Sr Pr. Therapy Development Rep - Buffalo/Pittsburgh

Medtronic•Buffalo, NY

2d•$90,000 - $90,000•Hybrid

About The Position

The Therapy Development Representative will drive the adoption of new therapies, growing sales and market share for their assigned territory by training, educating, selling, and in-servicing new Vascular products. This individual will build business by aggressively developing new accounts and driving therapy adoption of PVH carotid and other new products and therapies as outlined by leadership. The role requires practicing good, ethical territory management in terms of organization, planning, administration, and expense planning and control. The representative will also train medical staff on new products and procedures and meet expectations as defined by Sales Management.

Requirements

High School Diploma (or equivalent) AND 12+ years’ experience OR Associate’s Degree AND 10+ years’ experience OR Bachelor’s Degree AND 8+ years’ experience
Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences
Ability to travel at least 60%

Nice To Haves

Previous sales rep experience with Neuroguard and strong vascular device knowledge.
8+ years of experience selling medical devices/therapies in hospital/OR settings or medical capital equipment, with a proven track record in new product launches.
Demonstrated success in sales hunting and developing new accounts, driving market penetration for innovative technologies.
Bachelor’s degree in Biological Science or Business preferred.
Deep knowledge of operating room, hospital, and physician office protocols and conduct.
Ability to teach, train, and educate medical personnel, peers, and technical support teams on new devices and therapies.
Consistent top-tier performance (Top 10%), including recognition such as President’s Club or equivalent awards.
Demonstrated ability to proactively seek and secure new business opportunities.
For Baccalaureate degrees earned outside of the United States, a degree that satisfies the requirements of 8 C.F.R. § 214.2(h)(4)(iii)(A) is required.

Responsibilities

Consistently meet and exceed AOP, sales budget, and account development targets (QoQ and YoY).
Drive new account activation and adoption of new Vascular technologies within the Area/District by implementing effective sales strategies and tactics.
Launch new accounts with Vascular Field Team to execute sales strategies and drive therapy growth.
Develops and executes accurate and on-going sales plan to achieve sales objectives.
Identify, evaluate, and convert target accounts to increase market share and ensure the successful adoption of new products.
Develop and execute market development plans to expand product reach and enhance adoption.
Effectively manage expenses to drive business growth and adhere to company policies and procedures.
Adheres to financial, regulatory, quality compliance standards and requirements.
Lead Targeting, engagement and understanding of VAC process at Account Level.
Identify, train and support physician champions to support new technology through the Local, IDN and GPO VAC process.
Follow approved Pricing Strategy and maintain pricing discipline.
Align with GPO/IDN Contract Strategy to ensure efficient speed to contracting.
Identify, establish and maintain productive working relationships with key decision makers, customers and their staff, administrators, etc. that drive business and therapy adoption.
Train, educate, and become the therapy expert sharing market trends, key insights, and best practices with current legacy Vascular Field organization.
Build and maintain relationships with Key Opinion Leaders (KOLs) to drive adoption.
Probes to understand and confirm customer needs, effectively engages and overcomes customer objections.
Effectively builds consensus, gains appropriate commitments and closes business.
Plan and implement effective sales/product presentations to customers.
Educate customers to ensure new 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 therapy and products.
Conducts all business with customers in a manner that adheres to ethics & compliance guidelines and FDA requirements.
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.
Update all Launch Dashboards on a weekly basis ie Tableau, Salesforce, Opportunity Funnel.
Develop and maintain comprehensive technical/clinical knowledge and capabilities.
Recognize and understand competitive products, features, strengths in relation to the company’s products.
Participate in product and skills development programs, managing own self development.
Maintain strong ongoing knowledge of the reimbursement landscape.

Benefits

Health, Dental and vision insurance
Health Savings Account
Healthcare Flexible Spending Account
Life insurance
Long-term disability leave
Dependent daycare spending account
Tuition assistance/reimbursement
Simple Steps (global well-being program)
Incentive plans
401(k) plan plus employer contribution and match
Short-term disability
Paid time off
Paid holidays
Employee Stock Purchase Plan
Employee Assistance Program
Non-qualified Retirement Plan Supplement (subject to IRS earning minimums)
Capital Accumulation Plan (available to Vice Presidents and above, or subject to IRS earning minimums)