Territory Manager, Structural Heart

2 weeks ago

Richmond, Australia Medtronic Full time

Careers That Change Lives

In this exciting role as a Territory Manager, you will have responsibility for shaping and excuting business plans and to achieve sales revenue and market share targets. The Structural Heart Business is one of the fastest-growing businesses. It helps patients all over the globe needing valve replacement.

The Structural Heart operating unit offers minimally-invasive approaches to restore proper structure and function of the heart valves. We focus on the transcatheter replacement of the four heart valves—Aortic Heart Valve, pulmonic, mitral and tricuspid.

A Day in The Life

Territory Manager, Structural Heart

This position has the responsibility to achieve sales revenue targets for a specified territory, provide complete account management within that territory, and practice professional and effective territory management in terms of organization, technical expertise, administration, inventory management and expense planning and control.

In this role, you will:

  • Work with the team to achieve sales revenue and share targets, by promoting and selling defined Medtronic products and services to key specialists and technical staff
  • Establish relationships with implanters and all clinical stakeholders. Act as Medtronic's primary liaison and be the preferred partner for patient care
  • Understand the clinical and service needs of customers and provide highest level of clinical service and technical support to customers while seeking out efficiency
  • Provide clinical case support in hybrid theatres and cardiac cath labs to ensure proper use of the technology and deployment steps of the aortic heart valve
  • Pre-case planning via review of CT angiograms using 3mensio planning software.
  • Play a lead role in quarterly business reviews (QBR's) for your specified territory and actively contribute to the broader state QBR
  • Build an awareness and begin accessing key influencers, key hospital stakeholders and leverage relationships to execute on account strategies
  • Pro-actively manage case coverage requirements, effectively engaging other TMs where appropriate
  • Support sales activities by assisting in presentations to healthcare professionals on related educational and training topics
  • Practice effective communication by feeding back information regarding commercial and clinical opportunities and intelligence to relevant marketing and other divisional staff.
  • Consistently set and meet quarterly performance goals
  • Monitor field inventory effectively to ensure appropriate levels of inventory in each location relative to demand
  • Complete cycle counts of all required field locations on time and follow up on any missing stock
  • Retrieve all expiring product from field locations and return to the warehouse prior to expiry
  • All activities must be performed in compliance with the local Quality System.
  • Performs duties in compliance with environmental, health and safety related site rules, policies or governmental regulations.
  • Some after hours case support may be required
  • Travel requirement: less than 25%

Must Haves

  • Bachelors degree required
  • Minimum of 3 years of relevant experience and working knowledge of company products and services

Nice to Have:

  • A Bachelor's degree/Tertiary qualifications in nursing, general science, business degree or similar.
  • 3-5 years of sales experience in the healthcare industry and Cardiac Catheter Lab experience is highly regarded
  • Comprehensive clinical and technical knowledge including clinical papers. Asks skillful questions.
  • Comprehensive knowledge of account planning, territory management and forecasting
  • Adoption of consultative selling strategies: excellence in planning, execution and evaluation of sales calls
  • Advanced negotiation skills: works to facilitate negotiations which involve other businesses (CV)
  • Strong clinical and business relationships with customers
  • Advanced understanding of internal workings of hospital labs/ theatres / departments e.g. purchasing, consignment, clinics, patient and implant scheduling and key influencers
  • Computer literacy including sound knowledge of the MS Office suite of software.
  • Maintain a valid driver's license

Our Offer:

In our 5th Tenet of our Mission, we recognize the personal worth of employees by providing an employment framework that allows personal satisfaction in work accomplished, security, advancement opportunity, and means to share in the company's success.

We believe in rewarding our staff with a complete package of benefits designed to support them at every career and life stage. As a result, our employees have access to the following benefits, to name a few:

  • Health and Wellness allowance to contribute to your general wellbeing.
  • Range of on-demand online health and wellness training resources, apps, videos, and communities
  • We invest in professional training and development for employees at all levels.
  • Our Employee Resource Groups (ERG)- foster awareness and inclusion in the workplace.
  • Various insurance benefits include life and disability, salary continuances, salary sacrifice and Superannuation.
  • We have generous employee referral programs, corporate discount programs, leave benefits, and more

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health, and extend Life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

Medtronic has been servicing Australia and New Zealand since 1973. We are a Best Place to Work in Australia and certified as a Great Place to Work in Australia and New Zealand. LinkedIn named Medtronic as a top company in Australia in 2021. The AFR has also recognized Medtronic on their' Most Innovative Companies List' in 2019 and 2020. Learn more about working at Medtronic:

At Medtronic, we have an ongoing commitment to fostering a culture of inclusion, diversity, and equality. Therefore, we encourage candidates from all backgrounds to apply, regardless of their culture, religion, identity, ability, or race.

We are committed to achieving a diverse workforce and strongly encourage applications from our Aboriginal, Torres Strait Islander and Māori people.

Should applicants need assistance during the application process for accessibility reasons, we will accommodate this upon request.

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