Senior Territory Manager- San Diego, CA - Johnson and Johnson
San Diego, CA 92101
About the Job
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
For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefitsQUALIFICATIONS:
- Bachelor's degree required and/or equivalent work experience, advanced degree preferred
- Three years of healthcare and/or business-to-business sales experience required or equivalent level experience in a cardio/cardiovascular environment
- Medical Device sales experience preferred
- Cardiology/cardiovascular or medical device industry, with EP experience is preferred
- Documented sales awards and achievem ents preferred Prior management e xperience a plus
INTERNAL CANDIDATE QUALIFICATIONS:
- Performance rating of at least FM/FM for the past 3 of 4 rolling years, OR
- Performance rating of at least FM/E or E/FM for the past 2 years (accelerator)
- POD performance - demonstrated for 2 years:
- Top 25% for most recent 2 years or
- POD quota achievement for 3 of 4 rolling years
- Top 10% 2 out of last 3 years
REQUIRED KNOWLEDGE, SKILLS, ABILITIES and CERTIFICATIONS/LICENSES:
- Exempt position requiring the ability to establish an effective work schedule that accommodates frequent disruptions to routines and flexible work hours in accomplishing objectives .
- Must have and maintain advanced knowledge of healthcare industry, medical device industry, disease states, and therapeutic and institutional trends .
- Must successfully complete Company training programs .
- A valid driver's license issued in the United States
- A dvanced computer skills, and the ability to multitask without direct oversight of manager .
ADDITIONAL POSITION REQUIREMENTS
Must be willing and able to travel overnight locally, regionally, and nationally up to 40% . Must have valid driver's license in state of residence and clean driving record . Position requires periodic presence near and with heavy machinery, ability to lift 60 lbs , ability to wear heavy lead protective aprons and other safety equipment in lab environment.
RESPONSIBILITY FOR OTHERS (If applicable)
Serves as coordinator of activities and resources without direct authority for pod members in the assigned Territory, consisting of Clinical Account Specialists and Field Service Engineers
PHYSICAL WORKING CONDITIONS / REQUIREMENTS
Include any conditions that may require special or unique physical abilities . For example, "Must be able to stand for long periods of time, Must be able to lift up to 30 pounds above his/her head " . Or "This position will be performed in a clean room production environment, must be able to complete repetitive movements for extensive periods of time " .
LOCATION & TRAVEL REQUIREMENTS
- Location : San Diego, CA
- Travel: Indicate percentage of expected travel for domestic, international, or both.
EXTERNAL AND INTERNAL INTERACTIONS
Completes daily customer visits and interactions to exchange information and influence decision makers and stakeholders for selling and relationship building activity . Maintains account records as directed, sets regular appointments, presents technical information in group presentations and in one-on-one interactions. Assists physicians and healthcare professionals in deploying best practices within clinical setting on use of Company products . Communicates with RBD to discuss business plan implementation, issues and trends . Interacts with internal resource providers to gain resources and support for sales efforts . Coordinates efforts of pod members to drive business objectives .
Company management reserves the right to add, delete or otherwise alter assigned duties at any time . To perform this job successfully, an individual must be able to perform each essential duty satisfactorily . The minimum qualifications listed are representative of the knowledge, skill, and/or ability required . Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Johnson & Johnson is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.