Bachelor's degree in business, marketing, or related field; MBA preferred.
10+ years of medical device sales experience, including leadership roles.
7-10 years managing a regional sales team.
5+ years in a startup or early-stage commercial environment.
Proven ability to build relationships at multiple customer levels with technical products.
Experience in clinical or capital sales with a focus on procedure quotas and recurring revenues.
Strong critical thinking and problem-solving skills.
Responsibilities
Lead and coach the clinical sales team to achieve utilization and revenue goals.
Drive growth in clinical programs and new account launches in the region.
Collaborate with cross-functional teams to develop and execute key initiatives.
Analyze and report on performance KPIs to align with business priorities.
Build targeted referral networks to increase program volume and engagement.
Act as a trusted partner and leader within the clinical sales organization.
Engage with customers to represent and advance INSIGHTEC's business interests.
Benefits
Opportunity for professional growth in a dynamic field.
Collaborative work environment with cross-functional teams.
Leadership role with significant influence on business strategy.
Exposure to cutting-edge medical technology and innovations.
Extensive travel opportunities to engage with diverse clients.
Full Job Description
Description
Location: Central Region - Field Role
This role is responsible for the procedure adoption number and the recurring revenue goal for the company in the region. The purpose of the role is to provide sales management leadership to the clinical sales function, recruit, retain and develop the right talent and be their coach and manager to execute and deliver on utilization goals. The key metrics for success will be number of patients treated in the region, year over year utilization growth in accounts, ability to drive high impact/high performance new account launches, collaborate with other field services like clinical apps and service, and drive all aspects of operational rigor to reach install base utilization goals and deliver on a growth oriented clinical sales service line. There is also the additional component on developing the right processes needed to execute against above goals as well as successful onboarding of new talent recruited within the clinical sales team.
What you will be doing:
The role duties and responsibilities the following:
Focus on INSIGHTEC brain applications (neurosurgery)
Main responsibility is to provide leadership, coaching, operational rigor, and management to the CAM team operating in the territory with existing and new install-base sites to launch and grow clinical program and drive commercial success
Achieve annual goals of number of treatments, average utilization in the region and year over year program growth in accounts to drive topline recurring revenues from the sites (service and disposables)
Collaborate with key cross functional teams like Marketing, Service, and Clinical Apps teams to develop, execute and measure key initiatives to drive the overall utilization business
Have a clear understanding of and ability to coach the team to execute outreach strategies, account workflows (patient intake process, treatment efficiencies) and gain In-depth knowledge of key hospital metrics to show how FUS programs are driving growth through FUS success at our accounts.
Own the analysis and reporting of various performance KPI (including leading indicators like SDR) in the region and continually ensure the program performance aligns with business priorities and on pace with execution plan for the clinical sales business
Provide leadership to execute on key programs in the region like targeted referral network building (neurology) strategies that drive program volume, MSA agitation etc.
Be a trusted partner to Cross functional teams and a trusted leader within the clinical sales organization with ability to influence and have a seat at table for defining and executing on various aspects of the utilization business.
Be customer facing as needed to coach team as well as represent and move INSIGHTEC business interests forward in the region.
Qualifications:
These are only minimum qualifications for this position. Other factors are taken into consideration when deciding what position and grade level to place an employee such as performance level, capable contribution level and company need.
Proven medical device sales professional with increasing leadership scope with relevant background: Bachelor of Science in business, marketing or other related fields. MBA preferred. Searching for commercial leader with the sales/marketing/market development experience driving program growth with strong business accumen and process driven approach.
10+ years of experience which includes (can be overlapping experience):
7-10+ years of managing a regional team
10+ years building relationships at multiple customer levels representing a highly technical product
5+ years in start up or early stage commercial environment
5+ years in a role implementing a novel product and growing procedure volume in new accounts/markets by influencing both clinical and administrative customer stakeholders
5+ years in clinical or capital sales role directly responsible for delivering procedure quota, recurring revenues, or capital revenues
Demonstrated ability to manage, coach and lead people
Relationship building and ability to influence from both bottom-up and top-down internally and externally
Ability to inspire, motivate and gain trust and credibility quickly as a leader
Critical thinking with an eye toward understanding the big picture, ability to problem solve & creatively bring solutions to the table
Communication skills with internal (INSIGHTEC) and external (customer) stakeholders to articulate vision, rally towards a common goal, and build execution support
Executes with drive, self-motivation, accountability, and reliability and able to instill similar values and discipline in the team
Extremely organized with ability to self-prioritize and project manage for self and the team
