Practice Development Manager
Location
Hoboken, NJ | United States
Job description
Overview
Position Overview: The Practice Development Manager (PDM) is responsible for driving NeuroStar Treatment Session (NSTS) volume and revenue growth within existing customer accounts that are contracted through a price per use model. The PDM is expected to demonstrate professionalism and a commitment to excellence at all times, while also exhibiting a high level of ethical behavior. The PDM is also expected to produce a sales volume of NSTS at or above his/her assigned quota and meet corporate performance objectives. The PDM must deliver excellent customer service and function on a high level as a business and practice consultant, and must cultivate and maintain strong relationships with his/her Area Sales Managers (ASMs) and Clinical Training Manager (CTMs). The PDM must also exhibit effective organizational, communication and territory management skills, submit expenses regularly, and adhere to all corporate protocols and regulatory and compliance guidelines.
Responsibilities Essential Duties/Responsibilities: - Responsible for increasing customer utilization of NSTS and meeting assigned territory sales goals.
- Completes all necessary Sales Training requirements and gains familiarity with all information, data, protocols, regulations and resources necessary to effectively carry out the duties of the PDM job function. Obtains clinical certification to train customers on proper operation of NeuroStar system and use of TrakStar software.
- Conducts regular business reviews with existing customers to identify opportunities for growth and areas for NeuroStar program improvement.
- Implement the 5 Stars success program to measure ability and track success with each practice.
- Provides a high level of ongoing customer service to all customers and proactively leverages all available resources in support of his/her accounts.
- Participates in regular one-on-one conversations with Regional Practice Manager (RPM) to review: previous and upcoming week's activities with a strong focus on revenue generating activities, progress towards sales goals, individual customer needs, ongoing strategies to drive business and volume growth, key appointments in which RPM's involvement may be required, etc.
- Works closely with RPM to achieve agreed upon performance and professional development goals, participates in regular field rides and performance reviews, and remains receptive to all coaching and suggestions for improvement provided by RPM.
- Completes all required administrative and reporting duties consistently and in accordance with established deadlines.
- Manages all training needs of customers throughout assigned territory and coordinates clinical training events with the region's CTMs.
- Works closely with local ASMs to stay informed of potential sales to new customers.
- Utilizes and leverages all resources and personnel available to the PDM in order to enhance customer support and satisfaction.
- Uses sales analysis reports to track and manage his/ her territory and identify opportunities for 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
- 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.
- Works with Customer Support team to meet the needs and requests of all customers on a daily basis.
- Partners closely with Clinical Training team to ensure that all clinical directives and protocols are followed properly. Reaches out as needed to the Clinical Training team to provide relevant feedback and seek guidance as clinical questions and/ or concerns arise in the field.
- Utilize NS marketing materials to strategically partner with customers to grow the awareness inside the brick and mortar as well as the cyber storefront to highlight brand awareness and treat more patients.
- Works with Reimbursement team to provide reimbursement support to all customers.
- Participates in special projects, feedback committees, assigned activities, etc. as needed/ requested.
- Complies with all laws, regulations and company policies relevant to his/her responsibilities. Remains compliant with the budget guidelines provided by the Company relating to travel, entertainment and other expenses. Maintains knowledge of compliance requirements for both the company as well as within our industry.
- Other Duties as needed or required
Qualifications Knowledge, Skill, and Abilities: - Excellent communication and presentation skills.
- Strong interpersonal and organizational skills.
- Understand how to execute internal and external marketing plans to drive patient and brand awareness on the local level
- Understanding of requirements for implementing a new/disruptive technology within a practice.
- Computer proficiency in email, presentation programs, word processing, spreadsheets, Salesforce.com or similar CRM system.
- Ability to recognize problems and take corrective measures.
Education and Experience: - Bachelor's Degree in sales, marketing, or similar field required.
- 3+ years prior Life-Science/Medical Device Sales experience preferred, especially in companies where product is sold in some or all of the following:
- Call point in selling clinically to physicians in the office or hospital setting.
- Selling disposables in the office setting.
- Driving of disposable utilization/ volume growth.
- Call point in psychiatry.
- Demonstrated success in building and maintaining customer relationships.
- Experience planning, operationalizing and supporting new service lines/ therapeutic treatment programs from the ground up.
- Proven ability to achieve assigned sales goals and revenue targets.
- Experience working in a highly regulated industry and complying with strict regulations, policies and procedures.
- Valid Driver's license.
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 (% of time): Able and willing to travel up to 50% of the time
*Applicants must be authorized to work for any employer in the US. We are unable to sponsor or assume responsibility for employment visa/work authorization at this time.
Neuronetics is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy or any other protected characteristic as outlined by federal, state, or local laws. This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and apprenticeship. Neuronetics makes hiring decisions based solely on qualifications, merit, business needs at the time.
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