Head of Sales Management

Overview

Job Title : Manager, Territory Sales

Role Level: Individual Contributor

Supervisor/Manager Title: Area Sales Director

Job Location & Environment: Field-based role requiring travel to hospitals and healthcare facilities within the assigned territory.

Job Description Summary: Responsible for Sales and Revenue growth in assigned territory as well as overseeing all commercial activities and transactional requirements. Works collaboratively with Territory Support Specialist (TSS) as well as Regional Therapy Specialist (RTS) and coordinates sales support activities with both. Creates and develops business plan for assigned accounts and is responsible for sales goals, account development and expansion, customer engagement, product awareness and all other engagement with accounts.

Responsibilities

Represents Jenavalve to medical professionals in product advocacy and adoption, patient identification, case coverage management, transactional, tactical, and strategic development and execution and all aspects of commercial development in assigned territory.

Delivers technical/clinical discussions on product features and benefits with physicians on-site in hospitals to encourage best practice use of Jenavalve devices in the treatment of aortic valve disease and to deliver clinical and patient value proposition to implanting and referring MD’s.

Provides workshops and presentations to disseminate therapy fundamentals and describing the design and function of Jenavalve devices.

Coordinates TSS and RTS activities that provide physicians and medical staff with continuous education and technical support related to all aspects of patient outcome, while anticipating and foreseeing obstacles and planning accordingly for smooth execution.

Advocates with clinicians to uncover other opportunities to expand the use of Jenavalve products.

Maintains up-to-date knowledge of aortic valve disease and treatment and therapy, market, and competitive dynamics.

Identifies potential product enhancements and new product ideas by applying an analytical approach to understanding the clinical needs of interventional cardiologists.

Gathers feedback and clinical information from the field and provides input to R&D product development group.

Has existing developed and professional, high-quality, physician relationships and access to implanting centers, MDs and TAVR clinic and support staff as well as Supply Chain decision-makers.

Should have a demonstrated technical competency to be able to support pre case planning, imaging, valve sizing, and valve deployment on a foundational level as well as the ability to discuss clinical nuances, patient selection, and other aspects of case support. The TSS will be the primary clinical expert, but TSM must have the ability and comfort level to engage in clinical discussions.

Travel 20-30%.

Qualifications

Required Education and Experience:

Minimum of 5 years of previous (related) medical device with at least 2 years structural heart sales experience highly preferred.

Experience working a cross-functional team in a SH or IC commercial product setting preferred.

Vascular /SH procedural knowledge required.

Excellent written and verbal communication skills, presentation, and interpersonal relationship skills including negotiating and relationship management skills required.

Excellent problem-solving and critical thinking skills required.

Ability to perform in a fast-paced, cross-functional team environment required.

Bachelor’s degree required with degree in Marketing or Science related discipline preferred.

Successful experience in business and tactical planning and execution required.

Expertise in MS Office Suite required.

Skills And Abilities

Excellent presentation and verbal communication skills are essential.

Technically competent, confident, and able to engage peer-to-peer with R&D engineers and physicians.

Sales and market development skills and experience.

Customer focused. Able to develop and maintain trustworthy relationships.

Creative and solutions oriented.

Autonomous and accountable.

Empathic team player (exhibit positive mindset of respect and readiness to help and support).

Capable of working in a changing work environment.

Ability to identify and develop new opportunities.

Excellent listening and interpersonal skills, ability to communicate across all levels of an organization.

Demonstrated ability to manage multiple initiatives.

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