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Spectra Medical Devices is one of the world's leading manufacturers of made-to-spec procedural needles. Beyond needles, were also a Contract Development and Manufacturing Organization (CDMO) to industry-leading, multi-national healthcare companies, global original equipment manufacturers (OEMs), and emerging technology companies. We also distribute a wide range of complementary pharmaceutical products, surgical instruments, and medical supplies.
JOB TITLE: Market Development Director, Non-Acute Healthcare
REPORTS TO: Vice President, Commercial
LOCATION: Remote (preferably Northeast based) with national call-points
POSITION SUMMARY
The Market Development Director, Non-Acute Healthcare, is responsible for the company's overall commercial strategy and execution of the product portfolio offering in the designated market segment throughout the USA. This includes identifying new geographic, clinical, and product markets, new customers, and new distributor partnerships to drive overall growth in the segment nationally. This role requires a strong entrepreneurial spirit and strategic thinking to accomplish these objectives while also working cross functionally with product development, supply chain and other departments to achieve growth goals.
In addition to the strategic development of the segment, this role is also responsible for executing the strategy by calling on non-acute points of care to sell Spectra's portfolio of products (i.e. a Player/Coach role), throughout the USA. This primarily includes orthopedic, neuro-spine and physical medicine office-based practitioners, and will also include dermatology, plastic surgery, sports medicine, and other non-acute settings with demand for Spectra's portfolio of pain management products.
As the pain management market shifts away from opioids towards radio frequency (RF) and other procedure-based treatments to control chronic pain, the company is under-penetrated and poised for strong growth in the segment. Spectra's product portfolio currently includes a variety of procedural needles, including RF ablation needles, energy delivery devices and other related accessories, plus an array of associated pharmaceuticals. Additionally, the product portfolio is expected to expand through this role as new market needs are identified. This role requires cold calling, multi-touch nurturing to establish client relationships with key decision makers. This role will also be required to make sales presentations (in-person and virtual) to multiple decision-makers leading to product sales and incorporating key learnings into the ongoing strategy development and overall offering.
ESSENTIAL FUNCTIONS/MAJOR RESPONSIBILITIES:
- High profile role that will work cross-functionally to build an entrepreneurial division within a larger medical device contract manufacturing business
- Primary responsibility is to build a business within a business by maximizing sales and gross profit by leveraging cross-functional team and aligning them toward a clear strategy for growth
- Identify and analyze new market opportunities in the non-acute segment nationally. Focus on geography, product offering and clinical importance.
- Develop and implement strategic business plans to support new market opportunities
- Develop and execute a commercial strategy to capture market opportunities (this includes researching target accounts, identifying key players, cold calling, maintaining and expanding database of prospects, etc.)
- Build relationships with customer stakeholders (clinical and non-clinical) to communicate product choices, and conduct product evaluations, understanding customer needs and requirements
- Make sales presentations to multiple decision-makers, negotiate and close deals with new clients
- Manage and direct the company's outsourced Contract Sales Team
- Maintain and grow relationships with other channel partners including managing the company's outsourced Contract Sales Team, 1099 sales resource, and distribution customers in the segment (Distributors could be US or LATAM based)
- Work cross-functionally with product development, marketing, supply chain, and other departments as required
- Provide regular reports on market development efforts, outcomes, competitor activity, and product strategy
- Work with Marketing to create proposals, sales presentations, other content and to reach the target audience
- Attend and/or exhibit at relevant industry trade shows
- Use CRM to manage and maintain sales & account activity, contact management, pipeline opportunities, and account related information
- Meet sales quota, margin, and other performance objectives as assigned
- Overnight travel requirement of up to 50% to interact with healthcare providers and channel partners on site
- Perform other related duties and projects as business needs require or at direction of management
MINIMUM REQUIREMENTS:
- Bachelor's degree in business, marketing, or related field
- Proven experience in sales and market development or product management
- Demonstrated entrepreneurial skills; strong business intuition
- Strong analytical and strategic thinking skills
- Excellent communication and negotiation skills
- Proven ability to work independently and as part of a team
- Proficiency in CRM software and Microsoft Office Suite
PREFERRED SKILLSET:
- Ideal opportunity for a person with a minimum of 5-7 years sales experience in medical device industry who has a longer-term career aspiration in general management
- Previous experience working with the non-acute care provider segment
- Previous experience calling on healthcare providers, preferably with a blue-chip supplier
- Proven track record of successfully meeting performance objectives, preferably in new market development, product launch, new territory development
- Sales experience demonstrating a background in cold calling, variable or commission-based compensation, full-cycle sales experience
COMPENSATION & BENEFITS
- Base Salary of $150,000 with uncapped bonus potential
- Total compensation of up to $200,000 if "at plan" sales target is met
- Excellent Health & Welfare plans
- 401k plan with company match
PHYSICAL DEMANDS & ADA STATEMENT:
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. Contact your manager or HR to understand the Work Conditions and Physical requirements that may be specific to your role.
An Equal Opportunity Employer: Spectra believes that all persons are entitled to equal employment opportunity. The Company will not discriminate or tolerate discrimination against any employee or applicant because of race, color, creed, religion, genetic information, sex, sexual orientation, national origin, age, status with regard to public assistance, marital or veteran status, disability or any other characteristic protected by local, state or federal law. Equal employment opportunity will be extended to all persons in all aspects of the employer-employee relationship, including recruitment, hiring, training, promotion, transfer, discipline, layoff, recall and termination. Disabled applicants may request any reasonable accommodation needed to enable them to complete the application process.
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