What are the responsibilities and job description for the Territory Sales Manager position at Lutanya Search Partners?
Our client specializes in medical devices that deliver energy to the body to heal tissue and stimulate bone growth. We are a pure-play non-invasive electrical stimulation company. The company’s non-invasive, wearable medical devices have been demonstrated to improve and accelerate the healing of spine fusion patients in published Level 1 clinical trials.
The Company’s products are ‘prescription only’ products in spine fusion.
In this market, our clients sales representatives work directly with surgeons that write prescriptions for the company’s devices, and provide patient and office training for proper use of the company’s products.
US Spine Fusion Stimulation
The non-invasive spine fusion stimulator market is very large and growing. Best estimates place it at $1B TAM with 400,000 spine fusions performed in the US annually. Our product was cleared by FDA in December 2020. This product is a first-mover spine BGS device delivering capacitive coupling technology with a robust offering in digital connectivity, data collection and patient/clinician reporting to engage patients and provide surgeons with actionable data.
Our Customers: Orthopedic spine and neurosurgeons, physician assistants, medical assistants, surgical schedulers, their patients and patient caregivers. Each of our products require a prescription to be dispensed to a patient. Surgeons and physicians licensed to write a prescription are our primary targets for education and promotion. Surgeons and physicians operate within clinic settings, and therefore representatives must support and interact successfully within the clinic setting.
This person can be based in Philadelphia, or Westchester/Bronx NY.
In this role, you will:
- Be a key member of the sales team which sells best of class electrical stimulation devices which accelerate and improve spine fusion healing
- Confidently deliver product presentations to prescribers and patients, persuasively demonstrate the value of our products, and deliver information based upon quality scientific and clinical research within our FDA indications.
- Systematically track your territory progress, update the company’s CRM (customer relations management) software, and communicate your findings with your sales manager and colleagues so that the company can align itself and resources to help exceed customer needs and expectations.
- Provide support to existing customers and develop new customers in the territory.
- Focus on establishing and maintaining customer-oriented and professional relationships with orthopedic spine and neurosurgeons, office staff, surgical and medical assistants, allied healthcare providers, and patient caregivers.
Your Essential Duties and Responsibilities:
- Conduct daily, scheduled/unscheduled in-person sales calls to orthopedic spine and neurosurgeons, and staff to develop productive professional relationships and to promote, market and sell products.
- Participate in sales team meetings directly or remotely as requested by the company to understand sales priorities and to advance your selling and technical skills.
- Provide patients with direct technical education on the proper use of the company’s products according to FDA approved indications (labeling) focusing on best-practices to ensure proper use of products in the pursuit of optimal treatment outcomes.
- Gather documentation from clinics and patients so that the company can pre-authorize, process and schedule patient education appointments, and support our patients and clinics as needed.
- Prospect for new accounts, and seek opportunities to increase sales with existing customers/accounts by uncovering unmet needs.
- Listen to customer needs and suggests appropriate products/solutions to sales, marketing and R&D departments for consideration.
- Meet/Beat established quotas and sales goals.
- Complete required sales reports, expense, and regulatory records accurately and promptly.
Qualifications (must-haves):
- Bachelor’s or Associate’s degree (life sciences, business, medical field, marketing)
- 3 years successful Orthopedic or medical device sales experience or DME sales: Awarded and Recognized
- Successful graduate of a professional sales training program
- Direct experience working with surgeons, clinicians and prescribing professionals selling and fulfilling orders in competitive markets (preferably spine/ortho/DME markets)
- Must possess a competitive spirit and place a high value on ethical standards
- Be a self-starter with strong time management and planning skills
- Proven ability to target accounts, plan sales territory and achieve incremental results through a daily/consistent/repetitive activities within an assigned selling territory
- Strong Verbal and Written Communications skills
- Possess the desire to learn, grow and contribute to a professional medical device sales team
- Ability to multitask and manage priorities in a fast-paced working environment
- Attention to detail and follow-up
- Valid driver’s license and transportation within State/Territory assigned
- MS Office (Excel, Word, PowerPoint, Outlook, etc)
- Strong technical/medical subject knowledge
- Local assigned & exclusive territory management experience
- Ability to drive within assigned territory, stand/sit to present scientific information, mobility to climb stairs to access clinics and patient homes
- Light weight carrying requirements
- Minimal overnight travel as needed
80,000.00 base salary per year
150,000.00 total OTE first year, uncapped