Territory Manager
4 weeks ago
Territory Manager - Orthopedics
POSITION SUMMARY
Front line customer relationship management position with anticipated responsibilities that include leading the launch and sales of the MISHA Knee System, an implantable shock absorber (ISA) for patients with medial knee osteoarthritis (OA).
Activities in this role will include, but are not limited to, generating sales leads, calling on targeted sports medicine and joint reconstruction surgeons to develop awareness, and creating interest in MISHA as a patient treatment. Education responsibilities will include product in-servicing, educating on the MISHA technology, the target patient, and training on the surgical technique. Commercially focused duties will include general account management, including the contract origination, liaising with healthcare provider office and company reimbursement teams and driving utilization of the MISHA knee system. The Territory Manager will possess an entrepreneurial approach to obtaining positive outcomes in all aspects of the role and overall Company goals.
ESSENTIAL FUNCTIONS
Core Responsibilities:
* Initiate sales calls to key decision makers at target centers to engage in the sales process* Identify customer targets through analytics and local market intelligence* Be capable of assertively and credibly managing product objections and misconceptions using clinical data and product knowledge* Be capable of explaining the reimbursement process for new disruptive medical device* Connect with key healthcare provider stakeholders to introduce the MISHA knee system and generate recognition of clinical need in their practice* Develop key stakeholders into in-house advocates for introduction and utilization of the MISHA knee System* Investigate current patient management practices at targeted accounts and identify opportunities where MISHA can benefit patients* Determine procurement process at each targeted account* Manage and accelerate the VAC approval process* Coordinate use of extended Moximed resources to optimize product utilization and patient care
Product support, surgical training and intra-op proctoring:
* Fully understand the MISHA knee implant, instruments and surgical technique with sufficient depth to address any possible questions and concerns customers may have* Become proficient in the surgical technique, including anatomical landmarks, soft tissue management, procedure steps and "tips and tricks" from experienced users such that the Territory Manager can train new users and provide intraoperative support* Fully understand patient selection criteria to assist in the continued education of surgeons and physicians assistants in the identification and selection of patients* Drive participation in cadaveric training courses for surgeon targets and staff, and lead facilitation of training in designated territory
QUALIFICATIONS, EDUCATION AND EXPERIENCE:
* Bachelors in a health-science field, business, marketing or communication* 5+ years of relevant experience in surgical product sales, with a track record of meeting or exceeding sales goals* Experience with surgical case support in hospital operating room environments* Track record in account management* Solid clinical, scientific and business acumen* Experience with new product launch & disruptive technology* Track record of VAC approvals* Understands medical reimbursement (billing, coding, coverage, and payment) in the healthcare system & experience with 27599 codes a plus
The successful candidate will:
* Have demonstrable continued training and growth on technical and product knowledge in a medical device field* Have demonstrable continued personal development, such as goal setting, teamwork, time management, listening, and integrity* Have the ability to align individual day to day tasks with corporate goals* Have personal resilience: ability to acknowledge resistance/objections, bring solutions, seek feedback and take accountability and ownership of your actions* Have the ability to thrive in a cross-functional team environment* Have an entrepreneurial spirit and track record of succeeding against the odds or producing unexpected positive outcomes* Be mature, self-reliant, self-motivating, and action orientated with the ability to accomplish goals individually and through teamwork.* Have the capacity to assimilate expert product knowledge and the ability to transfer that knowledge to customers, sales/clinical personnel and others* Be a constant professional, whether in a formal, casual, or business environment* See patient care as the highest priority* Have established an excellent reputation with customers that recognizes all of the above qualifications* Have the ability to manage significant travel demands
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