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Job Details

Market Development Manager, Great Lakes Regional

Summary:  The Medical Market Development Manager (MDM) is responsible for executing the strategic market development and operational plan as directed by the Chief Commercial Officer, Regional Sales Director and Director of Marketing.  The MDM will closely collaborate with the Regional Sales Directors (RSDs) and Territory Managers (TMs) to launch our novel product.  The role of the MDM is to be the regional expert and leader building physician champions, selling economic value using our value presentation, customized economic value calculator, gaining VAC approval in targeted accounts.  Successful performance will be measured by account opening rate, achievement of sales quota, as well as other key objective metrics.  Success will be realized through developing and maintaining a comprehensive business plan to open new accounts or new departments.   The MDM must be seen as a credible, persuasive, ethical, and a trusted advisor with the best interests of the accounts and patients in mind.

Essential Duties and Responsibilities: 

• Develop and execute on regional market development business plans in a quarterly quota-based system by implementing market development strategies in targeted accounts.
• Gain access and develop the right physician champions in the targeted accounts leveraging corporate resources (e.g. value presentation, economic calculator, advisory boards, and senior executives).
• Make key presentations to gain the support of key stakeholders in targeted accounts, including physician leaders/influencers, VP/Executive Service Line Directors, VP/Directors of Supply Chain Management, and C-Suite staff.
• Develop KOL advocates to educate and influence key stakeholders outside of their own accounts regionally and even nationally.
• Support Corporate Accounts contract discussions with hospital and IDN leadership as required to gain account access, ensuring Cardiva meets or exceeds both ASP and revenue growth goals.
• Collaborate with the field team to coordinate account activities so the company acts as one integrated team.
• Accountable for compliance with Company policy and procedures, the Quality System and other regulatory requirements.
• Maintains company standards involving ethical and moral character, and always represents the company with the highest professional standards.

Qualifications: 

• History of developing the right physician champions for a novel medical technology, repeated success gaining approval from hospital and IDN Value Assessment Committees (VACs), influencing hospital leadership to adopt a new technology.
• Adept and experienced at creating and leveraging resources, including presentations, clinical data, healthcare economic models & calculator, advisory boards, etc.
• Demonstrated success creating and implementing new strategies, measuring results and adapting approach until success is achieved. 

• Action-oriented leader who possesses a great sense of urgency and strong work ethic.
• Possess an advanced Emotional Quotient (EQ) to thrive in a rigorous, demanding, fast-paced environment, possessing resiliency to bounce back to try an alternative approach until meeting or exceeding expectations.
• Ability to build partnerships within the company to meet or exceed jointly owned objectives.
• Demonstrated ability to establish personal credibility in the targeted territory to create a forum for delivering our message to clinical staff, administrators, and physicians as well as overcoming obstacles.

Experience/Education Requirements:

• BA/BS or equivalent experience preferred
• A minimum of 8+ years of related experience in medical sales, market development, HealthCare Economics & Outcomes Research (HCEOR) is preferred.
• MBA or MHA preferred

Skills:

• Demonstrated consultative selling skills in a complex sales cycle in the medical field.  Must have a history of success selling to multiple stakeholders, including physician leaders, service line VPs/executive directors, IDN leaders, and C-Suite personnel.
• Proven business acumen with the ability to utilize clinical data, business analytics, targeting & prioritizing key accounts along with stakeholders.
• Successful history of following and developing best practices while adapting as necessary to accomplish commercial objectives. 

Physical Demands:

• May require occasional lifting of up to 25 lb.

Work Environment:

• Hospital, cath lab, physician offices
• 50% domestic travel

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