The Territory Sales Manager position is responsible for achieving annual sales and/or profit goals through efficient management and satisfaction of customer needs within assigned territory.
Ideally, the successful candidate will be located within the Pittsburgh, Pennsylvania metropolitan area.
Primary Duties & Responsibilities:- Identify and qualify existing sales opportunities in catheterization laboratories within assigned territory. This includes prospecting activities such as visiting competitive labs, building relationships with current and potential customers through attendance at medical school events, cardiology presentations, calling on supporting cardiologists to obtain references, attending Cardiology and Vascular Society meetings, meeting with Key Opinion Leaders (KOLs), etc.
- Promote the ACIST Medical Systems RXi Rapid Exchange FFR System & Navvus II Rapid Exchange FFR Microcatheter, the CVi Advanced Contrast Delivery System technology, and the HDi High Definition IVUS system and Kodama Catheter; and articulate their value proposition to interventional cardiologists, catheterization lab managers, and administrators. Utilize the complete sales process, while staying within the pre-determined budget, in order to meet or exceed assigned sales quotas.
- Conduct product demonstrations and evaluations of the company's RXi Rapid Exchange FFR System, CVi Advanced Contrast Delivery System, HDi High Definition IVUS System, as well as other related products to customers. Presenting and explaining the benefits of these Systems to the customer and address any clinical questions the customer may have
- Work in conjunction with ACIST Clinical Specialists and Install Specialists to ensure reliability and superior customer satisfaction. Develop relationships with hospital/clinic personnel (e.g. through casual conversation, meetings) during field sales calls and case coverage opportunities. Hospital targets and daily field activities are based on account segmentation in the CRM database (Salesforce.com).
- Utilize appropriate resources such as the Regional Sales Manager, Marketing, Service, Engineering and other departments in order to support sales, report customer feedback, determine appropriate product pricing, etc.
- Attend and represent ACIST Medical Systems at industry trade shows (eg.: American College of Cardiology (ACC), Transcatheter Cardiovascular Therapeutics (TCT), American Heart Association (AHA)
- Utilize the CRM database (Salesforce.com) and other data-recording tools to maintain records of daily activities, contacts, opportunities, etc.
Qualifications (Knowledge, Skills & Abilities): Minimum- 2-5 years' proven business to business sales experience
- A competitive drive that is motivated by meeting sales quotas
- Thorough understanding of the needs/analysis approach to sales
- High level of closing skills and demonstrated organizational and territory planning/management skills
- Demonstrated ability to develop relationships and gain referrals
- Four-year college degree in related discipline
- Ability to learn and retain product specific information as it pertains to the position
- Ability to work as a team player while working autonomously within a defined region
- Strong interpersonal, oral, communication, organizational and planning skills
Preferred: - 3 or more years' experience selling medical capital and diagnostic equipment and disposables
- Demonstrated aptitude for the cardiac clinical environment with an ability to sell and conduct clinical evaluations
- Knowledge of anatomy and physiology of cardiovascular system
- High level of instructional skills, specifically instructing physicians and other clinicians in the clinical setting
- Understands contract administration
Other:- Ability to travel a minimum of 70-80% of the time or as required by role
- Able to lift and manipulate equipment weighing 50 lbs.
- Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced
- Valid driver's license
Estimated Beginning On Target Earnings: $180,000.00 - $220,000.00*Estimated on-target earnings include a mix of base salary and commissions, and are intended to reflect the on-target earnings Bracco Medical Technologies reasonably expects to pay for the position. The provided range is based on salary and market data and may vary based on an employee's eligibility for geographic differential pay in high-cost-of-living markets.
Total Rewards:- Paid Time Off, Company Holidays & Paid Family Leave - We provide PTO and Company Holidays to help you recharge, relax and do what's important to you, when it's important to you. Our 100% paid family leave options for parents, grandparents and eligible family members provide support for growing families as well.
- Achieve - Beyond competitive compensation, we offer options to help you plan for a financially secure future, including 401k savings plan contributions.
- Live well - We offer comprehensive benefit options to help protect you along the way, including medical, dental, vision, and life insurance, employer HSA contributions, employee assistance program, short-term disability, etc.
- Evolve - Through structured on-the-job learning, workshops, seminars, and our tuition reimbursement program, you'll find many opportunities to grow, personally and professionally.
