Role Purpose :
Under the supervision of the Regional Sales Manager / Business Unit Manager, the Territory Manager will create and develop the THV market in the given territory.
He / She will have to achieve the sales targets accordingly.In close cooperation with the assigned Field Clinical Specialist the Field Team’ is responsible for overarching goals :
maintain and grow our market share
maintain healthy market growth
improve clinical outcomes
optimize the quality of procedures and processes focusing on economic value
customer understand our innovation strategy and therefore support our premium price strategy
be trusted partners or our customers and we motivate the TAVI physicians to fight for EW THV’s
The Field Team’ is responsible and accountable for the success’ in the THV market :
Commercial Success (measured by : sales volume growth, market share, ASP)
Clinical Outcome quality (measured by : PSR, in hospital mortality, stroke, ppm and other major complications)
Market growth (measured by the quantitative growth of TAVI in the given territory)
The Field Team’ is responsible to maximize field presence in the sense of
Maximizing attendance of TAVI procedures (with and Edwards THV)
Maximizing customer facing time
Major Job Functions :
Sell company’s medical device products by interacting with established customers (physicians, medical labs, materials management, hospitals with main points to Heart Teams including Interventional Cardiologists, Cardiac Surgeons, and Administrators) and develop prospects
Identify and pursue new customers (physicians and hospitals) and lead the efforts in activating new centers, from initial planning to activation (including launch and clinical sign-off)
Develop sales forecasts for territory, including local strategies
Maintain in-service of products; ensure customers preparation to use Edwards’s products.
Prepare and negotiate price offers / contracts in collaboration with senior management
Manage product stock and / or consignment
Prepare sales reports : sales activities, product promotions, competition products and price
Create and maintain a Territory Action Plan’ (TAP) in collaboration and alignment with the assigned Field Clinical Specialist’.
Execute the TAP according to plan.
Communicate and explain clinical data
Educate physicians on physiological concepts
Lead market and therapy development activities focused increasing therapy awareness in the community, specifically among referring community
Maintain market data and analysis, competitor and customer activities
Reporting of business and customer related information in Salesforce.com’
Manage expenses and submit timely expense reports
Represent Edwards at local and national meetings and societies as needed
Participate in all necessary training and planning events
Ensure to report all products and procedures complaints to the local Quality & Regulatory departments within 24hours compliance management
Required Education / Skills :
Preferably educated to degree level
Talented selling skills and business acumen
Leadership good capabilities to drive customers
Strong communicator and creative individual
Passion and strong motivation
Excellent planning, organization and project management skills
Advanced level of clinical skills and comfortable with hands-on clinician training
Flexible person and able to travel extensively
Able to adapt easily to different customers and different business strategies
Independent and team work
MS Windows and Office Suite
Fluent in English and the given territory local language
Full clean driver’s license
Required Experience :
Prior experience in sales is needed
Knowledge of the operating room or cathlab environment is a plus
Established network in the interventional cardiology market is an advantage
Edwards Lifesciences is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring.
Driven by a passion to help patients, the company collaborates with the world's leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives.
Headquartered in Irvine, California, Edwards Lifesciences has extensive operations in North America, Europe, Japan, Latin America and Asia and currently employs over 10,000 individuals worldwide.
For us, helping patients is not a slogan - it's our life's work. From developing devices that replace or repair a diseased heart valve to creating new technologies that monitor vital signs in the critical care setting, we focus on helping patients regain and improve the quality of their life.
Edwards is an Equal Opportunity / Affirmative Action employer including Minorities, Females, Protected Veterans, and Individuals with Disabilities.