Acute Therapy Development Territory Manager
Gambro - Arizona

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Working without significant direction delivers customer focused therapy development to expand therapy development in current customer base. Provides complex problem solving services, and the promotion and growth of therapy utilization in a field environment.

PRINCIPAL RESPONSIBILITIES: (AS - as assigned, D - daily, W - weekly, M - monthly, Q - quarterly, SA - semi-annually, A - annually). The following duties and responsibilities generally reflect the expectations of this position but are not intended to be all-inclusive.

#

Essential

Frequency

(D,W,M,Q)

% of Total

Time

Description

*

D

60

Develop therapy/product/ patient growth in existing acute business accounts to meet or exceed territory revenue goals within current customer base. Meet appropriate contribution margins and manage account pricing contracts and renewals. Provides therapy, technical, best clinical practice, and operation consultation to hemodialysis contract services and hospitals utilizing Gambro acute equipment during the post-implementation phases for acute product lines. Provides excellent project management using appropriate tools from the pre-sales phase to the on-going post implementation phase. Develop consultative role to promote therapy development, facilitate relationship building and provide necessary customer service within current customer base. Continuously increase and sharpen therapy and technical knowledge as well as selling, contract & price negotiating, and presentation skills. Responsible for being able to conduct in-services on the acute business product line. Responsible for being able to conduct scientific, clinical, technical sales presentations and discussions on the acute business therapy. Works in a consultative manner with customers and in collaboration with other acute team members to ensure successful therapy development at customer sites while supporting the goals of the acute business.

D

15

Generate necessary sales growth to meet or exceed sales goals. Track and analyze progress. Learn and maintain how to use Miller Heiman sales process including blue sheets, green sheets, opportunities and sales funnel as per business standard. Document and provide written solutions to recurring problems for client use incorporating use of corporate label approval policies. Develops and uses collaborative relationship to facilitate the accomplishment of business goals with both internal (sales) and external customers.

*

W

10

Account Management - maintain account/customer profiles and account plans for key accounts and document in the current CRM as per business standard.

*

D 5

Prioritize accounts to determine coverage, assess opportunity and develop new and incremental business. Prepare weekly and monthly plans, forecasts, track and analyze progress and trends, and prepare annual territory sales / business plan. Effectively meets or exceeds customer needs; builds productive customer relationships; takes responsibility for customer’s satisfaction and loyalty.

D 5

Coordinate and manage resources to provide necessary customer service. Track and analyze progress. Manage budget and expenses, adhere to company policies and communicate effectively with corporate and field personnel. Maintain a positive, proactive approach to problem solving. Keeps current with developments and trends in the Extracorporeal Industry.

AS 5

Assist sales and marketing management with special requests by acting as a member of a task force. Provide sales marketing management with field updates and competitive information. Participates in sales and nursing meetings within region. Assumes responsibility of turning in all required written reports on a timely basis.

100%

KNOWLEDGE:

EDUCATION, EXPERIENCE, SKILLS:

Education:
  • Bachelors Degree or an RN with an Associates degree required.
Experience :
  • A minimum of 3 years commercial experience preferably in the medical device industry.
  • Critical Care or Dialysis Nursing background preferred.
  • Strong, demonstrated expertise in product and therapy knowledge.
Skills :
  • Demonstrated ability to take a positive, proactive approach to solving complex and/or unusual clinical or technical problems.
  • Good interpersonal, communicative and oral skills required.
  • Demonstrated ability to start new therapy programs.
  • Demonstrated expertise in product and therapy knowledge.
  • Demonstrated ability and desire to teach. Demonstrated self-confidence and effectiveness in dealing with a wide variety of student types.
  • Demonstrated ability to manage pricing contracts and renewals
  • Good interpersonal, communicative and oral skills required.
  • Demonstrated ability to work in a team environment.
  • Computer knowledge required. (Microsoft Office)
  • Ability to interact professionally and effectively with customers, physicians, nurses and other medical staff.
  • Demonstrated ability to interact in a positive, proactive manner with customers during stressful situations.
  • Demonstrated top industry performance
  • Demonstrated negotiating skills
  • Demonstrated ability to work in a team environment
  • Demonstrated forecasting skills
Other Requirements :
  • Must have valid drivers license and acceptable driving record.
PHYSICAL REQUIREMENTS
    : Physical requirements for a position will vary. Must be able to lift the current CRRT machine with the assistance of the load / unload tool. (Approximate 132 pounds) Must be able to push dialysis equipment, which is on wheels, from one location to another, and be able to lift up to 25lbs in solutions and accessories. Must be able to drive extended distances as per territory requirements. Requires the ability to travel with appropriate tools and/or resources to perform responsibilities (i.e. laptop computer, CRRT machine, etc). Must be able to travel extensively.

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