Territory Sales Manager

Territory Manager, Interventional Solutions - San Jose, CA

We'll give you the opportunity to harness all that's within you by working in teams of diverse and high-performing employees, tackling some of the most important health industry challenges. With access to the latest tools, information and training, we'll help you in advancing your skills and career. Here, you'll be supported in progressing, whatever your ambitions.

About the role: The Coronary Therapies Territory Manager position will require someone with a strong sales and clinical aptitude that can work in a team environment partnering closely with a clinical specialist. This role will possess strong sales skills as a definite need and the ability to be coached and directed will allow this person to be successful. Responsibilities unique to this position are having a good understanding of the catheterization lab and being able to build strong relationships with physicians and the staff. The Interventional Cardiology team is looking for high energy, driven, passionate people, looking to not just change jobs, but start an amazing career!

This Coronary Therapies Territory Manager will have the opportunity to sell products to help with Cardiovascular Diseases, Coronary Artery Disease, and Acute Myocardial Infarction. In addition to providing several solutions to patients that include; Coronary Drug-Coated Balloon, Coronary Intravascular Ultrasound (IVUS), Drug-Eluting Stents, Catheters, Balloons, Guide Wires and Coronary Atherectomy while promoting company products within a defined geographic territory. This will be accomplished by developing new accounts and expanding usage of company products within current accounts to meet sales quotas based on company sales goals and to directly increase sales revenue of the company.

Your responsibilities will include:

• Sells products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Develops and implements sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with Regional Sales Manager to help the organization achieve its annual sales goals.
• Determines the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which products can best address their specific needs.
• Observes actual procedures in the cardiac catheterization or electrophysiology lab and operating room of hospital accounts to gain insight into the specific nuances of each physician and each member of the lab staff.
• Establishes pricing packages by working with relevant personnel to establish price points that address specific customer needs while satisfying company guidelines and policies.
• Responds to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g. clinical research, pricing and/or marketing) to develop optimal solutions.
• Develops relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Educates customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.

Required qualifications:

• A bachelor's degree or equivalent work experience.
• A minimum of 2 years previous experience in sales.
• Must live within the assigned geographical territory.

Preferred qualifications:

• A four year degree with a background in sales and a proven track record of success will help in making this position a successful team approach to selling in the catheterization lab and to our physicians.
• Strong clinical, analytical and selling skills are a must in this position.
• Proven ability to take on a large number of accounts and travel within a defined geographic area.
• Problem solving and the ability to be coached and directed by other teammates will allow collaboration and success in selling IVUS, DES, balloons and the full bag of specialty products.

The anticipated annualized base amount for this full-time position will be $55,000, plus variable compensation governed by the Sales Incentive Compensation Plan as well as the value of core and optional benefits offered (OTE $202,000). Actual compensation will be commensurate with demonstrable level of experience and training, pertinent education including licensure and certifications, and other relevant business or organizational needs.