Principal Vascular Sales Representative - Atlanta, GA

Job Opportunity at Medtronic

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You'll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life

We are seeking a committed professional to join our team, required to reside within the territory and drive to multiple accounts throughout the region. A valid driver's license is essential for this role, which also involves travel outside the territory, presenting opportunities for broader engagement. Bring your sales 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 in sales that changes lives.

To grow sales and market share for an assigned territory by promoting, selling and servicing Peripheral Vascular products. Build business by aggressively developing new accounts and driving therapy adoption of DCB, Atherectomy, and the full PV product portfolio across the continuum of care for PAD. Practice good, ethical territory management in terms of organization, planning, administration and expense planning and control. Train medical staff on products and procedures. Meet expectations as defined by Sales Management.

Responsibilities

Planning/Results Orientation

• Consistently meet and exceed AOP, sales budget and account development targets (QoQ and YoY)
• Develops and executes accurate and on-going sales plan to achieve sales objectives
• Maintains and consistently grows market share across all product lines
• Identify opportunities within current and new customer base; develop and implement sales strategies to drive business growth and account penetration
• Leverage the full product portfolio to maximize sales and share performance
• Monitors key market trends and competitive market information and informs sales management of relevant data/changes
• Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management
• Effectively manage expenses to drive business growth and adhere to company policies and procedures
• Adheres to financial, regulatory, quality compliance standards and requirements

Influence and Selling

• Identify, establish and maintain productive working relationships with key decision makers, customers and their staff, administrators, etc. that drive business and therapy adoption
• Drives value in accounts through disciplined pricing resulting in strong ASPs
• Effectively uses contracts to drive high compliance and pull through of all products
• Leverage APV, Corporate Accounts, and CVG partnerships to capitalize on partnership and contracting opportunities
• Probes to understand and confirm customer needs, effectively engages and overcomes customer objections
• Effectively plans and manages referral marketing resources to drive expected outcomes
• Effectively builds consensus, gains appropriate commitments and closes business
• Plan and implement effective sales/product presentations to customers
• Maintain and expand existing business; develop new business opportunities
• Represent company at industry conferences and maximize potential by targeting specific customers to gain sales leads and pursue opportunities to promote the companys product range
• Develop and implement strategies to counter competitors

Customer Service

• Educates customers to ensure that products and features are understood and used effectively
• Respond to customer requests and resolve complaints in a prompt and effective manner
• Effectively plans cases with physicians, manages their expectations and improves outcomes when supporting cases
• Engages physicians in clinical conversations about advantages of the Peripheral Vascular products
• Conducts all business with customers in a manner that adheres to ethics & compliance guidelines and FDA requirements

Communication

• Work with internal functions (marketing, customer service, finance, etc.) to meet targets (i.e., Inventory management audits, customer service protocols, etc.)
• Communicate market intelligence/competitor activity promptly, including potential sales leads, information regarding product pricing or account activity to District Sales Manager and other appropriate company personnel

Contribute to the development of a strong team effort

Self-development and Product Knowledge

• Develop and maintain comprehensive technical/clinical knowledge and capabilities
• Recognize and understand competitive products, features, strengths in relation to the companys products
• Participate in product and skills development programs, managing own self development
• Maintain strong ongoing knowledge of the reimbursement landscape

Must Have:

• Bachelors degree
• 7+ years of B2B sales or healthcare sales experience with 4 years selling to interventional cardiology &/or radiology, hospital/Cath Lab setting; vascular surgery or EP

Nice to Have:

• Sales experience in medical devices, capital equipment sales, surgical sales & in-hospital pharmaceuticals
• Degree in biological science or business preferred
• Must be able to meet hospital vendor credentialing requirements
• Business planning skills
• Presentation skills
• Demonstrated ability to work independently & drive results
• Must be willing to travel, some overnight potentially required
• Knowledge & experience in operating room, hospital & physician office protocol/conduct
• Ability to teach & educate medical personnel, peers & technical support personnel
• Demonstrated ability to grasp use of technology & applications (i.e. iPad, SalesForces.com); PC literate
• Top 10% past performance; Presidents Club winner

Physical Job Requirements:

• Lifting/carrying 20 pounds
• Sit/stand/walk 6-8 hours a day
• Operate moving vehicle

Environmental Exposures:

• Infectious disease; radiation; blood borne pathogens
• Must be able to wear all required personal protective equipment (PPE)
• Ability to work in Cath Labs

Work and Travel Requirements:

• Ability to travel extensively by car and plane
• Ability to conduct company business outside of typical Monday through Friday, 8:00 am to 5:00 pm; work schedule preferred
• Must have a valid drivers license and active vehicle insurance policy. In addition, your driving record will be reviewed and will be considered as part of your application

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package. A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.

Salary ranges for U.S (excl. PR) locations (USD): $80,000. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others). In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or