Market Development Manager

4 weeks ago

Hercules, United States Aspira Labs, Inc. Full time
Job DescriptionJob Description


Job Title: Market Development Manager (Pacific Northwest Territory)

Department: Field Sales

Reports To: VP of Sales and Professional Relations

Location: Field Based - Pacific Northwest Territory

FLSA Status: Exempt

POSITION SUMMARY

Under the direction of the VP of Sales, the Market Development Manager is responsible for working as an individual to develop volume, new customers and ensure current customers are retained and grow in volume in a designated territory. Successful MDMs are self-driven to bring technical expertise combined with strong people skills. The MDM cultivates business by scoping and targeting growth areas, where Ovarian Cancer patients are presenting, beginning with the Ob Gyn and Gyn Oncology specialists. The goal of this role is to create a strong call to action for early detection in Ovarian Cancer and accelerate clinical pathway adoption. The MDM works together with the specialists and cross functional teams at AWH to drive acceptance of testing through the practice or network. The MDM also recognizes territory specific dynamics and adjusts the territory targeting strategy to maximize volume growth. The MDM focuses on the development and implementation of market specific tactical plans to achieve corporate financial milestones. The MDM cultivates business within the territory based on AWH sales processes and marketing strategies. The MDM drives testing volume consistent with company objectives while maintaining fiscal responsibility (i.e., expenses, budget, etc.). An ideal MDM candidate enjoys building impactful business and sales relations. Aspira is a fast paced, performance driven culture and is seeking candidates that desire to be part of a high growth company and perform at very high levels.

RESPONSIBILITIES

  • Develop and execute an effective business plan that will enable growth and adoption of all AWH products.
  • Proactively work with customers and internal teams strengthen business relationships.
  • Maintain internal cross-functional partnerships between the Customer Experience and Reimbursement teams to ensure issues are resolved quickly.
  • Identify key providers and leverage key opinion leaders within geography.
  • Leads the organization in impactful advocacy programs such as lunch/dinner programs, speaker events, CME programs, grand rounds, etc. to drive uptake through the Ob Gyn channel; primary responsibility to ensure appropriate and adequate attendance at each program.
  • Engage with top accounts and triage to internal teams to ensure awareness and promotion of AWH products.
  • Understand the decision-making process in each account, including identification of champion, decision maker(s), influencers, overcoming objections, introducing new services, making sales presentations and clear identification of next steps with appropriate urgency to close opportunities.
  • Understand their territory business and workflow to accurately capture where there are strengths and areas for improvement.
  • Participates in regional and national trade shows as required.

ACCOUNTABILITIES

  • Overall volume growth assigned quarterly for AWH portfolio of products.
  • Increase consistent and sustained adoption of testing.
  • Acquire new physician users.
  • Gyn Oncology adoption of portfolio of products.
  • Penetration into large, prominent practices in region.
  • Collaboration within Region team.
  • Work cross functionally within the organization to achieve corporate goals and drive success.
  • Sound management of T&E budget.
  • Formulation and execution of quarterly business plans.

MINIMUM QUALIFICATIONS

  • BA/BS 4-year degree in nursing, business, or life sciences.
  • Minimum five (5) or more years demonstrated sales success in an FDA-regulated environment such as pharmaceutical, biological, or medical device sales.
  • Five (5) or more years of sales experience to women’s health providers (Gynecologists and Oncologists)
  • Must be willing to travel 50% or greater, including frequent day trips and overnight travel. Proficient with Microsoft 365 (Word, Excel, PowerPoint, Outlook) and SalesForce.com.
  • A successful candidate has a strong work ethic and an entrepreneurial attitude.

SUPERVISORY RESPONSIBILITIES

No direct supervisory responsibilities.

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