Careers that Change Lives
The purpose of the role is to provide clinical, technical and educational expertise in supporting the market development efforts for Medtronic products.
Be a therapy champion and serve as a liaison for the sales organization while also applying consultative selling techniques, messaging and positioning of the Medtronic products and services.
Communicate developments in techniques and technologies, impact of education programs, competitive activities, and customer response back to the Business Unit in order to ensure full leverage of the Medtronic portfolios of products and services.
Critical to the role is the development of long-term relationships with customers. Contribution to the account blue sheet and strategic selling process.
Liaising with the Account Manager (AM), Strategic Partnership Manager (SPM) and Regional Sales Manager (RSM) for account development and revenue growth.
A Day in the Life
- Conducts on-site education and / or consulting.
- Supports field personnel in providing the best possible outcomes and service for Medtronic customers.
- Partners with sales colleagues to develop and execute plans of sales for within one or more business unit(s).
- Participates in conventions, forums, and meetings to increase product awareness.
- Works closely with Clinical Lead, Clinical Management and Regional Sales team to provide customer case and sales support.
- Identifies and facilitates execution on growth opportunities with Sales and Clinical Support Team.
- Serves as a technical resource to support sales of a specific medical product or solution.
- Responsible for reporting complaints and Adverse Drug Reactions (ADR)
- Product Champion
o Be the Medtronic therapy expert and product champion for Medtronic products and therapies
o Provide on-site implant and follow-up support
o Work with local marketing and sales organizations on the development of effective training and education events
o Assist in the development of sales and education materials for Medtronic products and therapies
o Develop and maintain knowledge of competitive products
Customer Education
o Train customers on safe and efficacious use of Medtronic products
o Provide technical explanation and demonstration to customers including, congenital teams / physicians, staff and administration.
o Consult with physicians during use and / or implantation of Medtronic products.
o Solicit feedback from customers regarding product performance and design; relay such feedback to stakeholder teams
o Conduct training programs at Medtronic Centers of Excellence and participates in on-site follow up with customers
o Create and deliver presentations to customers during workshops and training programs
o Serve as an expert on the Medtronic products including set-up, demonstrations and trouble shooting
Technical and Clinical Resource
o Provide technical support for all product implants (trouble shooting, etc.)
o Gather and communicate input from field to marketing regarding market trends, customer satisfaction, competition, product issues
o Provide support to clinicians in preparing presentations and articles.
o Track and provide data collecting support for on-going clinical studies as requested.
Sales Interface
o Serve as a field resource to Account Managers for Medtronic products and provide regular and structured communication to sales organization regarding communication with current account and potential customers
General
o Provide clinical / technical support aimed at growing sales of Medtronic products and other programs as integrated in the assigned territory / region.
o Meet and exceed sales targets for the territory / region and contribute to the overall performance of Medtronic.
o Launch new therapies successfully at the field level.
o Business and marketing strategy implementation at the field level in alignment with national and regional strategies and priorities.
o Segment and prioritize customers in the field at the institution and individual level.
o Segment and leverage the Medtronic product portfolio to maintain or become the key supplier at the institution level.
o Understand technologies, products, procedures, competitors and their products and outcomes expected to advise and support our customers.
o Establish and apply detailed knowledge base of account structure and objectives.
o Manage and optimize field inventory, including consignment stock, product nearing expiry and field quality actions.
o Document all customer-initiated clinical activity and meaningful sales activity into Salesforce Dotcom.
o Ensure ongoing personal training on all product lines and knowledge of current literature in all fields directly related to product lines.
o Effectively leverage field tools and iPad content with customers, as necessary.
o Support account clinical support demands and requirements.
o Provide required training to customers on Medtronic products and services.
o Be fully aware of the strategic plan of the institution, priorities, making sure we are matching them totally or to a significant level to maintain and grow share as well as to introduce new therapies.
o Be involved in Medtronic product trials and clinical evaluations.
o Collect annual statistics in a timely and accurate fashion.
o Ensure that Medtronic’s ethical position is maintained and effectively communicates and manages his / her compliance, education and adherence to the code of conduct.
o Comply with operating policies, business conduct standards, systems and processes.
Other duties as assigned.
Must Have : Minimum Requirements
- KNOWLEDGE / EDUCATION
- High School Diploma or GED
- Associate degree, or;
- Bachelor’s degree
JOB EXPERIENCE
- Minimum 8 years of clinical specialist experience with a medical device pacing company, or 7 years with 2 years of prior healthcare or engineering experience with a High School Diploma or GED, or;
- Minimum 6 years of clinical specialist experience with a medical device pacing company, or 5 years with 2 years of prior healthcare or engineering experience, with an Associate degree, or;
- Minimum of 4 years of clinical specialist experience with a medical device pacing company, or 3 years with 2 years of prior healthcare or engineering experience, with a bachelor’s degree.
SKILLS / COMPETENCIES
- Accountable for results
- Passionate and driven
- Strong interpersonal and relationship building skills
- Leads and embraces changes that are customer responsive, and market driven
- Capacity to evolve in an ambiguous market dynamic
- Self-starter, working alone with minimum of supervision
- Business acumen
- Strong presentation skills
- Demonstrated ability to impart knowledge and train as required
- Excellent organization and communication skills
- Capacity to manage an account by understanding and leveraging the political dynamic, unofficial and official power in place, identifying source of motivation, different type of buyers
- Capacity to introduce in a very comprehensive way new concepts and approaches of the Medtronic value proposition related to support, training, service and partnership
- Must have a valid driver’s license with no restrictions.
Nice to Have
KNOWLEDGE / EDUCATION
- Degree in Biology, Physiology, Engineering, Sciences, Nursing, Perfusion or Business
- Sales training program completion
- Negotiation skills training
JOB EXPERIENCE
- Sales and clinical experience in a hospital environment
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