RESPONSIBILITY AND AUTHORITY

The Territory Manager (TM) is responsible for achieving the sales expectations and growth potential of the assigned territory. This role’s primary objectives are cultivating therapy advocates through and a pipeline of believers at accounts, developing physician targeting plans to advance the standard of DRE care and shift the treatment paradigm forward, clearly defining account objectives and opportunities to ensure strong, coordinated execution of fundamentals (e.g., regular on-site interactions) at accounts, securing orders and overseeing account management and coordinating allocated LivaNova resources to meet account priorities.  The VNS Territory Manager reports to the Regional Manager.

PRIMARY ACTIVITIES

• Achieve or exceed sales objectives and be accountable for daily management of Territory.

• Engage onsite with epileptologists, neurologists, and neuroscientists with latest therapy information, clinical studies, etc. leading to patient identifications.

• Uncover barriers to VNS Therapy adoption and develop actions and plans to address and overcome the barriers, as appropriate.

• Build and maintain productive professional relationships with customers.

• Build value proposition with surgeons to create surgical capacity appropriate for patient demand.

• Create, maintain, and execute cross-functional physician targeting plans to achieve quarterly goals and long-term strategy.

• Educate referring physicians in non-Key Account CEC’s and community accounts about current DRE treatment gaps, quality measures, and available LIVN resources.

• Conduct on-site product demonstrations.

• Educate and train fellows / residents on DRE treatments and VNS Therapy.

• Provide onsite post-implant education of VNS Therapy and product support and education to staff, patients, and families. 

• Regularly educate and update physicians/clinicians and clinic follow-up staff on new product releases of device systems and features, including both hardware and software modifications.

• Demonstrate outstanding product and therapy knowledge.

• Demonstrate a clinical aptitude to appropriately challenge providers and change prescriber treatment selection.

• Receives technical inquiries and provides solutions to questions or problems

• Provide onsite surgical case coverage, follow-up support and troubleshooting of VNS Therapy in non-Key Account CEC’s and community accounts.

• Provide onsite technical support, as requested by physicians, during dosing appointments.

• Obtain PIQ and/or PAF from patients, caregivers and physicians.

• Work with buying managers to negotiate pricing and deals, manage inventory and secure orders.

• Work with buying managers to manage inventory and secure orders

• Regularly monitor account performance, identify issues, and mitigate risks proactively.

• Participate in professional outreach programs (e.g., neurology conferences)

• Support DRE education programs, as directed.

• Coordinate with case management for patient education and account interactions needed to support patients as they navigate their path to VNS Therapy.

• Lead weekly territory team meetings to review progress towards quarterly goals and long-term strategy. 

• Lead weekly physician targeting meetings with regional manager to review progress towards quarterly goals and long-term strategy. 

• Build solid customer relationships.

• Demonstrate outstanding product knowledge.

• Implement routing/targeted call plan. 

• Complete administrative requirements on time and accurately.

• Maintain company standards involving ethical and moral character while professionally representing the company.

• Perform other duties as may be required by management.

LOCATION & TRAVEL REQUIREMENTS

• Territory Manager must live within the territory geographic area. This geography will cover Western Washington + Wenatchee

• This position may require extensive business travel of 40% or more of the time.

• This position may require occasional overnight travel (avg. 2-3 days/month)

MINIMUM REQUIREMENTS AND QUALIFICATIONS

• Strong work ethic, with a resilient results orientation

• Minimum 3 to 5 years of successful selling experience in a medical field, preferably in a consultative role (e.g. Medical Device and Pharma sales), where daily accountabilities are established, measured and rewarded

• Demonstrated aptitude and success in fostering solid, value-based physician relationships, and a capacity for interacting with patients in a clinical environment

• Solid process orientation, demonstrated resource management / allocation experience, and the ability to perform multiple tasks simultaneously

• Intellectual capacity to interpret trends and data, translating the information into actions and improvements   

• Self starter and independent thinker, with the aptitude to work autonomously

• Robust interpersonal skills, with evidence of teamwork and collaboration

• Exceptional written and verbal communication skills, with customers and patients at all levels

• Creative thinking

• Demonstrated commitment towards LivaNova mission

• BS/BA degree, preferably in life sciences, nursing, allied health, or business

• The minimum requirements, skills and qualifications contained in this job description outline the core functions and requirements of the position and do not constitute an exhaustive listing of activities, duties, or responsibilities that may be required of or assigned to an employee in this position at the Company’s discretion. Further, the ability to meet the minimum requirements and/or possession of the stated skills and qualifications do not imply or establish that an individual will be employed in this position.  

EMPLOYEE BENEFITS INCLUDE:

• Health benefits – Medical, Dental, Vision

• Personal and Vacation Time

• Retirement & Savings Plan (401K)

• Employee Stock Purchase Plan

• Training & Education Assistance

• Bonus Referral Program

• Service Awards

• Employee Recognition Program

• Flexible Work Schedules

Pay Transparency: A reasonable estimate of the annual base salary for this position is $85,000- $100,000 + commission. Pay ranges may vary by location.