership (C suite, VP of Service, Program Directors) and hierarchy of decision making process

+ Consultative selling skills to elicit needs, assess clinical pathways and processes, and recommend and support therapy adoption.

+ Interpersonal skills to gain access and establish differentiable business relationships with physicians and allied health professionals necessary to support the implementation of solutions within their practice and hospitals.

+ Experience in developing a market, i.e. strategy development, key tactics, execution and performance metrics.

+ Knowledge of disease impact, unmet needs of other therapies, and benefits of Medtronic therapies.

+ Basic knowledge of mechanism of action, function, and implant procedures for Medtronic devices.

+ Knowledge of clinic and hospital, specifically cardiovascular, patient pathways and business operations.

+ Thorough knowledge of device indications, guidelines, and evidence.

+ Masters degree in business, marketing, nursing, biology or other life science.


ABOUT MEDTRONIC:


Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.


We can accelerate and advance our ability to create meaningful innovations but we will only succeed with the right people on our team. Lets work together to address universal healthcare needs and improve patients lives. Help us shape the future.


It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.


This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http at http://www.uscis.gov/e-verify/employees :// at http://www.uscis.gov/e-verify/employees www.uscis.gov/e-verify/employees


The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.
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