Territory Manager, Cardiac Imaging & Structural Heart (Phoenix, AZ) - Johnson & Johnson MedTech, Electrophysiology
Johnson & Johnson
3 months ago
On-site
Phoenix, AZ
Sales
Territory Manager, Cardiac Imaging & Structural Heart (Phoenix, AZ)
Purpose
- Achieve sales goals in the assigned territory by driving adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and growing market share.
- Develop the structural heart imaging market in-territory by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital/Cath lab staff, and key opinion leaders; act as territory quarterback and indirectly lead a pod team that includes Ultrasound Clinical Account Specialists (UCASs); partner with Regional Business Directors (RBDs).
- Manage customer groups across hospital systems/IDNs and teaching/community hospitals; influence clinical and non-clinical stakeholders to support BWI ultrasound products and use a total account management approach.
Functional Responsibilities
- Partner with doctors and Cath lab administrators to set up equipment evaluations and address issues in a timely manner.
- Develop and execute selling strategies and strategic sales plans to achieve/exceed sales objectives.
- Own territory strategy: account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs (including market development).
- Create tactical/operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead/coordinate UCAS pod activity to drive product utilization; maintain regular communication to ensure alignment and optimal customer service.
- Demonstrate deep product/procedural knowledge, clinical/procedural excellence, and expertise in new product introductions.
- Provide information/support to identify trends, competitive conditions, and best practices.
- Capture and communicate voice-of-customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage cross-functional business partners within accounts/overlapping geographies to maximize resources and outcomes.
- Communicate business issues/opportunities to next management.
- Partner with TMs, UCASs, and RBDs to identify/resolve case issues and drive customer loyalty and business outcomes.
- Adhere to Health, Safety & Environmental guidelines and ensure required resources are available/maintained.
- Proactively ensure personal, pod, and company compliance with federal/state/local and company regulations, policies, and procedures.
- Mentor new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, and other requests) to meet quality standards and deadlines.
- Maintain vehicle safety protocols (Safe Fleet).
- Stay current on emerging technology/techniques, new product launches, and competitive entries; facilitate customer adoption.
- Stay current on industry best practices and emerging technologies in interventional cardiology/structural heart.
- Collaborate with EP commercial teams on adoption plans from targeting through implementation.
Qualifications
- BA/BS and 7+ years of professional work experience.
- 5+ years sales experience in cardiovascular medical devices focused on cardiovascular/interventional cardiology products; selling/supporting/managing structural heart products and therapies (TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging) preferred.
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Strong relationships with interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience working in a matrixed organization; collaboration across functions; knowledge of healthcare regulations and compliance requirements.
Required / Preferred Skills
- Required: Account Management, Analytical Reasoning, Problem Solving, Sales.
- Preferred: Collaborating, Cultural Competence, Customer Analytics, Customer Centricity, Healthcare Trends, Learning Agility, Market Knowledge, Market Research, Oracle Customer Data Management (CDM), Solutions Selling, Sustainable Procurement, Vendor Selection.
Physical Working Conditions / Requirements
- Exempt role with ability to set an effective schedule with flexible hours.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license; advanced computer skills; ability to multitask without direct oversight.
- Field-based work requires driving, walking, and use of phone/computer.
- Manage multiple projects/deadlines in a fast-paced environment.
- Travel in the US up to 80% as required.
- May occasionally lift up to 30 lbs.
Purpose
- Achieve sales goals in the assigned territory by driving adoption of 2D and 4D intracardiac echocardiography (ICE) in structural heart procedures and growing market share.
- Develop the structural heart imaging market in-territory by identifying new procedural opportunities, expanding ICE adoption into new IC programs, and transitioning from TEE-dependent workflows to ICE-guided procedures.
- Build and maintain relationships with physicians, hospital/Cath lab staff, and key opinion leaders; act as territory quarterback and indirectly lead a pod team that includes Ultrasound Clinical Account Specialists (UCASs); partner with Regional Business Directors (RBDs).
- Manage customer groups across hospital systems/IDNs and teaching/community hospitals; influence clinical and non-clinical stakeholders to support BWI ultrasound products and use a total account management approach.
Functional Responsibilities
- Partner with doctors and Cath lab administrators to set up equipment evaluations and address issues in a timely manner.
- Develop and execute selling strategies and strategic sales plans to achieve/exceed sales objectives.
- Own territory strategy: account prioritization, procedural targeting, and ICE adoption roadmaps across structural heart programs (including market development).
- Create tactical/operational plans and communicate them to UCASs, RBDs, and other team members.
- Lead/coordinate UCAS pod activity to drive product utilization; maintain regular communication to ensure alignment and optimal customer service.
- Demonstrate deep product/procedural knowledge, clinical/procedural excellence, and expertise in new product introductions.
- Provide information/support to identify trends, competitive conditions, and best practices.
- Capture and communicate voice-of-customer insights to clinical science, medical affairs, marketing, and R&D.
- Leverage cross-functional business partners within accounts/overlapping geographies to maximize resources and outcomes.
- Communicate business issues/opportunities to next management.
- Partner with TMs, UCASs, and RBDs to identify/resolve case issues and drive customer loyalty and business outcomes.
- Adhere to Health, Safety & Environmental guidelines and ensure required resources are available/maintained.
- Proactively ensure personal, pod, and company compliance with federal/state/local and company regulations, policies, and procedures.
- Mentor new sales staff as assigned.
- Complete administrative responsibilities (compliance training, expense reports, samples reporting, and other requests) to meet quality standards and deadlines.
- Maintain vehicle safety protocols (Safe Fleet).
- Stay current on emerging technology/techniques, new product launches, and competitive entries; facilitate customer adoption.
- Stay current on industry best practices and emerging technologies in interventional cardiology/structural heart.
- Collaborate with EP commercial teams on adoption plans from targeting through implementation.
Qualifications
- BA/BS and 7+ years of professional work experience.
- 5+ years sales experience in cardiovascular medical devices focused on cardiovascular/interventional cardiology products; selling/supporting/managing structural heart products and therapies (TAVI, LAAO, M/T TEER, TTVR, PFO, ASD, Cardiac Imaging) preferred.
- Documented sales awards/achievements preferred.
- Prior management experience a plus.
- Capital selling experience preferred.
- Strong relationships with interventional cardiologists.
- Strong analytical, project management, and communication skills.
- Experience working in a matrixed organization; collaboration across functions; knowledge of healthcare regulations and compliance requirements.
Required / Preferred Skills
- Required: Account Management, Analytical Reasoning, Problem Solving, Sales.
- Preferred: Collaborating, Cultural Competence, Customer Analytics, Customer Centricity, Healthcare Trends, Learning Agility, Market Knowledge, Market Research, Oracle Customer Data Management (CDM), Solutions Selling, Sustainable Procurement, Vendor Selection.
Physical Working Conditions / Requirements
- Exempt role with ability to set an effective schedule with flexible hours.
- Advanced knowledge of healthcare/medical device industry, disease states, and therapeutic/institutional trends.
- Successful completion of company training programs.
- Valid driver’s license; advanced computer skills; ability to multitask without direct oversight.
- Field-based work requires driving, walking, and use of phone/computer.
- Manage multiple projects/deadlines in a fast-paced environment.
- Travel in the US up to 80% as required.
- May occasionally lift up to 30 lbs.