Breast Surgery Territory Manager/Clinical Account Manager (hybrid)

Hologic•Honolulu, HI

18d•Hybrid

About The Position

Hologic is hiring a Breast Surgery Territory Manager/Clinical Account Manager to drive sales and provide clinical expertise across the Breast & Skeletal Health continuum of care. The role is responsible for meeting or exceeding sales objectives and quotas across capital equipment, consumables, and service products; growing market share and margin; and delivering a strong customer experience. The position works with account executives and internal teams across Sales, Clinical, Service, Technology, and National Accounts, and develops relationships with customer stakeholders and decision makers. The manager supports customers through technology demonstrations in operating rooms, pathology labs, and breast centers; procedure coverage; technical support; training; in-services; and office calls. The position also develops territory sales plans and promotional programs, manages the sales funnel and forecasts, provides competitive and market feedback, and participates in corporate training, sales meetings, conventions, and field development courses. Extensive driving is required, with overnight travel of up to 50%, depending on the territory. Compensation combines base salary and commission; the posting states that a highly successful individual may earn up to $200,000 annually in on-target compensation.

Requirements

A valid driver’s license and driving record satisfactory to the Company.
A serviceable vehicle available for work use.
Ability to drive extensively during the workday.
Ability to travel overnight up to 50%, depending on the territory.
Experience in capital equipment and/or medical instrument sales is a plus.
Ability to develop a market based on a new product or technology and surgical procedures.
Familiarity with clinical and economic outcome data, reimbursement, and managed care policies and procedures.
Experience developing and establishing professional education training courses for surgeons and nursing staff.
Ability to provide surgical procedure and technical product support in surgery, along with ongoing customer service in accordance with company policy.
Track record of achieving business results in complex, matrixed environments.
Excellent problem-solving and strategic skills, including the ability to navigate and win complex customer opportunities.
Proven negotiation skills with supply chain for capital sales.
High level of business and financial acumen and high emotional intelligence.
Track record as a top performer and consistent revenue growth generator in a previous role.

Nice To Haves

Bachelor’s degree preferred.
Operating room experience and demonstrated ability to work with surgeons is desirable.
Experience in capital equipment and/or medical instrument sales.

Responsibilities

Exceed sales forecast objectives for capital equipment, consumables, and service product lines.
Develop sales plans, gap analyses, marketing plans, and educational plans for the territory.
Present and sell Hologic’s value proposition to stakeholders at all levels.
Develop new prospects, establish customers, and build trusted-advisor relationships with customer contacts and decision makers.
Develop, implement, and execute selling strategies and business plans to achieve or exceed quota and maximize market share and margin.
Align with the Account Executive’s goals and objectives and achieve defined sales goals and quotas within the assigned account list.
Develop and manage the sales funnel, track activity, and provide accurate forecasts.
Leverage internal resources across Sales, Clinical, Service, Technology, and National Accounts to optimize the customer experience.
Demonstrate Hologic technology in operating rooms, pathology labs, and breast centers.
Provide onsite training and technical support during procedures to ensure proper product use.
Provide clinical expertise and educate customers through case coverage, in-services, and office calls to drive account independence.
Train technologists and radiologists to use biopsy products effectively, driving conversions and product utilization.
Build professional relationships with physicians and other medical personnel through medical education programs, journal clubs, residency programs, and other events.
Create or implement targeted in-field promotional programs for regional customers and decision makers.
Attend corporate training, sales meetings, conventions, and in-field development courses.
Share and act on market feedback regarding the competitive landscape, customer trends, product performance, marketing practices, and customer satisfaction.
Submit special reports on territory operations, product acceptance and specifications, or competitive activity.
Build a winning team around customer needs, including both identified and emerging needs.
Hold oneself accountable and fulfill commitments.
Perform other responsibilities as deemed appropriate by management as business dynamics change.