Clinical Manager, TEG Northeast Region

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Job Details

JOB SUMMARY

Direct line manager for large clinical sales team and geography, consisting of 8-13 direct reports. Responsible for designing their onboarding and training with our training team and mentoring them in the field with customer activities by frequent field rides.

Frequent communication with Regional Sales Directors on region strategy to effectively achieve sales targets, dealing with key decision makers and influencers, the incumbent is mainly responsible for developing and achieving sales activities geared to company’s targets.

The incumbent mentor’s direct reports to support increases in the acceptance and usage of TEG Capital equipment through the regular and efficient utilization of selling skills, product knowledge, and the evaluation and identification of sales opportunity priorities.

Participates in and assists in the development of clinical strategies in conjunction with cross functional areas such as marketing, sales, implementation services, etc.

Assists and supports in the launch of new products to the market or existing products on to new markets.

Orchestrates quarterly sales forecasting with each team member, communicating with regional sales director, and presenting to VP of Sales and Director of Clinical Sales.

Orchestrates and leads monthly team calls.

Provides annual performance and mid-year reviews with teams after initial goal setting.

Facilitates monthly Quota Achievement recognition and assurance of accurate sales reporting and commission delivery with Sales operations.

Leads promotional contests throughout year.

Supports KOL development and speaker program participants from assigned region.

ESSENTIAL DUTIES

Duties are listed in order of greatest importance. The incumbent may be asked to perform other function-related activities in addition to the below mentioned responsibilities as reasonably required by business needs.

Enter Responsibilities / Essential Duties

Management of 8-13 direct reports (Clinical Sales Representatives)

Train and mentor direct reports on how to Increase product usage at existing accounts and expand customer base through clinical education of new users and generate revenue growth while ensuring customers are able to independently, safely and efficiently operate TEG equipment, software, and related disposables as well as interpret the TEG results in the many applications of use.

Ensure each direct report sets strategy and targets to attain sales objectives during quarterly forecasting.

Host frequent calls 1 : 1 with each team member along with monthly team calls to review sales strategy, annual focus / goals, troubleshoot competitive issues in the field, and cross-functional objective review.

Work directly with each team member, each fiscal quarter, in their territory, providing feedback live and in writing within 1 week of visit.

Execute market development events in region and own / attend local and national tradeshows.

Maintain tracking of individual direct report and regional performance against sales objectives and ensure accurate sales reporting and commission tracking.

Work with direct reports to execute large opportunity deals and combat competitive threats.

Ochestrate regional meetings with team and support content development / delivery at national meetings.

Maintain regional reference lists for customers.

Support launches of new products and VOC work cross functionally.

Participate in quality related activities.

Understand competition and competitive landscape in existing territory, and convert to TEG business in existing accounts.

Prospect and develop multi-level relationships (including C-level) within defined region

Determines methods and procedures on new assignments and may coordinate activities of other personnel. Embodies leadership.

QUALIFICATIONS

EDUCATION

Bachelor's Degree in Science or medical related profession is Required

EXPERIENCE

9 years of Industry or clinically related experience, preferably in complex medical devices and / or critical care environment.

5 years Haemonetics Clinical Specialists or other TEG Sales related role.

Leadership position held in prior role is preferred

Experience in training and development of clinical education and training programs within formal Field Trainer Role at Haemonetics is required

Top 50% President's Club rankings for two of three years, with a minimum of top 70% is required

SKILLS

Demonstrated written communication skills

Strong verbal communication and listening skills

Ability to convince and proven experience in driving products adoption.

Effective interpersonal skills, Comfortable in interacting with clinicians at a high level and with a flair for developing customer relationships.

Strong Project management skills and solid organization skills

Leadership and Management Excellence

Knowledge of hemostasis management and TEG required

Strong technical / clinical aptitude to understand, train customers and users on products (including running the TEG® Analyzer, understanding application of results and manipulating the software).

PHYSICAL DEMANDS

A thorough completion of this section is needed for compliance with legal standards such as the Americans with Disabilities Act.

The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Sit; use hands to finger, handle, or feel objects, tools, or controls.

Stand; walk; reach with hands and arms; and stoop, kneel, crouch, or crawl.

Lifting / moving up to 10 pounds.

Exposure to moving mechanical parts, vibration and / or moderate noise levels.

Exposure to hazardous chemicals or other materials.

Exposure to blood.

TRAVEL EXPECTATIONS

Frequent 50-75%

The above statements are intended to describe the general nature and level of work being performed by colleagues assigned to this position.

They are not intended to be an exhaustive list of all responsibilities, duties, qualifications, or working conditions.

INTERVIEW PROCESS

Stage 1 : Phone screen with hiring manager / zoom screen.

Stage 2 : F2F interview with competencies based questions / Qualified interviews

Stage 3 : F2F interview presenting 30 / 60 / 90 plan for region.

Stage 4 : Final interview with VP of sales