Coronary District Sales Manager

Cardiovascular Systems   •  

Fresno, CA

Industry: Pharmaceuticals & Biotech


5 - 7 years

Posted 29 days ago

Job Summary:

  • Increase coronary sales by developing new users and driving adoption and continued use of OAS in target accounts, with specific focus on the highest volume coronary interventionalists
  • Build meaningful partnerships with KOLs and other high volume coronary interventionalists in target accounts
  • Launch (or re-launch) coronary device in target accounts, including:
  • Partner with hybrid DSMs and RSM to create account business plans and implement Coronary growth strategies with target physicians. This might include:
  • Developing belief and clinical confidence with OAS use among new and existing users, fellows, support staff, District Sales Managers (DSMs), and Regional Sales Managers (RSMs) in target accounts
  • Pre-procedural planning and case debrief with physician
  • Setting physician expectations before, during and after a case by painting a picture of what success looks like for the physician, staff and administration
  • Anticipating and adapting to challenges, and coaching physician and staff through complex clinical situations
  • Use corporate programs and resources to drive sticky adoption with new and existing OAS users
  • Coordinate with the CSI clinical research team and clinical trial sites to develop and execute process for patient screening and selection
  • Enhance Coronary expertise of hybrid DSMs by showing them what good looks like and providing constructive feedback
  • Meet additional expectations as defined by Sales Management
  • Adherence with all company policies and procedures; e.g., CSI Code of Conduct, AdvaMed, etc.,
  • Compliance with all relevant clinical and regulatory body guidelines
  • Adherence to customer account policies and procedures where applicable
  • Compliance with all safety standards, policies and regulations
  • Compliance with all other standards, policies and legal requirements related to this position
  • Negotiating all aspects of launching a new technology
  • Delivering tools and resources to facilitate adoption, including customized training plans for physicians, administration, and staff
  • Articulating clinical and economic value proposition and success stories to all stakeholders
  • Demonstrating and in-servicing OAS to key individuals and departments
  • Guiding new users through the certification process
  • Maintaining momentum with OAS use after certification through customer engagement in the lab, calcium awareness programs, coordinating peer-to-peer interactions, and other activities to drive belief and clinical confidence with OAS

Minimum Qualifications:

  • Bachelor's degree in science or business
  • 5-10+ years of interventional cardiology device selling experience in a complex and highly clinical hospital setting

Knowledge, Skills and Abilities Required for Successful Job Performance:

  • Experience launching a disruptive new technology in the coronary space, and successfully changing treatment algorithms
  • Understand what is needed to sell a premium product, with demonstrated success selling clinical and economic value, and overcoming barriers to adoption with external customers: Interventional cardiologists and cath lab clinical staff, Purchasing directors, Hospital administration
  • Comfortable presenting clinical and economic data, interpreting and demonstrating trends from the data and presenting data to physicians, hospital executives, and other clinical and non-clinical personnel in a compelling and credible fashion.
  • Experience calling on multi-functional stakeholders in a hospital, and building relationships with key thought leaders
  • Complete mastery of the coronary anatomy, physiology and interventional procedures.
  • Full understanding of interventional products, and the different products from the companies in this space commonly used for complex coronary PCIs.
  • Consistent success working in a variety of business conditions and in a collaborative environment
  • Experience providing clinical training and leadership to sales reps in the field
  • Documented success in training interventional cardiologists on products and procedures
  • Demonstrated skills in sales planning , organization and execution
  • Continual self-development and passion for a mission
  • Computer (PC) literacy

Working Conditions:

  • Infectious disease; Radiation; Blood borne pathogens
  • Must be able to wear all required personal protective equipment (PPE)
  • Ability to work in Operating Rooms and Cath Labs
  • Able to travel 50+% of the time, occasionally with very little notice
  • Ability to travel by car and plane. Must have valid driver's license for state of residency.
  • Ability to conduct company business outside of the typical Monday through Friday,
  • 8:00am to 5:00 pm, work-schedule preferred