Main Purpose :
Build and maintain strong relationships with implanters and all clinical stakeholders. Act as Medtronic’s primary liaison and be the preferred partner / consultant for patient care.
Promote and sell Medtronic’s products, features and benefits
Achieve sales revenue targets for a specified territory, by promoting defined Medtronic products to key specialists and technical staff
Understand the clinical and service needs of customers and provide highest level of clinical service and technical support to customers while seeking out efficiency
To ensure that the Company’s agreed quality standards are maintained with regard to its products, procedures, policies, operations and customer contact
Key Accountabilities :
Proactively keep abreast of current & future tenders / agreements / rebates affecting the territory and MDT internal processes & personnel / departments involved
Participate in tech services support activities
Focus on a chosen area of specialism e.g. EP, Carelink Express, new technology roll-outs etc.
Practice professional and effective clinical territory management in specified accounts and territory in terms of building and maintaining relationships, clinical selling and service, organisation, administration and expense planning / control and reporting
Pro-actively manage and execute clinical service requirements across territories, effectively engaging the relevant parties where most appropriate
Access key influencers and key hospital stakeholders to leverage relationships with clinical stakeholders and execute on account strategies
Achieve sales targets through effective sales and service strategies. Pro-actively manage and execute clinical service requirements for the territory.
Encourage a team environment by providing support in other territories as needed
Support sales activities by presenting to healthcare professionals on related technical issues, or for nursing staff on a more general pacing educational basis
Feedback information regarding commercial opportunities and commercial intelligence to relevant managers and other divisional staff. Utilise Salesforce.com
Ensure the highest level of clinical, technical and sales knowledge is attained and maintained
Consistently set and meet quarterly performance goals
Support clinical study activities in conjunction with the Clinical Research Manager
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
Observe all health and safety policies and procedures and take all reasonable care that actions or omissions do not impact on the health and safety of others.
Work within and actively promote Medtronic’s Mission, corporate strategies, policies, procedures and Code of Conduct. Comply with Medtronic’s Finance and Legal policies and procedures, respond to both Internal and External Audit enquiries in a timely manner, and ensure follow-up on Action Items to address Audit recommendations.
Customer focussed :
Able to build credible relationships with all clinical stakeholders within a hospital
Technical and Clinical expert :
Excellent level of clinical and technical CRHF Knowledge
Can consult with an unbiased Patient focus based on evidence and clinical data
Able to convey complex technical and clinical information succinctly to different audiences
Passion for clinical sales :
Ability to succinctly document a business plan, conduct account planning analysis and opportunity assessments
Solid ability to cultivate relationships with clinicians
Understanding of the customer value proposition
Embraces sales skills, systems and processes including salesforce.com (SFDC)
Team Player :
Communicates and cooperates effectively in a team
Follows team approach to win business
Able to set and reset priorities based on team and business needs
Enthusiastic, self-motivated and positive
Demonstrates a good awareness of others
Excellent communication and interpersonal skills
Good verbal communicator and presenter
Able to communicates with ease at different levels of hierarchy
Strong demonstrated ability to develop and relationships and communicate concepts with key clinicians
Enthusiastic, self-motivated and positive
Willingness to further develop technical and business / sales techniques
Assertive, confident, yet flexible
Resilient and persistent
Seeks feedback and works on development
Good time manager
Well organised, able to set and reset priorities
Experience and Knowledge :
3+ years previous clinical sales experience in medical devices preferred
Advanced clinical and technical knowledge including key clinical papers. Asks skillful questions.
Solid knowledge of account planning, territory management and forecasting
Solid understanding of internal workings of hospital labs / theatres / departments e.g. purchasing, consignment, clinics, patient & implant scheduling and key influencers
Demonstrable track record developing and successfully executing on project plans and performance goals
Computer literacy including sound knowledge of the MS Office suite of software.
Proven evidence of Medtronic Traits : - Mission Values : Consciously works to bring the Mission alive
External Focus : Customer responsive, competitive and market driven, leads and supports Change
Clear Thinking : Translates complexity into simplicity, articulates crisply and clearly
Driven to Win : Passionate and driven, makes tough decisions in difficult situations
Inspires Others : Authentic and sets a vision to inspire performance and engage others
Executes : Takes accountability for and consistently delivers consistent decisions, actions and results
Boundaryless : Breaks down silos, collaborates across organisational boundaries
Global : Culturally agile, strives to understand diverse market needs and responds with creative and effective solutions
Integrity and Compliance : Practice the highest ethical standards and integrity in every aspect of my job
Sound working knowledge of WHS (Workplace Health & Safety) / Risk Management / Workers Compensation legislation and Principles.
An understanding of the codes under which I operate, for example- Medtronic’s Business Conduct Standards, Code of Conduct and Anti-Corruption Policy Qualifications :
Bachelors degree / Tertiary qualifications in Clinical Technology, general science, business degree or similar. Post Grad qualifications highly regarded.
Coronary Care / ICU Catheter Lab experience highly regarded
Industry qualification e.g. IBRHE preferredOther Comments or Requirements :
Some out of hours work will be required
Some interstate travel will be required (occasionally)
Some international travel will be required (occasionally)
Physical demands : manual handling, lifting, sitting, standing and driving
Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services 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.
We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team.
Let’s work together to address universal healthcare needs and improve patients’ lives. Help us shape the future.
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 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.
ADA-United States of America)