Job Description

Careers that Change Lives

Make an impact on your community and the lives of others by bringing back the smiles on the faces of human beings suffering from disease. Use your passion of sales and relationship building to engage the customers and provide excellent customer service. Lead, mentor and guide a team to drive sales in the northwest region successfully.

A Day in the Life

Main Purpose:

• To execute strategic sales activities undertaken as part of a Business Planning model
• To provide surgical coverage, follow-up support and troubleshooting for ENT therapy

To provide product and therapy training and education to new and existing centers.

• To leverage customer contact at implant to grow the existing business/accounts
• To achieve territory growth targets for specified therapies by initiating and developing key implanters, implant centres, referral networks and educating patient influencers / support groups.

To ensure that the Company\xe2\x80\x99s agreed quality standards are maintained with regard to its products, procedures, policies, operations and customer contact.

Key Accountabilities:

Provide surgical case coverage, follow-up support and troubleshooting for all ENT therapies in the assigned Territory

Conduct customer in-services for new and existing accounts

Conduct required training for new accounts on all therapies

Sell specified therapies to physicians, institutions, payers and other medical staff

Develop relationships with physicians and hospital administration staff to ensure both clinical and non-clinical needs are identified and met

Work with existing key implant centers to develop and implement strategies to move accounts towards technical self-sufficiency.

Support DBS cases along with the implanters and provide adequate training and troubleshooting help at the time of live cases.

Gather and communicate input from field to management regarding market trends, customer satisfaction, competition, and product issues

Develop ethical, positive long-term customer relationships

Demonstrate a responsible attitude towards expense management

Conduct Consignment counts as required by Product and Inventory Management

Provide Sales Forecast data to Sales Manager upon request and in a timely manner

Develop Sales strategies and execute same within the Sales Force Effectiveness model

Maintain data relating to Customer information and Sales activity in prescribed manner within Data Management Systems

Complete Competencies and Competency examination as prescribed by the Education Manager

Work within and actively promote Medtronic\xe2\x80\x99s core mission, corporate strategies, policies, procedures and Code of Conduct.

Observe all health and safety policies and procedures and take all reasonable care that actions or omissions do not impact on the health and safety of others.

Other duties as required.

Must Have: Minimum Requirements

Experience and Knowledge:

1. At least 3- 7 years sales experience in a technical and dynamic environment.

Proven sales and negotiations experience

v KEY EXPERIENCES, SKILLS & ESSENTIAL ATTRIBUTES:

(Key experiences, skills and attributes that is most essential for the job incumbent to possess which will aid him/her in successful job performance)

QUALIFICATIONS/EXPERIENCE

Education

• Bachelor in Science /B Pharma/ BE/ BTech in Biomedical Engineering / Bio-instrumentation, Electronics

• PG degree in Business Management (preferred)

Relevant prior Experience and Knowledge which will be useful in current role

• 3 \xe2\x80\x93 6 years\xe2\x80\x99 sales experience

• Selling of capital equipment product from MNC/Company of repute

• Experience in Managing / mentoring team members (preferred)

• Willing to travel extensively

PERFORMANCE SKILLS

Skills required for successful performance in this Role

Communication skills and Interpersonal skills

• Good verbal communicator and presenter \xe2\x80\x93 Good command over English and Regional language

• Professional presentation and "Presence"

• Professional standard of written and verbal communication to sales team and customers

• Ability to quickly establish credibility with all levels of customer base

• People and Relationship building Skills including Networking Skills

Technical Knowledge

• Sound clinical and technical knowledge of Spine Therapy products would be an added advantage

• Strategic mindset in planning and driving marketing strategies and managing customers

Business partnership

• Customer focused: Should have an ability to engage the customers & partner to ramp up business support at the same time being able to deliver value.

• Demonstrated grit in handling challenging customers.

• Understanding and ability to collaborate with channel partners.

• Good influencing and convincing skills.

• Ability to work effectively in a team environment.

TRAITS

Competencies that will help to successfully accomplish the job

Result oriented

• Always demonstrates tenacity to achieve assigned AOP and complete the assignment despite challenges

• Well organized, able to set and reset priorities, willing to work extended hours (sometime even beyond call of duty hours) to support emergency cases.

• Demonstrate Patience and perseverance while handling customers.

• Self-Starter, high on initiative

Learning Agility

• Agile to keep acquiring and updating product and process knowledge, undergo training.

• Has ability and willingness to learn from experiences and applies past learning to new situations and changing situations successfully

• Eagerness to learn and expand responsibilities

Change agility

• Adaptability and flexibility - to work in a dynamic and complex environment

• Accepts change and motivates self and others to adapt to change

• Flexible, resourceful, adaptable, and thoughtful

v KEY TRAITS FOR AREA MANAGER - ENT

(Of the Nine Medtronic Traits outlined these traits are most essential for this Role)

TRAITS

STRONG INDICATORS

Mission Values

• Identifies with the six tenets of the Mission \xe2\x80\x93 Contribution to human welfare, Growth, Quality, fair Profit, recognize the worth of people and good corporate citizenship.

Compliance & Integrity

• Models the highest standards of honesty, ethics, and integrity.

• Consistently promotes and adheres to letter and spirit of Medtronic Code of Conduct, all applicable laws, and company policies.

• Promotes and ensures an environment where ethical behavior is expected and unethical behavior is not tolerated; expeditiously takes appropriate action when problems occur.

Execution

• Demonstrate Product, Disease and Competition Knowledge

• Demonstrate the required Selling Skills for effective Customer Interaction

• Demonstrate Customer focused discussion

• Consistently delivers results on time and exceeds expectations

• Clarifies and aligns resources for faster execution

• Looks at different ways to align resources for better outcomes

• Continually monitors progress and makes adjustments.

• Takes accountability to produce agreed upon results.

Clear Thinking

• Problem solver: Resolves issues of customers / distributor /KOL in territory.

• Making sound decision in absence of full data.

• Communicates complex matters to Internal (Medtronic people) and other external stakeholders with appropriate clarity and simplicity.

Driven to Win

• Consistently achieves high outcomes under varied circumstances.

• Doesn\xe2\x80\x99t allow degree of difficulty to stand in the way \xe2\x80\x93 finishes what he/she started.

• Demonstrates high capacity for work.

• Taking on significant challenging responsibilities

• Pursues work with passion and drive

External Focus

• Operates with customer interests clearly in mind.

• Interacts regularly with customers and seeks inputs.

• Well informed regarding market and industry / competitors operating in territory.

• Explores new opportunities and asks informed questions.

Inspires Others

• Works in partnership with diverse team members to build a unified vision that inspires and engages them

• Understands what matters to individuals and teams

• A source of positive energy and enthusiasm

• Motivates others to achieve beyond what they thought possible

About Medtronic

Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology, therapies and services can do to help alleviate pain, restore health and extend life. We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We want to accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team. Let\xe2\x80\x99s work together to address universal healthcare needs and improve patients\xe2\x80\x99 lives. Help us shape the future.

Physical Job Requirements

The physical demands described within the Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. For Office Roles: While performing the duties of this job, the employee is regularly required to be independently mobile. The employee is also required to interact with a computer, and communicate with peers and co-workers. Contact your manager or local HR to understand the Work Conditions and Physical requirements that may be specific to each role. (ADA-United States of America).

Additional Information

• Posting Date: Dec 29, 2023
• Travel: No

Medtronic