Regional Practice Manager

Position Overview: The Regional Practice Manager (RPM) is responsible for developing and leading a sales team of combined Neurostar Practice Consultants (NPC’s) and Clinical Training Consultants (CTC’s), as well as for managing the sales activity within a defined market. This includes building a highly trained and motivated regional sales and clinical training team that shares his/her vision of excellence while exhibiting the highest level of ethical behavior. The RPM ensures that the sales team produces a sales volume and utilization growth of NeuroStar Treatment Sessions (NSTS) at or above the assigned quota while achieving short and long-term company objectives, and that the clinical training team delivers high quality training to call customers. The RPM also achieves regional sales revenue targets through effective sales team management, organization, administration, expense maintenance, profitability, trade show representation, customer service, practice consulting, and ongoing customer support.

Essential Duties/Responsibilities:

• Reviews sales quotas in relation to product penetration and existing market share, opportunities, drivers and barriers in in the region, and works to maximize sales in this environment. Ensures sales team members meet quota goals for both revenue and utilization of Treatment Sessions.
• Works with Director of Sales to develop and execute strategies for maintaining treatment session ASP within existing accounts, and for holding existing customers accountable to agreed-upon treatment volume commitments if under a set pricing contract.
• Works with NPC team to educate and drive adoption of all marketing initiatives with quarterly business reviews in each to identify opportunities and measure success.
• Facilitates weekly one-on-one conversations with each team member to review: previous and upcoming week’s activities with a strong focus on revenue generating activities for NPC’s and clinical training activities for CTC’s, progress towards sales goals, training needs, individual customer needs, ongoing strategies to drive business and volume growth, key upcoming appointments in which RPM’s involvement may be required, etc.
• Manages all administrative and reporting requirements of his/her direct reports and completes own administrative and reporting duties consistently and in a timely manner.
• Manages regional CTC clinical training calendar and travel schedule and facilitates coverage of all upcoming clinical training needs/ activities throughout the region.
• Uses his/her own strong base of medical device/industry knowledge and experience to continually develop the skills and abilities of his/her sales team members.
• Uses all available resources to facilitate continuous development of team members in the areas of product and competitor knowledge, the applicable disease state, and managed care opportunities
• Spends 2 (two) or more days per week in the Field working with individual sales team members.
• Encourages team members to focus on problem solving by using all tools and resources available to them to support their management roles and activities
• Ensures his/her direct reports are continuously developing and executing on strategies for treatment session volume growth, as well as identifying and communicating opportunities for additional capital sales to their Business Development Manager (BDM) counterparts.
• Uses sales analysis reports to consider territory strengths and opportunities for enhanced sales revenue growth
• Manages key customer relationships in an evolving business environment; frequently identifies opportunities that could emerge into grander scale opportunities as well as best practices in customers that they share within and across the regions
• Remains up to date on all current clinical development projects (both company sponsored and investigator-initiated). Maintains familiarity with the process of directing customers to the Medical Affairs team for requests for medical information and clinical study support through the Investigator Initiated Trial program. Partners with the medical operations team, particularly as it relates to working compliantly across all areas from HCP communication to expense reporting.
• Partners closely with the Clinical Training team to ensure that all CTC’s and NPC’s are certified and kept current on any new directives, protocols or equipment or software updates.
• Partners with marketing for the creation of new sales materials and pull-thru within the region. Provides voice of customer and voice of field input on messages, tools, and compliance, and training needs to Marketing and Sales training.
• Collaborates with the reimbursement team to identify the critical reimbursement issues in the region and to support the team to address the issues
• Partners with Sales Management team and others to organize and facilitate annual National Sales Meeting and semi-annual Regional Sales Meetings with his/her team members
• Conducts regular performance reviews with each of his/her direct reports.
• Maintains detailed documentation records of all incidents, infractions and/ or performance deficiencies involving a direct report and recognizes the need for Performance Improvement Plans to address any such performance deficiencies.
• Manages regional sales budget and deployment of resources in the region.
• Evaluates and hires new or replacement sales team members. Initiates candidate-sourcing activities through internal and/or external contacts.
• Participates in certain special projects, assigned activities, as and when appropriate; to include participation on internal advisory boards, new product opportunities, etc.
• Complies with all laws, regulations and company policies relevant to his/her responsibilities.
• Other duties as needed or required

Knowledge, Skill, and Abilities:

• Demonstrated teaching, developing and coaching skills
• Excellent communication and presentation skills
• Ability to work well with others
• Recognize problems and take corrective measures
• Exceptional leadership and people development skills.
• Strong interpersonal and organizational skills.
• Strong team building and collaboration skills.
• Unquestionably high ethical standards and track record of ethical behavior.

Education and Experience:

• Bachelor’s Degree in sales, marketing, or similar field required.
• At least 2 years of sales management experience required.
• 5 years of prior Life-Science/Medical Device Sales experience, preferably in companies where product is sold in some or all the following:
• Call point in selling clinically to physicians in the office or hospital setting.
• Selling capital equipment as well as disposables in the office setting.
• Driving of disposable utilization/ volume growth.
• Call point in psychiatry.
• Proven ability to lead a sales organization in the achievement of sales goals and revenue targets.
• Experience in sales analytics, sales planning, quota and goal setting.
• Demonstrated success in building and maintaining customer relationships.
• Experience managing and leveraging sales compensation and incentive plans to achieve goals.
• Understanding of requirements for implementing a new/disruptive technology within a practice.
• Experience planning, operationalizing and supporting new service lines/ therapeutic treatment programs from the ground up
• Experience working in a highly regulated industry and complying with strict regulations, policies and procedures.

Preferred Skills:

• If Pharma or Biotech background, preference for experience in a biotech “Buy and Bill” model. Call points most applicable - gastroenterology, neurology, rheumatology, dermatology or oncology either in office or hospital setting.

Physical Requirements

• Standing/Sitting: 100% combination
• Walking/Bending/Stooping: 100% combination
• Lifting Requirements: Able to lift to 25 pounds
• Travel by air, rail, auto: Able and willing to travel up to 80% of the time