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
Ideal candidate will be centrally located in Connecticut. This is a large territory with driving into Rhode Island, Western Massachusetts, and Upstate New York. Also overnight travel to Vermont.
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 career in sales that changes lives.
CAREERS THAT CHANGE LIVES: POSITION DESCRIPTION:
To grow sales and market share for an assigned territory by promoting, selling, and servicing EndoVenous products. Build business by aggressively developing new accounts and driving therapy adoption of VenaSeal and Closure System product portfolio across the continuum of care for Venous Disease. Practice good, ethical territory management in terms of organization, planning, administration, and expense planning and control. Train medical staff on products and procedures. Meet expectations as defined by Sales Management.
A DAY IN THE LIFE: POSITION RESPONSIBILITIES:
Planning/Results Orientation:
- Consistently meet and exceed AOP, sales budget, and account development targets (QoQ and YoY)
- Develop and execute an accurate and ongoing sales plan to achieve sales objectives
- Sales prospecting to include General/Vascular Surgeons, Interventional Radiologists, Interventional Cardiologists, and other MDs treating venous disease
- Identify opportunities within current and new customer base; develop and implement sales strategies to drive business growth and account penetration to include hospitals, surgery centers, and physician offices as appropriate
- Leverage TAP programs and CVG Collaboration opportunities to drive business growth
- Strategically leverage the full product portfolio to maximize sales and share performance
- Monitor key market trends and competitive market information and inform sales management of relevant data/changes
- Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure, effective time management, and territory coverage efficiency
- Effectively manage expenses to drive business growth and adhere to company policies and procedures
- Adhere to financial, regulatory, and quality compliance standards and requirements
Influence and Selling:
- Identify, establish, and maintain productive working relationships with key decision makers, customers, and their staff, administrators, etc. that drive business and therapy adoption
- Drive value in accounts through disciplined pricing resulting in strong ASPs
- Effectively use contracts and Generator Utilization agreements to drive high compliance and pull through of all products.
- Leverage APV, Corporate Accounts, and CVG partnerships to capitalize on partnership and contracting opportunities
- Probes to understand and confirm customer needs, effectively engages and overcomes customer objections
- Effectively plans and educates referral channels to drive expected outcomes
- Effectively builds consensus, gains appropriate commitments, and closes business
- Plan and implement effective sales/product presentations to customers
- Maintain and expand existing business; develop new business opportunities
- Represent the company at industry conferences and maximize potential by targeting specific customers to gain sales leads and pursue opportunities to promote the company’s product range
- Develop and implement strategies to counter competitors
Customer Service:
- Educate customers to ensure that products and features are understood and used effectively
- Respond to customer requests and resolve complaints in a prompt and effective manner
- Effective use of OMA budgets
- Effectively plan cases with physicians, manage their expectations, and improve outcomes when supporting cases
- Engage physicians in clinical conversations about advantages of the EndoVenous products
- Conduct all business with customers in a manner that adheres to ethics & compliance guidelines and FDA requirements
Communication:
- Work with internal functions (marketing, customer service, finance, etc.) to meet targets (ie. Inventory management audits, customer service protocols, etc.)
- Communicate market intelligence/competitor activity promptly, including potential sales leads, information regarding product pricing, or account activity to District Sales Manager and other appropriate company personnel
- Contribute to the development of a strong team effort
Self-Development and Product Knowledge:
- Develop and maintain comprehensive technical/clinical knowledge and capabilities
- 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
- Maintain strong ongoing knowledge of the reimbursement landscape
MUST HAVE: BASIC QUALIFICATIONS:
IN ORDER TO BE CONSIDERED FOR THIS POSITION, THE FOLLOWING BASIC QUALIFICATIONS MUST BE EVIDENT ON YOUR RESUME
- Bachelor's degree
- 5 years medical industry experience (selling physician preference products) in a hospital setting with 3 years selling to interventional cardiology &/or radiology, hospital/Cath Lab setting; vascular surgery or EP
NICE TO HAVE: DESIRED/PREFERRED QUALIFICATIONS:
- Sales experience in medical devices, capital equipment sales, surgical sales, and/or pharmaceuticals
- Degree in biological science or business preferred
- Must be able to meet hospital vendor compliance requirements
- Business to business sales experience
Knowledge and Skills:
- Knowledge and experience in operating room, hospital, and physician’s office protocol/conduct
- Excellent verbal and listening skills
- Ability to teach and educate medical personnel, peers, and technical support personnel
- Demonstrated ability to work independently and drive results
- Presentation skills
- Business planning skills
- Computer PC literate
- Demonstrated ability to embrace the use of technology and applications (ie. iPAD, SalesForce.com) to provide an effective selling experience
- Must be willing to travel; some overnight travel potentially required
- Top 10% past performance
- President’s Club or equivalent
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.
- Frequent required travel to customer clinics, hospitals, and offsite meetings. While performing the duties of this job, the employee is regularly required to be independently mobile.
Work and Travel Requirements
- Available/willing to work/travel weekends and evenings
- This position requires on-call time
- Continuous verbal and written communication
- Ability to transport product/equipment from car to hospital
- Sitting, standing, and/or walking for up to eight plus hours per day
- Environmental exposures include eye protection, infectious disease, and radiation
- Ability to travel extensively with ease (approx. 10% of time)
- Must be able to drive approximately 80% of the time within assigned territory
- 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.
The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.
Benefits & Compensation
Medtronic offers a competitive Salary and flexible Benefits Package. A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.
Salary ranges for U.S (excl. PR) locations (USD): $80,000.00 - $80,000.00. In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals.
About Medtronic
We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions. Our Mission — to alleviate pain, restore health, and extend life — unites a global team of 90,000+ passionate people. We are engineers at heart— putting ambitious ideas to work to generate real solutions for real people.
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.
At Medtronic, most positions are posted on our career site for 3-7 days.
