Surgical TRS- Cleveland

3 days ago

Tampa, Florida, United States FloodGate Medical Full time
Products
  • Organogenesis Products include: NuShield, Affinity, FiberOS, FiberOS Neos, OCMP, PuraPlyAM, PuraForce
Job Description

This is a field based surgical sales position with a growing division of an established manufacturer in the regenerative medicine and biologics space. This role will focus on developing business and selling a portfolio of high tech products to the hospital setting. This position will call on the multiple surgical call points including General, Ortho, Spine, Trauma, and others.

Job Requirements
  • Sales Ability
  • Persuasive skills - examples form the past on how you convinced the customer to go with your product or service - both clinically and financially
  • Conversational style to uncover surgeons thinking methods/past training and protocols and ability to build our products into their process and mindset - what is their interpersonal skill profile?
  • Technical sales ability - to define mechanism of actions and why our products work they way they do - ability to present white papers as 3 rd party reference support
  • Ability/ history of presenting value-based contract options to C suite or head of procurement at hospitals
  • Writing and email communication skills to enhance lead development to in person meetings
  • Oral presentation skills to surgeons & clinical nurse teams
  • Ability to develop relationships at all levels in a hospital - MD's, inpatient nurses, procurement etc.
  • Work ethic
  • History of jobs and success rates - ability to roll up the sleeves and get things done
  • Staying power - grow and stay with companies until they have contribution success
  • Willingness to be there for customers on "off hours"
  • Behavior of setting up weekly work schedules and call points
  • Ability to cover over wide geographies
  • Weekend work if needed (trade shows, regional exhibits, lead generation)
  • Achievement of in person calls per day, tracking progress notes, setting up call plan for following week ahead
  • Attitude
  • Positive mind set and determination to achieve and succeed; confident but humble
  • Ability to shift gears when faced with adversity - ability to overcome obstacles and problem solve
  • Willingness to share success stories and be a team player while being accountable personally for results
  • Ability to be coached in sales role to increase personal contribution/performance
  • Territory Management
  • Ability to plan for account development and execute on such plan so time is efficient
  • Ability to detail sales process notes per account using a CRM system
  • Proficiency in assessing customer value ($$ per account to strive for) and report weekly and monthly progress
  • "Fit"
  • Does the person "fit" the current business state at Organogenesis - early stage in dedicated full time surgical wounds, comfort in working hospitals at multiple call points
  • Integrity (do the right thing) first all the time - no short cuts, compliance alert
  • Professional conduct - dress, appearance and style, conduct at meetings
  • History and examples of getting surgeons willing to evaluate and assess surgical products
  • Experience
  • Examples of getting a surgical product from evaluation to VAC approvals - what they did to make the VAC process happen and how they managed it all
  • Track record of sales success at previous companies in surgical sales - positional ranks in region or national sales, total $$ revenues generated across assignment
  • Familiarity with operating room protocols and processes when being in person for case support
  • Ability to conduct in service education programs for surgical nurse teams (OR and on the floors)
  • Knowledge of surgical wounds - Necrotizing Fasciitis, Hidradenitis, Radiation wounds, Limb salvage, pressure injuries, surgical reconstructions...
  • Contacts in surgical (vascular, general, orthopedic, plastics) and financial offices and ability to introduce Organogenesis products to these people and sell clinical and economic value
  • Understanding of clinical value proposition and why Organogenesis is a better choice vs other antimicrobial dressings or amnionic/chorionic choices
  • Ability to process from lead through to contract approved in hospitals and document progress in a CRM platform (i.e., )
Ideal Attributes
  • 3 - 5 years of medical sales experience selling to Physicians, the C-Suite or selling technically/conceptually complex, non-commodity product or service sale (clinical or technical sale)
  • OR Experience is required
  • Ortho, Foot & Ankle, Sports Medicine, Shoulder, Trauma sales experience is preferred
  • Biologics sales background/experience is preferred
  • Success with concept-selling from scientific studies is preferred
  • VA experience is preferred
  • Formal sales training with a company recognized for new-hire sales training and development
  • Contributor/Team Player in sales role(s) - sales trainer, beta launches/pilots, committees
  • Sales experience with a company/industry known for tough & complex sales process/cycle.
  • Experience with finding & developing new accounts/business while managing a surgery and service- intensive base
  • Experience selling in surgery & maintaining high levels of OR access/presence
  • Experience with multi-level/multi- stakeholder sales (VAC process/Enablement)
  • Hungry and aggressive with a fire in the belly
  • A confident approach and will not take NO for an answer
  • An excellent track record of success with top 25% sales rankings
  • Located centrally within the territory
Minimum Qualifications
  • 4 year BS/BA degree
  • 3 years of sales experience selling to Physicians or the C-Suite, or experience with a clinical/technical sale
  • Candidates must have OR experience
  • Must live in the territory currently
Compensation Information

Base: 95k-105k depending on experience

Variable: 100k+

Total Comp: 195k-205k + uncapped

Additional benefits:
  • Car Package: Company car (fleet vehicle)
  • Fuel: Gas card
  • Expenses: Yes - full for business expenses
  • Health benefits: Yes - Medical, Dental, Vision
  • Additional benefits: Short and Long Term Disability, Employee Assistant Program, Tuition Assistance, Employee Referral Bonus Program, and other additional benefits
  • 401K: Up to 3% match of the 6% contribution through John Hancock Retirement Services Vacation: 3 weeks per year, 12 holidays, 8 sick days
Location
  • Territory Parameters:
    • Cleveland, OH
  • Acceptable Candidate Location: Within territory

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