THV, Territory Manager
Edwards Lifesciences Corporation
Canada
3d ago

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
  • Qualifications

    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
  • Opportunity thinker
  • 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
  • About Edwards

    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.

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