Territory Manager

General Responsibilities:

• Reports to the hiring Regional Sales Manager and has responsibility for managing the specific territory discussed.
• Provide leadership and performance to ensure that company goals are achieved.
• Responsible for targeting, qualifying, and training key spine surgeons and starting the scheduling of cases to implant the system.
• Responsible for coordinating the training of all local surgeons.
• Responsible for meeting goals and quotas communicated by the Regional Sales Manager.
• Responsible for meeting with key opinion leaders in the spine to drive company business and acceptance of SIJ diagnosis and treatment.
• Coordinate the hospital approval process and the referring surgeon education programs to the local communities of pain management physicians.
• The Territory Sales Manager must at all times act and conduct company business in an honest, ethical, and strictly legal manner, complying with the Code of Conduct, other company policies, the AdvaMed Code, and all applicable laws and regulations, whether national, regional, state or local.  This individual is encouraged, expected, and required to report any suspected violations of laws, regulations, the Code, or any other Company policy, and all other suspected unethical behavior.  The company does not tolerate retaliation in connection with making good-faith reports of suspected violations.

Specific Responsibilities:

• Establish rapport and a solid working relationship with the surgeons and all employees.
• Manage all travel & entertainment expenses responsibility and within company-outlined operating budgets.
• Work closely with sales management to align priorities and create a sense of urgency to ensure successful endpoints are achieved and timelines are met.
• Execute and refine the clinical support, selling, referral education programs, and reimbursement strategy.
• Provide the necessary reporting materials and communicate effectively and openly to the Regional Sales Manager & Senior Management Team as required.
• Develop rapport with key opinion leaders in the spine field.
• The territory Sales Manager is responsible for in-service and educating all Nurses and Scrub Technicians in the operating room setup and use of the Company instruments during the surgical procedure.
• Consult with the X-Ray Technicians at hospitals and obtain the necessary images required during the surgical procedure.
• Answer questions from the surgeon pertaining to the procedure during the surgery.
• Responsible for In-servicing and educating the sterile processing department on the care, handling, and sterilization parameters of the instrument system.
• Responsible for the management of implant shelf life and instrument sets provided to them.  Damaged or expired products are to be returned to the company.
• Provide information to the circulating nurse and operating room purchasing department on implants and disposal items used during the procedure.
• Support the Company’s Quality System.

Expertise and Personality:

• Have a demonstrated ability to communicate effectively and work well with senior management.
• Have a consistent career history of strong, effective leadership, a self-starter attitude, and team building.
• Be a positive, self-confident, decisive team member who has excellent communication skills in both oral and written formats, as well as excellent listening skills.
• Be a proactive person who attacks problems, displays initiative and perseverance in order to bring about meaningful change, and is open and responsive to new ideas.
• Be known as a person who has high integrity, sound character, a tremendous work ethic, and the passion to succeed.

Education and Experience:

• Bachelor’s degree and currently or recently served in a sales territory management position of a high-growth, medical device organization whose products are marketed to a medical specialty practice and worked in that leadership capacity for a minimum of 5 years.
• Experience in Orthopedics is highly desired.
• Spine experience is also a plus.
• Have experience working with local spine surgeons and product advocates.