Medtronic Senior Therapy Sales Specialist, Heart Valve Therapies - Southeast in Atlanta, Georgia

Senior Therapy Sales Specialist, Heart Valve Therapies - Southeast


Atlanta, Georgia, United States

Requisition #:


Post Date:

Jul 14, 2017

Primary Objective

Create sales plans to expand the utilization of CBT products for the management of aortic stenosis for new and existing indications and grow implant rates to meet corporate objectives. In targeted accounts, create awareness and acceptance of catheter based therapies by educating implanting and referring physicians on clinical evidence demonstrating improved patient outcomes. In targeted accounts, drive device therapy adoption through building consultative relationships with referring physicians.

Main Job Duties/Responsibilities

Under direction of the District Sales Manager and in coordination with the CBT business unit:

1.Partner with CBT field (DM, TC, TDS, FCL) to develop a market development sales plan that aligns referral and implant physician strategies to achieve growth in market size.

a.Assess market conditions (SWOT, economics, players, size, sales market opportunity, and annual sales plan)

b.Create a District Territory market development sales plan that complements CBT sales strategies and activities that address territory-wide targets.

c.Establish regular team account reviews, regular communication between account members, and execution of account plans.

2.Utilizing the District market development sales plan and given the MDT account plan template, develop account plans for targeted customers in your territory that will achieve defined implant and revenue targets via creating awareness and acceptance, driving device therapy adoption, and fostering brand loyalty.

a.Partnering with the DM and AD, analyze the District marketing sales plan to extract key account planning guidance.

b.Analyze specific accounts and develop strategies that will meet defined implant and revenue targets.

c.Develop specific approaches for creating awareness and acceptance of device therapies and include them in the account plan.

d.Act as a District resource to advise on market development strategies and tactics for promotion of Team and business unit sales goals.

3.Partner with Program Director and Administrative Leadership to establish a comprehensive market therapy development program

a.Establish regular (weekly, monthly, quarterly) account business reviews, regular communication with Program Directors and Administrative leadership– to include key account stakeholders to achieve account specified objectives.

b.Assess the current relationship between referring physicians and the implanting TAVR program to identify areas for account planning and process/communication improvement.

c.Identify and prioritize physician practices who refer patients for catheter based therapies.

d.Establish and nurture working relationship with targeted referring group practices

e.Align physician group referring practices to solidify relationship with strategic TAVR account targets.

f.Assess the follow-up process for managing aortic stenosis patient care following implant to identify gaps that might impact optimal patient outcomes.

g.Based on the assessed need, provide education/patient tools and resources for the refinement of the clinical selection process and optimization of device therapies.

4.Based upon the recommended therapy guidelines for the evaluation and management of aortic stenosis, advocate current clinical therapies for varying stages of aortic stenosis development that provides an acknowledged practice standard.

a.Identify and assess a practice’s current clinical therapy pathways for the management of aortic stenosis patients.

b.Identify potential barriers to changes in clinical therapy pathways that might block device adoption within the practice.

c.Utilize appropriate resources to facilitate a peer-to-peer educational activity on best practices for the treatment of aortic stenosis that results in the adoption of device therapy.

5.Tailor promotion of clinical evidence to referring physicians, according to varying levels of acceptance, so the referring physician adopts device therapy into their clinical practice to achieve account sales objectives.

a.Assess the level of acceptance utilizing consultative selling techniques and prepare group and/or individual education plans to communicate clinical evidence to referring physicians.

b.Conduct training sessions utilizing appropriate education techniques to communicate clinical trial evidence information that ensures physicians adopt device-based therapies.

c.Conduct one-on-one discussions of clinical trial evidence utilizing appropriate communication techniques and supporting materials that address specific physician needs and results in increased adoption of device-based therapies.

6.Influence referring physicians and clinical personnel to appropriately identify patients who could benefit from device-based therapies.

a.Working with physicians and clinical personnel, assess the current practice patterns used to identify patients for device-based therapies.

b.Based on current practices, provide examples of device selection criteria that will aid the practice in the proper identification of patients for device-based therapies.

c.Identify and address barriers presented by clinical personnel that prohibit patient identification for device-based therapies and when necessary, provide solutions.

7.Continuously evaluate the effectiveness of each account’s patient identification and referral process to achieve device adoption that achieves sales goals and objectives.

a.Assess the referral physician’s adoption of patient selection criteria.

b.Assess the effectiveness of the process for referring patients to the implanter and the process for post-implant follow-ups.

c.Assess the overall effectiveness of the selling messages to the referral physician and adjust account plans to enhance effectiveness.

d.Assess patient outcomes and provide feedback to physicians and clinical personnel that reinforce or modify patient identification and referral process.


·BA/BS in business, marketing, nursing, biology or other life science.

· 5+ years of consultative selling in medical devices, pharmaceuticals or equivalent.



·Knowledge and understanding of Hospital leadership (C suite, VP of Service, Program Directors) and hierarchy of decision making process

·Consultative selling skills to elicit needs, assess clinical pathways and processes, and recommend and support therapy adoption.

·Interpersonal skills to gain access and establish differentiable business relationships with physicians and allied health professionals necessary to support the implementation of solutions within their practice and hospitals.

  • Experience in developing a market, i.e. strategy development, keytactics, execution and performance metrics.

  • Knowledge of disease impact, unmet needs of other therapies, andbenefits of Medtronic therapies.

  • Basic knowledge of mechanism of action, function, and implantprocedures for Medtronic devices.

  • Knowledge of clinic and hospital, specifically cardiovascular,patient pathways and business operations.

  • Thorough knowledge of device indications, guidelines, andevidence.

  • Masters degree in business, marketing, nursing, biology or otherlife science.



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