Therapy Expansion Leader Cardiac Rhythm Management - Richmond, VA (Finance)

We anticipate the application window for this opening will close on - 18 Nov 2024

At Medtronic you can begin a life-long career of exploration and innovation, while helping champion healthcare access and equity for all. You'll lead with purpose, breaking down barriers to innovation in a more connected, compassionate world.

A Day in the Life
Ideal candidate will have previous Medtronic Diagnostic sales experience.
Careers That Change Lives

Medtronic is a pioneering leader in the medical device industry, committed to enhancing patient care through innovative diagnostic solutions. We are seeking passionate and dynamic individuals to join a new CDS Field Team who will help shape and lead local market development by improving patient access, referral pathways, and relationship building. This team will be responsible for engaging the CDS Marketing Team, CRM Sales Team, and customers in building better pathways and driving referrals in the Stroke, Syncope, Heart Failure, and Atrial Fibrillation (AF) markets while ensuring the adoption and growth of the Medtronic LINQ family of ICMs and future diagnostic products.

As the Cardiovascular Diagnostics & Services (CDS) business continues to grow and enter new disease areas, the Therapy Expansion Leader role has been created to lead and drive further indication penetration and expansion in the Insertable Cardiac Monitor (ICM) market.

As a member of the Field Team, you will play a critical role in driving the growth of our diagnostic solutions in the cardiovascular and neurology sectors. You will collaborate with cross-functional teams to lead regional strategic initiatives aimed at increasing market penetration and patient access, driving referral pathway development initiatives, collaborating with key partners to execute tactics, and establishing the need of LINQ family of ICMs as essential tool for healthcare providers.

We are seeking bold leaders who will push the boundaries of the ICM market with us, the market leaders. Be a part of a company that thinks differently to solve problems and deliver meaningful product and business innovations.

Position Responsibilities:

Market Analysis:

• Analyze and conduct in-depth regional opportunity assessment to identify trends, opportunities, and competitive dynamics specific to ICM technology.
• Gather, identify and disseminate strengths, weaknesses, opportunities, and threats (SWOT analysis) related to local market, competitors' products, and services.
• Together with the Regional Directors, partner with third-party collaborators

Strategic Development & Execution:

• Lead the strategic development of regional referral pathways for the LINQ family of Insertable Cardiac Monitors (ICMs). Collaborate closely with marketing, CRM Field teams, clinical experts, healthcare economics, and strategic sales to enhance Medtronic brand-driven referrals and expand the utilization of ICMs across multiple indications.
• Lead the execution of market development initiatives to drive referral pathway development
• Quantify the impact of the market development activities and help to build the need of LINQ family of ICMs versus short term monitor and wearable devices.
• Identify and expand target customer segments and create partnerships with (Gen Cards, Neurologists, Interventional Cardiologists, Allied Health Professionals, etc), and hospital executives to develop awareness and tailor marketing strategies to meet their specific needs.
• Partner with the health economics team and regional economics managers to leverage our value proposition to improve patient outcomes and access to care, while maximizing cost-effectiveness
• Collaborate with local sales and clinical partners to promote Medtronic's products and services within an assigned geographic area and /or specific customer accounts to drive revenue and ensure alignment with broader organizational launch and therapy objectives

Stakeholder Engagement:

• Establish and maintain long-term relationships with regional key opinion leaders, industry stakeholders and healthcare professionals, such as Medical Directors, EPs, Cardiologists, Neurologists, Hospitalists and referring providers to advocate for the adoption of ICM technologies.
• Organize and participate in targeted regional educational programs, society events, workshops, and conferences related to market development areas of opportunity.
• Gather market intelligence to enable patient care pathways for the current LINQ family of ICMs and future products.
• Drive the expansion & activation of new channels and implanters in the Cardiovascular and Neurology market.

Product Development Support:

• Develop recommendations and engage marketing to create program enhancements that inform product development
• Communicate customer feedback on new products and/or modifications to existing products or applications to internal stakeholders including R&D, Operations and Marketing.
• Gain a deep understanding of awareness initiatives and customer programs to ensure alignment of materials, programs, solutions, data, and resources that support strategy and activity

Sales Support and Enablement:

• Equip and empower the CRM Field with the necessary training, tools, and resources to effectively communicate the benefits of our products effectively and drive clinical awareness.
• Develops and drives appropriate portfolio management strategy in collaboration with the Business Units to expand and protect market share, develop value-added programs, and build relationships with strategic partners across CRM/CV.
• Lead and execute product launches in partnership with the CRM Field.
• Maintain a high level of communication with appropriate CRM sales and leadership within assigned geography.
• Assist in disseminating clinical evidence and case studies to support the efficacy and value of our diagnostic offerings.
• Support and exemplify a strong culture for the Market Development Specialist team, centered around collaboration, customer orientation, ethics, and execution

Performance Tracking:

• Monitor performance metrics and market penetration data to assess the effectiveness of marketing and sales strategies.
• Utilize the CRM customer relationship management software to input and track activity for quarterly productivity reporting

Administrative Responsibilities:

• Maintain compliance, administrative, and expense requirements within the Medtronic guidelines
• Schedule travel arrangements to ensure multiple objectives are accomplished.
• Maintain hospital eligibility/access with various vendor credentialing services.

Must Have - Basic Qualifications:

• Bachelor's Degree; 5 years of experience in marketing, market development, or sales
• 5 years of experience in expanding a therapy indication and developing a new therapy pathway (i.e. stroke protocol), including implementation of key tactics, execution and performance tracking

Nice to Have - Desired/Preferred Qualifications:

• Experience in expanding a current indication and developing a new therapy area, including implementation of key tactics, execution and performance tracking
• Experience leading and/or influencing cross-functional teams
• Experience developing relationships with KOLs and working in the CV suite of a hospital, such as Cath Lab, CV program coordinator, or CV program leadership
• Strong business acumen and understanding of Cardiovascular Diagnostic business and/or ICM space would be preferred
• Excellent verbal communications & presentation skills
• Ability to travel up to 75% of the time dependent on the scope of the territory and needs of the business strategy.
• Healthcare marketing or consultative selling experience in medical devices, pharmaceuticals highly desired
• Ability to partner & collaborate across various functions
• Strong project management and influence management skills

Physical Job Requirements:

The physical demands described within the Responsibilities section of this job description 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 temporary or permanent adaptive needs to perform the essential functions.

• Frequent required travel to customer clinics, hospitals, and offsite meetings. While performing the duties of this job, the employee is regularly required to be independently mobile.

• Continuous verbal and written or printed communications, including through electronic devices (mobile phone and PC)

• Sitting, standing and/or walking for up to eight plus hours per day

• Specific vision abilities required by this job include close vision, distance vision, depth perception and ability to adjust focus.

Responsibilities may include the following and other duties may be assigned.

• Promotes and sells Medtronic's Cardiac Rhythm and Heart Failure products and services within an assigned geographic area and /or specific customer accounts to meet or exceed sales targets.
• Responsible for developing, building, and strengthening long-term relationships with stakeholders including, but not limited to hospitals, physicians, and key opinion leaders.
• Responsible for pursuing leads, assessing needs and providing product services to maximize the benefits derived from Medtronic's Cardiac Rhythm and Heart Failure products and/or services.
• Promotes the expanding service of Medtronic's CRHF products and services to existing and competitive customers.
• Conducts and/or evaluates market research including customers and competitors activities.
• Develops and/or implements market development plans/strategies and changes as needed.
• Communicates customer feedback on new products and/or modifications to existing products or applications to internal stakeholders including R&D, Operations and Marketing.

SALES PROFESSIONAL CAREER STREAM: Typically sales professional individual contributors with direct sales responsibilities. May direct the work of other lower level sales professionals or manage sales processes and / or accounts involving multiple team members. The majority of time is spent establishing and maintaining customer relationships, developing new customer relationships, implementing sales strategies and closing sales.

DIFFERENTIATING FACTORS

Autonomy: Seasoned sales professional managing large accounts involving multiple team members.
Secures and maintains product distributions and/or services, and maintains effective agreements.
Works independently with limited supervision.
Builds a network of relationships.

Organizational Impact: Works to achieve individual sales targets and execute on sales plans by developing new accounts and/or expanding existing accounts, expanding market presence, and building strong client base.
Has significant impact on achieving department's sales results and may contribute to the development of goals for the department and planning efforts.
Works on one or more large accounts, involving multiple team members.
Drives adoption and penetration in accounts.

Innovation and Complexity: Makes improvements of sales processes, and tools to enhance performance of the job area.
Recommends changes in account strategy and tactics to achieve sales goals.
Demonstrates good judgment in selecting methods and techniques for obtaining solutions.

Communication and Influence: Influences internal contacts (within the job area) and external suppliers, customers and / or vendors regarding policy, practices and procedures.
Communicates with external suppliers, customers and / or vendors, involving advanced negotiation and / or presentations in order to manage relationships and close sales.

Leadership and Talent Management: Normally receives little instruction on day-to-day work, general instructions on new assignment.
May be responsible for providing guidance, coaching and training to other sales professionals and / or support employees.
May manage large accounts at this level, requiring responsibility for the delegation of work and the review of others' work product.

Required Knowledge and Experience: Requires advanced knowledge of job area typically obtained through education combined with broad sales experience.
Career-level sales representatives, who are fully qualified, experienced professionals.
Requires a Baccalaureate degree (or for degrees earned outside of the United States, a degree which satisfies the requirements of 8 C.F.R. • 214.2(h)( 4)(iii)(A) and minimum of 5 years of relevant experience and complete knowledge of company products and services .

Physical Job Requirements

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position, but they are not an exhaustive list of all the required responsibilities and skills of this position.

The physical demands described within the Responsibilities section of this job description 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. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role.

Benefits & Compensation

Medtronic offers a competitive Salary and flexible Benefits Package
A commitment to our employees lives at the core of our values. We recognize their contributions. They share in the success they help to create. We offer a wide range of benefits, resources, and competitive compensation plans designed to support you at every career and life stage.

Salary ranges for U.S (excl. PR) locations (USD):$120,000.00 - $120,000.00

The base salary range is applicable across the United States, excluding Puerto Rico and specific locations in California. The offered rate complies with federal and local regulations and may vary based on factors such as experience, certification/education, market conditions, and location. Compensation and benefits information pertains solely to candidates hired within the United States (local market compensation and benefits will apply for others).

In addition to Base Salary, this position is eligible for a Sales Incentive Plan (SIP), which provides the opportunity to earn significant incentive compensation for achieving or exceeding your goals. Learn more about total rewards here.
https://www3.benefitsolver.com/benefits/BenefitSolverView?DO_NUM=182665432&error_page=errorpage&page_name=public/download_document&current_page=admin/refcenter/index&session_co_num=30601&CSRF=aa8b608e81c0aa2acc1346278c504be7963ad2607c15b238282af8d3b5ef0007

Medtronic benefits and compensation plans

About Medtronic

We lead global healthcare technology and boldly attack the most challenging health problems facing humanity by searching out and finding solutions.
Our Mission - to alleviate pain, restore health, and extend life - unites a global team of 90,000+ passionate people.
We are engineers at heart- putting ambitious ideas to work to generate real solutions for real people. From the R&D lab, to the factory floor, to the conference room, every one of us experiments, creates, builds, improves and solves. We have the talent, diverse perspectives, and guts to engineer the extraordinary.

Learn more about our business, mission, and our commitment to diversity here .

It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.