What are the responsibilities and job description for the Coronary District Sales Manager position at Cardiovascular Systems, Inc.?
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Job Summary:
- Increase coronary sales by developing new users and driving adoption and continued use of OAS in target accounts, with specific focus on the highest volume coronary interventionalists
- Build meaningful partnerships with KOLs and other high volume coronary interventionalists in target accounts
- Launch (or re-launch) coronary device in target accounts, including:
- Partner with hybrid DSMs and RSM to create account business plans and implement Coronary growth strategies with target physicians. This might include:
- Developing belief and clinical confidence with OAS use among new and existing users, fellows, support staff, District Sales Managers (DSMs), and Regional Sales Managers (RSMs) in target accounts
- Pre-procedural planning and case debrief with physician
- Setting physician expectations before, during and after a case by painting a picture of what success looks like for the physician, staff and administration
- Anticipating and adapting to challenges, and coaching physician and staff through complex clinical situations
- Use corporate programs and resources to drive sticky adoption with new and existing OAS users
- Coordinate with the CSI clinical research team and clinical trial sites to develop and execute process for patient screening and selection
- Enhance Coronary expertise of hybrid DSMs by showing them what good looks like and providing constructive feedback
- Meet additional expectations as defined by Sales Management
- Adherence with all company policies and procedures; e.g., CSI Code of Conduct, AdvaMed, etc.,
- Compliance with all relevant clinical and regulatory body guidelines
- Adherence to customer account policies and procedures where applicable
- Compliance with all safety standards, policies and regulations
- Compliance with all other standards, policies and legal requirements related to this position
- Negotiating all aspects of launching a new technology
- Delivering tools and resources to facilitate adoption, including customized training plans for physicians, administration, and staff
- Articulating clinical and economic value proposition and success stories to all stakeholders
- Demonstrating and in-servicing OAS to key individuals and departments
- Guiding new users through the certification process
- Maintaining momentum with OAS use after certification through customer engagement in the lab, calcium awareness programs, coordinating peer-to-peer interactions, and other activities to drive belief and clinical confidence with OAS
Minimum Qualifications:
- Bachelor’s degree in science or business
- 5-10+ years of interventional cardiology device selling experience in a complex and highly clinical hospital setting
Knowledge, Skills and Abilities Required for Successful Job Performance:
- Experience launching a disruptive new technology in the coronary space, and successfully changing treatment algorithms
- Understand what is needed to sell a premium product, with demonstrated success selling clinical and economic value, and overcoming barriers to adoption with external customers: Interventional cardiologists and cath lab clinical staff, Purchasing directors, Hospital administration
- Comfortable presenting clinical and economic data, interpreting and demonstrating trends from the data and presenting data to physicians, hospital executives, and other clinical and non-clinical personnel in a compelling and credible fashion.
- Experience calling on multi-functional stakeholders in a hospital, and building relationships with key thought leaders
- Complete mastery of the coronary anatomy, physiology and interventional procedures.
- Full understanding of interventional products, and the different products from the companies in this space commonly used for complex coronary PCIs.
- Consistent success working in a variety of business conditions and in a collaborative environment
- Experience providing clinical training and leadership to sales reps in the field
- Documented success in training interventional cardiologists on products and procedures
- Demonstrated skills in sales planning , organization and execution
- Continual self-development and passion for a mission
- Computer (PC) literacy
Working Conditions:
- Infectious disease; Radiation; Blood borne pathogens
- Must be able to wear all required personal protective equipment (PPE)
- Ability to work in Operating Rooms and Cath Labs
- Able to travel 50+% of the time, occasionally with very little notice
- Ability to travel by car and plane. Must have valid driver’s license for state of residency.
- Ability to conduct company business outside of the typical Monday through Friday,
- 8:00am to 5:00 pm, work-schedule preferred
Compliance:
- Adherence with all company policies and procedures; e.g., CSI Code of Conduct, AdvaMed, etc.,
- Compliance with all relevant clinical and regulatory body guidelines
- Adherence to customer account policies and procedures where applicable
- Compliance with all safety standards, policies and regulations
- Compliance with all other standards, policies and legal requirements related to this positions