Imaging Business Development Manager - New York City

Job Summary

The Imaging Business Development Manager (BDM - I) will be the subject matter expert in Imaging therapy responsible for selling and promoting Terumo Interventional Systems (TIS) Imaging and Cardiology products to Interventional Cardiologist, and Purchasing/Materials Management within a defined geography to achieve assigned monthly, quarterly and annual sales revenue targets. The BDM - I will focus on specific physicians and accounts to establish and grow existing and/or create new Imaging/Cardiology business. This position is responsible for sales and market development in the acute care setting and developing rapport with key decision makers; penetrating accounts within key departments (Cath Lab, Purchasing, Materials Management) to introduce, gather new, and expand the business; developing comprehensive business plans and account strategy; identify competitive issues/opportunities and collaborates with the Region Business Team’s (RBT) respective TM/FCS’s in specific geographies, Marketing and Professional & Clinical Education (PACE) to increase sales and company visibility with industry thought leaders.  This position may manage Imaging Field Clinical Specialist.

Job Details/Responsibilities

• Call on targeted Imaging accounts, physicians, and potential customers to promote and sell TIS Imaging/Cardiology products to achieve assigned monthly, quarterly and annual sales revenue targets. 
• Cross sell and grow TIS Cardiology portfolio.
• Develop and implement appropriate sales strategies and techniques to target appropriate Imaging customers, understand and confirm needs, overcome objections and gain commitment. 
• Conduct effective sales and product presentations to customers. Educate customers to ensure Imaging products are understood and used effectively. 
• Develop and maintain comprehensive clinical and technical product knowledge of Terumo’s Imaging/Cardiology products and competitive products including a thorough understanding each product’s features, strengths and appropriate usage. 
• Attend and support Imaging/Cardiology procedures.  Conduct in-services to educate customers on the proper use of Terumo’s Imaging/Cardiology products. 
• Maintain and grow existing business and develop new business opportunities. 
• Conduct QBRs with NBDM-I to validate targets and growth.
• Develop and maintain strong customer relationships, through in person visits and telephone contact. 
• Interact with Customer Administration, Logistics, Marketing and Technical Support to provide total customer satisfaction. 
• File weekly reports, monthly reports, competitive product reports, etc. in a timely manner. 
• Attend trade shows and conventions to promote TIS Imaging products. 
• Performs other job-related duties as assigned.
• ncumbent must follow all established Environmental Health & Safety and Quality System policies, programs, rules and practices, including but not limited to product and patient safety, the health and safety of all associates as well as the environment and community at large.  This includes but is not limited to the prompt recognition and forwarding of customer complaints (i.e. adverse events, product performance reports, etc.) to Quality Assurance (QA), and by ensuring all promotional messaging (i.e. branding strategies, product claims, etc.) and materials (i.e. literature) discussed or presented to customers are clinically accurate and adhere to AdvaMed guidelines and Terumo’s policy on Interactions with Healthcare Professionals.  Always fully adhere to all applicable FDA regulations, international guidelines and Terumo’s policies.

Job Responsibilities (continued)

Working Conditions/Physical Requirements

• This is a Field based position. Must be able to drive personal automobile on a daily basis to/from customer accounts and drive long distances (distances will vary based upon the size of assigned geography).  This position will also require some air travel to visit customers.
• This position will require overnight travel, the amount of which will vary based upon the assigned geography. In addition to travel within the territory, occasional overnight and/or weekend travel outside of the assigned geography is required. 
• Daily entry to hospitals and other medical facilities is required. Many facilities have instituted vendor credentialing policies which require vendors to meet defined training, background check and proof of immunization requirements as a condition of entry. Terumo Associates entering these facilities are required to abide by these credentialing requirements. 
• Must be able to gain access to and work in the Cath Lab. Entry into these areas requires an ability to wear appropriate gowning, stand for long periods of time, comply with hospital policy/protocol and be aware of potential biohazards such as blood borne pathogens.
   

Knowledge, Skills and Abilities (KSA)

• Demonstrates strong leadership skills with the ability to represent Terumo and its Imaging products in a professional and positive manner. 
• Excellent communication & interpersonal skills to initiate, establish, and maintain effective customer relations.
• Strong presentation, analytical and customer service skills complimented by a proactive, solutions-oriented sales approach.
• Ability to understand complex Imaging medical procedures and engage in in-depth technical conversations with physicians and staff regarding medical procedures and proper product usage. Is seen by physicians, staff and others as knowledgeable and credible.
• Strong knowledge of the human anatomy specifically including the vascular and venous systems. 
• Ability to coach, develop, and provide meaningful feedback to direct reports. 
• Proficient in Microsoft Office and iPad navigation.
   

Qualifications/ Background Experiences

• Requires a bachelor’s degree and a minimum of 3 years’ experience in medical device sales with Cath Lab, IR and/or Operating Room sales experience preferred; or equivalent combination of education, training and experience, to include a minimum of 11 years Medical Device Sales experience.
• Capital Sales experience strongly preferred but not required.
• Must be a subject matter expert in Cardiology with proven business and clinical acumen as demonstrated through collaboration with Cardiology KOLs.
• Must have a proven record of sales excellence selling Cardiology products.
• Experience and proven track record of sales with Imaging strongly preferred.
• Valid driver’s license and a personal automobile with an active vehicle insurance policy is required.