Senior Principal Therapy Consultant, CoreValve
At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You’ll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.
A Day in the Life
Bring your sales talents to a leader in medical technology and healthcare solutions. Rooted in our long history of mission-driven innovation, our medical technologies open doors. We support your growth with the training, mentorship, and guidance you need to own your future success. Join us for a sales career that changes lives.
CAREERS THAT CHANGE LIVES - POSITION DESCRIPTION:The Senior Principal CoreValve Therapy Consultant achieves sales revenue targets and grows market share for a specified geography by promoting, selling and servicing Medtronic CoreValve and related products, post approval, while ensuring safe adoption and growth. The CoreValve Therapy Consultant practices good territory management with strong organization, administration and expense planning and control. The CoreValve Sales Representative is a partner and resource to the CVG field organization and to Catheter Based Therapies (CBT) cross functional teams, including Medical Education, Marketing, Research and Development.
A DAY IN THE LIFE: POSITION RESPONSIBILITIES:
- Territory Management and Account Development
- Provide quality support to help sites achieve procedural success and for the safe growth of CoreValve.
- Develop and post approval, execute strategies and plans to achieve/exceed sales quota for commercial cases. Maintain and expand existing business and develop new business opportunities.
- Serve as trusted technical expert for TAVR procedure and products. Provide technical support for TAVR implanting centers, including “scrubbing in” to assist with valve loading and providing technical case support consistent with the instructions for use. Educate sites on proper indications for TAVR procedures.
- Probe to understand and confirm customers’ needs, handle objections and gain commitment. Develop and implement strategies to counter competitor messaging.
- Educate customers to ensure that products are understood and used effectively.
- Represent company at industry conferences and maximize potential by targeting specific customers to gain sales leads, and pursue opportunities to promote the company’s product portfolio.
- Knowledge of CoreValve and other Medtronic TAVR product IFUs for safe and effective use of devices.
- Develop and maintain comprehensive clinical and technical product knowledge. Understand current published TAVR and relevant literature. Recognize and understand competitive products, industry trends, and CBT/CVG portfolio.
Technical and Clinical Support
- Provide quality technical support to help sites achieve procedural success.
- Provide technical support to Medtronic employees and implanting teams for CoreValve implant procedures in accordance with Medtronic guidance.
- Provide technical leadership for TAVR device procedures. Educate implanting teams on proper indications for TAVR procedures. Provide support on questions regarding device suitability with measuring ability and CT reconstruction expertise. Provide comprehensive technical support including knowledge of imaging modalities (echo/angiography/CT), EKG, blood pressure, wave forms, and ancillary procedural solutions.
- Knowledge of Clinical trial protocols, and CoreValve and other Medtronic TAVR product IFUs for safe and effective use of devices.
- Develop and maintain comprehensive clinical and technical product knowledge. Understand current published TAVR and relevant literature. Recognize and understand competitive products, industry trends, and CBT/CVG portfolio. Liaison with R&D for technology improvements and next generation needs.
Customer Service
- Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management. Assist with scheduling of cases and proper customer support.
- Participate in physician training and case observations when necessary.
- Participate in any other planned customer education meetings and society conventions.
- Respond to customer requests and resolve complaints in a prompt and effective manner to include proper device complaint reporting.
- Maintain high standards of personal presentation and promote a professional personal and company image.
- Assist sites with identifying routine implant days and proper case scheduling.
Training, Education and Professional Development
- Develop and maintain comprehensive clinical and technical product knowledge.
- Recognize and understand competitive products, features, strengths in relation to the company’s products.
- Participate in product and skills development programs, managing own self-development.
- Resource for R&D for CoreValve improvements and next generation needs.
- Assist in training new hires to Medtronic CBT team.
- Help drive and maintain quality initiatives and global best practice initiatives.
Administrative Responsibilities
- Develop and maintain accurate account and territory records.
- Responsible for CoreValve inventory at sites to include shipments, usage and return of product.
- Responsible for forecasting implants at sites and obtaining billing PO’s for each case.
- Submit accurate and timely expense reports.
- Report device complaints to proper departments within quality assurance within Medtronic.
- Schedule travel arrangements to ensure multiple objectives are accomplished.
- Support heart teams with appropriate products, clinical literature and pre-case planning strategy.
- Maintain hospital eligibility/access with various vendor credentialing services.
- Control expenses and adhere to company policies and procedures.
Communication
- Identify, establish and maintain productive working relationships with key decision makers, customers and their staff, administrative staff, etc.
- Maintain a high level of communication with appropriate CVG sales and leadership within assigned geography.
- Plan and implement effective sales/product presentations to customers.
- Develop and maintain productive working relationships within the company to ensure maximum sales support and maintain a high level of customer service.
- Contribute to the development of a strong team effort.
- Communicate market intelligence/competitor activity promptly, including potential sales leads, and information regarding product price or account activity to District Manager and Clinical or other appropriate company personnel.
- Ensure a professional standard of written and verbal communication at all times.
Qualifications - External MUST HAVE - BASIC QUALIFICATIONS: IN ORDER TO BE CONSIDERED FOR THIS POSITION, THE FOLLOWING BASIC QUALIFICATIONS MUST BE EVIDENT ON YOUR RESUME
- Bachelor degree.
- 10+ year’s sales experience in a healthcare environment; selling interventional or surgical products with minimum 6 years selling cardiac surgery, cardiology, interventional radiology and/or Vascular surgery.
NICE TO HAVE - DESIRED/PREFERRED QUALIFICATIONS:
- Demonstrated success in previous sales role; indicating a high level of sales performance, influence and selling skills.
- Exceptional business and clinical acumen with prior experience leading a sophisticated cardiac or endovascular procedure.
- Exceptional understanding of cardiac and vascular anatomy, physiology, and pathology.
- Interventional cardiac or vascular experience (wires, balloons, catheters, stents). Endovascular - specifically Endovascular Aneurysm Repair (EVAR) and Thoracic Endovascular Aneurysm Repair (TEVAR) - or Cardiac surgery, Surgical Aortic Valve Replacement (SAVR) experience preferred.
- Strong, proven medical device sales track record with documented growth and achievements.
- Previous experience communicating product’s market advantages to physicians and hospital administration.
- Experience managing multiple accounts.
- Successful experience launching a new device.
- Market development experience.
- Experience calling on C-Suite customers.
- Prior experience teaching and educating medical personnel, peers and technical support personnel.
- Imaging interpretation experience (TTE or Trans Esophageal Echocardiography (TEE), CT, Angiograms). Computer proficiency and ability to perform CT reconstruction with CT programs.
- Demonstrated success building strong relationships with key therapy users and employees across organizational level.
- Ability to effectively organize and plan travel schedule with frequent last minute requests.
- Ability to travel with overnight stay up to 50 - 75% of the time (geography variability).
- Previous peer and physician education experience.
- Excellent influencing and consulting skills.
- Excellent interpersonal and written communication skills.
- Ability to make timely and sound decisions.
PHYSICAL JOB REQUIREMENTS:- The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers.
- Able to lift 20 pounds.
- Extended periods of time doing computer-based work.
- Hearing, sight and speaking ability.
- Ability to use computers and CT reconstruction programs.
- Ability to travel extensively by car and plane. Must have valid driver’s license for state of residency and active vehicle insurance policy.
- Wear lead apron for long periods of time (2-3hrs on average).
- Ability to operate a moving vehicle.
- Ability to work in Cath Labs or OR’s with radiation exposure.
- Ability to conduct company business outside of the typical Monday through Friday, 8:00am to 5:00pm, work-schedule.
- Must have a valid driver's license and active vehicle insurance policy. In addition, your driving record will be reviewed and will be considered as part of your application.
Environmental Exposures:- Infectious disease; radiation; blood borne pathogens.
- Must be able to wear all required personal protective equipment (PPE).
ABOUT MEDTRONICTogether, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.
We can accelerate and advance our ability to create meaningful innovations – but we will only succeed with the right people on our team. Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future.
It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.
This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees.
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