Job Summary: The primary responsibility of the Business Development Manager is to
actively grow the lead removal business. These activities include, but are not
limited to, achieving quarterly and annual revenue targets, training of
physicians and their staff, and developing unique business practices that
promote lead removal technologies.
Key Duties and Responsibilities: The responsibilities mainly involve the
achievement of territory and account goals relative to usage of catheters and
the training and promotional activities related to the position. The goals
include increasing the number of physicians using laser ablation techniques, the
number of indications that they use the laser on, and increasing the number of
patients that they recognize could benefit from the technology.
Additional responsibilities include:
Organization of assigned accounts relative to their potential revenue
generation, developing and implementing a territory plan.
Maximizing the physician's propensity to use the excimer laser catheters and
associated products on appropriate patients through representation, training,
relationship building and in-service activities.
For lead extraction procedures, individual must maintain clinical
proficiency to the degree that the incumbent is capable of standing cases in a
competent manner, able to communicate appropriately the safety and efficacy of
lead extraction products.
Develop and maintain the appropriate communication skills, which will
enhance the ability to generate physician interest in the use of the excimer
laser and associated products.
Successfully introducing new products and indications to all members of the
staff in the accounts.
Routine reporting activities as required by management. Develop and
maintain good working/communication relationship with Product Managers
Observe, analyze, interpret and report needs and concerns of the accounts
that are of importance for the realization of the account plans.
Monitor developments and changes in the accounts that are of importance for
achieving the set objectives.
Assess motives, feelings and opinions of decision-makers and influences the
accounts in deciding what approach or action to be taken in each case.
Prepare "tailor made" offers and proposals for each account and
present these to the decision-makers of the concerned account.
Negotiate with and persuade the decision-makers of the accounts about
proposals, offers, terms and conditions needed to achieve the sales objectives.
Initiate, facilitate and stimulate account support activities such as
clinical support or technical service and maintenance.
Maintain and improve formal communication with the Clinical Advisors and the
Field Service Engineers and the management of Spectranetics as well as the
decision-makers and those with influence of the accounts.
Display constant awareness of quality of all account support activities,
including clinical support and technical service.
Effective planning and organization of all commercial, clinical and
technical activities of the assigned accounts.
Achievement of the customer support and sales objectives of the assigned
Canvas prospects which have been identified as potential high tech/high
Four-year degree required.
3 years of medical device experience required.
Working knowledge of excimer laser technology required.
Prior, related sales experience is desired.
Knowledge of pacing technologies, electrophysiology, and related CRM devices
Presentation and computation skills are desired.
Ability to travel overnight a minimum of 50%
All applicants must pass a pre-employment drug screen to be hired.
Spectranetics - 14 months ago