Senior Territory Manager- San Diego, CA
Company: Disability Solutions
Location: San Diego
Posted on: May 3, 2024
Job Description:
At Johnson & Johnson, we believe health is everything. Our
strength in healthcare innovation empowers us to build a world
where complex diseases are prevented, treated, and cured, where
treatments are smarter and less invasive, and solutions are
personal. Through our expertise in Innovative Medicine and MedTech,
we are uniquely positioned to innovate across the full spectrum of
healthcare solutions today to deliver the breakthroughs of
tomorrow, and profoundly impact health for humanity. Learn more at
. The Sr. Territory Manager (TM) is accountable to achieve the
sales goals in the assigned territory by delivering market share
and market share growth, as well as other key metrics. The Sr. TM
is responsible to build and maintain mutually beneficial
relationships with physicians, hospital, EP laboratory staff, and
key opinion leaders in order to grow and develop business. The Sr.
TM indirectly leads a team (pod) including Clinical Account
Specialists (CAS's) and partners with Field Service Engineers
(FSE's) to ensure alignment and coordination in meeting business
objectives. The Sr. TM is responsible to manage all aspects of the
customer group, which may include members of large hospital
systems/IDNs, teaching, city and community hospitals. The Sr. TM
influences clinical and non-clinical stakeholders within assigned
account base to support the use of all BWI products. The Sr. TM
approaches each customer from a total account management
perspective, by leveraging resources appropriately, collaborating
with internal and external partners, including stakeholders such as
HCPs, Administrators, C-Suite, Quality, Case Management, and other
emerging influencers. DUTIES & RESPONSIBILITIES Under (e.g. limited
supervision, general direction, etc.) and in accordance with all
applicable federal, state and local laws/regulations and Corporate
Johnson & Johnson, procedures and guidelines, this position:
- Applies business analytics to recognize opportunities,
strengths, trends, and to monitor the effectiveness of the business
plan. Adjusts the plan to minimize the impact of competition and
maximize sales opportunities.
- Owns all customer relationships by serving as the direct line
of contact to all customers, stakeholders and influencers.
- Provide expert clinical product and technical assistance and
training to physicians and EP Lab
- Staff on the effective use of BWI's catheter products and
systems (e.g., The CARTO-- System and appropriate software modules
including CARTOMERGE---, CARTOSOUND --- and the Stockert RF
generator) during case procedures within an assigned geography, and
in a manner that leads to meeting and exceeding business
goals.
- Educate customers on all BWI products to optimize effective
usage by providing technical and clinical information and
in-service trainings. Shares best practices to increase value for
customers.
- Provides current BWI products' instructions for use (IFU), best
practices and technical troubleshooting, as well as relevant
scientific clinical literature and new product information.
- Prioritizes time and maximize resources to drive sales
growth.
- Applies account management techniques, such as segmentation,
research, relationship building, and superior resource management
skills throughout assigned territory, to increase market share for
all BWI products
- Travels independently to and conduct calls with a variety of
key stakeholders to enhance product usage by achieving optimal
product availability and case support.
- Gains influencer support for the use of all company products
while gaining access to, and developing long-term relationships
with, additional key stakeholders.
- Advances awareness and business opportunities for BWI
throughout the EP marketplace through the execution of national,
regional, and local promotional campaigns.
- Effectively cultivates and leverages relationships with
stakeholders. Manages business and facilitates case support to
ensure customer needs are met.
- Acts as a business and technical resource for hospital staff
members by providing product expertise and clinical knowledge as
necessary.
- Partners with doctors and EP lab administrators to set up
equipment evaluations and facilitate solutions to issues in a
timely manner.
- Performs pricing analysis for hospitals and hospital systems in
order to produce mutually beneficial contracts for BWI and
hospitals.
- Indirectly leads a pod of CAS's by coordinating strategic
efforts in order to drive product utilization throughout the
assigned territory. Maintains regular communication with pod
members to ensure alignment and consistency in providing optimal
customer service, while maximizing the pod members' time and
efforts.
- Oversees the appropriate use of, and customer interaction, of
per diem clinical support
- Serves as a source of information and support to pod members
and internal partners in identifying trends, understanding
competitive conditions and sharing knowledge of best practices
within the marketplace.
- Leverages J&J business partners within customer accounts
and overlapping geographies to maximize the use of resources and
increase business outcomes.
- Maintains open lines of communication with FSE's in order to
ensure prompt repairs and ongoing maintenance for all systems
within the assigned territory.
- Responsible for communicating business related issues or
opportunities to next management level.
- Partners with the CAS's and FSE's to identify and resolve case
issues and provide support to engender customer group loyalty and
increase business outcomes.
- Adheres to all Company guidelines related to Health, Safety and
Environmental practices. Ensures that all resources needed to meet
Company guidelines are available and in good condition.
- Proactively ensures personal, pod and Company compliance with
all Federal, State, local and Company regulations, policies, and
procedures.
- Provides mentoring for new sales staff members as
assigned.
- Organizes and completes administrative responsibilities
efficiently, including timely completion of compliance training,
submission of expense reports, samples reporting and other requests
and assignments. Meets Company quality standards and established
deadlines.
- Maintain company vehicle safety protocols (Safe Fleet) in
accordance with all company guidelines.
- Stays current in emerging technology and techniques and all
aspects of company new product launches and competitive
entries.
- Facilitates customer adoption of new products, technologies and
techniques.
- Responsible for communicating business related issues or
opportunities to next management level
- Responsible for ensuring subordinates follow all Company
guidelines related to Health, Safety and Environmental practices
and that all resources needed to do so are available and in good
condition
- Responsible for ensuring personal and Company compliance with
all Federal, State, local and Company regulations, policies, and
procedures
- Own business planning
- Facilitate G&O development/alignment for pod members
- Own relationship with stakeholders in aligned accounts
- Influence territory culture
- Mentor/coach others
- Performs other duties assigned as needed The anticipated base
pay range for this position is $56,000 to $85,100. The Company
maintains a highly competitive sales incentive compensation
program. Under current guidelines, this position is eligible for
participation in this program in accordance with the terms of the
applicable plan. The Company maintains highly competitive,
performance-based compensation programs. Under current guidelines,
this position is eligible for an annual performance bonus in
accordance with the terms of the applicable plan. The annual
performance bonus is a cash bonus intended to provide an incentive
to achieve annual targeted results by rewarding for individual and
the corporation's performance over a calendar/performance year.
Bonuses are awarded at the Company's discretion on an individual
basis. This position is eligible for a sign-on and/or early
incentive bonus. This position is eligible for a company car
through the Company's FLEET program. OR This position is eligible
for a car allowance through the Company's Fleet program.
- Employees and/or eligible dependents may be eligible to
participate in the following Company sponsored employee benefit
programs: medical, dental, vision, life insurance, short- and
long-term disability, business accident insurance, and group legal
insurance.
- Employees may be eligible to participate in the Company's
consolidated retirement plan (pension) and savings plan
(401(k)).
- This position is eligible to participate in the Company's
long-term incentive program.
- Employees are eligible for the following time off
benefits:
- Vacation - up to 120 hours per calendar year
- Sick time - up to 40 hours per calendar year; for employees who
reside in the State of Washington - up to 56 hours per calendar
year
- Holiday pay, including Floating Holidays - up to 13 days per
calendar year
- Work, Personal and Family Time - up to 40 hours per calendar
year Additional information can be found through the link below.
For additional general information on Company benefits, please go
to: -
Keywords: Disability Solutions, San Diego , Senior Territory Manager- San Diego, CA, Executive , San Diego, California
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