DescriptionLocation: 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
- Willingness to Extensive travels (at least 70%)
