The scope of the role will be Tuscany and Umbria.
These are the competencies that will make you successful:
Edwards’s product & portfolio knowledge: As a Territory Manager, you have a good understanding of aortic stenosis, and the patient condition. You find innovative ways to use this knowledge to drive your account’s strategic objectives and patient-based messages, showing how products can fulfil unmet needs.
Market and Economic Knowledge: You have excellent business acumen and adapt your style to communicate with both clinical and non-clinical stakeholders, including physicians, hospital administration and economic decision makers. You understand competitor products and capabilities, technically and clinically and regularly provides advice to customers on economic trends. You are seen by the customer as the "go to" source for market insights.
Territory and Business Management: You effectively manage your territory through tracking tools (e.g. SFDC, dashboards, account profiles) by creating plans that engage accounts in partnerships and aligned with long-term strategic thinking to improve the TAVI program. You think and plan big by maintaining and executing account plans to maximize performance and to drive tangible results. You are highly proficient in connecting hospital data with Edwards’ solutions and can communicate to the customer in a compelling way.
Sales Capabilities: The Territory Manager is an expert in guiding external stakeholders throughout the tender process and an expert in negotiation tactics. You organize and conduct regional workshops gathering account and clinical stakeholders to discuss opportunities to increase TAVI activity and motivate growth. This includes tailoring the THV value proposition and utilizing value-based selling approach to customer situations and needs.
Customer Leadership: The Territory Manager will develop strong working relationships with customers, utilizing internal relationships to drive territory strategy and build support to achieve goals. You use a consultative approach with your customers to understand unmet needs, and are able to build strong and lasting relationships with key decision makers to enhance the Edwards brand. You will have excellent organizational, communication and leadership skills to manage a complex sales process that has clinical and financial customers.
Disease & therapy knowledge : The Territory Manager is an expert in aortic stenosis. As an all-around therapy expert, you have extensive and detailed knowledge in the disease and patient condition and are seen as a trusted resource and partner by implanters and customers on Edwards’s devices’ application.
Teamwork and Leadership: The Territory Manager can work independently but remains a key member of the territory team. You understand the THV organization and can foster an environment where sharing best practices is the standard. You are a good listener and experienced in working with Field Clinical Specialists, Physicians and Hospital Leadership. You are highly capable of working collaboratively with colleagues within your region, as well as across functions including Marketing, Commercial Operations, Finance, and Strategy.
We are looking for someone with these skills
- Bachelor’s degree in Science or Business or related experience is required
- Experience in commercial position of pharmaceutical or medical device industry.
- Excellent interpersonal skills and the ability to interact effectively with territory and senior management colleagues
- A strong consultative selling skill set and the ability to strategically engage customers and stakeholders in value based discussions.
- Experience developing and successfully executing compelling account strategies, including a proven track record in business planning analysis and strategic account planning
- Firsthand experience working directly with customers, opinion leaders, technical experts, and professional staff as well as broad exposure to the healthcare industry and its competitors is preferred.
- Excellent written and verbal communication skills and the ability to communicate with a variety of stakeholders. This position will require close collaboration with internal stakeholders as well as external physician partners, and economic decision makers.
- Clinical data expertise: you can proactively apply your understanding of the latest clinical research in order draw links between clinical data and the accounts education about the therapy and TAVI technology.
- OR/Cath Lab management: willingness to acquire skill for basic support in the cathlab
- Proven track record of engaging and developing lasting relationships with a broad base of key stakeholders in complex clinical environments, such as mid and senior level healthcare professionals
