iMedX Australia & New Zealand’s Post

Are pre-existing relationships a critical success factor in medical sales? …… I would argue No, not necessarily….. (😯 controversial maybe) I had coffee with a fantastic rep last week who moved over to Australia a year ago on a visa. They had never stepped foot on Australian soil before. They have grown their territory in excess of $1 million in just over 12 months. From nothing. A standing start. They work in large joints (hip & knee) where we are told the sales cycle is complex, labour intensive and relationships critical. I’ve seen the best reps convert big business within months with new customers Sure, a long-term relationship may mean you get your foot in the door quicker but does that relationship with that particular surgeon or customer mean you will successfully be able to leverage that relationship and turn it into a sale? How often does that truly happen?? Being able to respectfully challenge a customers way of thinking (plug for the challenger sale!), adding value and building trust through clinical understanding whilst delivering a solution to a perceived need trumps relationships all.day.long Challengers dramatically outperform relationship builders. It’s proven. Times have changed. It’s a bit old school and simply doesn’t guarantee success. Not anymore. As a hiring manager there may be a better way for you to get what you want - - - - - - - - - - - - - - - - - OneMD #hiring #sales #medtech #growth

'In-depth knowledge of the latest medical advancements, industry trends, and your competitors’ products is crucial'. We share more tips in our hashtag#medtech sales skills insight. #WeAreStarPeople #TrustedToDeliver #medtechjobs #jobsearch #recruitment #hiring #vacancy #looking #careers #recruitmentagency #jobadvice

'In-depth knowledge of the latest medical advancements, industry trends, and your competitors’ products is crucial'. We share more tips in our #medtech sales skills insight. #WeAreStarPeople #TrustedToDeliver #medtechjobs #jobsearch #recruitment #hiring #vacancy #looking #careers #recruitmentagency #jobadvice

#hiring Territory Sales Manager, Southeast, Charlotte, United States, fulltime #jobs #jobseekers #careers #Charlottejobs #NorthCarolinajobs #SalesMarketing Apply: https://lnkd.in/g7AJ6xCy About Calyxo:Calyxo, Inc. is a medical device company headquartered in Pleasanton, California, USA. The company was founded in 2016 to address the profound need for improved kidney stone treatment. Kidney stone disease is a common, painful condition that consumes vast amounts of healthcare resources each year. Our team is led by executives and investors with a proven track record of commercializing paradigm-shifting devices to meet unmet needs within urology.Are you ready to change the future of kidney stone treatment? We are seeking high achievers who want to be part of a dynamic team working in a fun, diverse atmosphere.About this position: Reporting to the Regional Sales Manager, the Territory Sales Manager for our Southeast territory will live in or around Nashville, TN, Greenville, SC, or Charlotte, NC. This position will drive high CVAC adoption among physicians while meeting or exceeding the monthly and quarterly sales quota for this territory. This role will effectively communicate CVAC's value proposition to new and existing customers and will qualify, train, assess and develop accounts to adopt our technology as an integral part of their kidney stone practice. This role will represent Calyxo with honesty, integrity and unwavering business ethics. The ideal candidate will be disciplined and have experience in conducting product demonstrations. This candidate should be comfortable with frequent travel and be able to generate new sales leads on a regular basis. The candidate should be able to keep track of their sales and effectively communicate with other team members while out in the field.Responsibilities:Meet or exceed quarterly sales quota for the defined area.Maintain a monthly and quarterly territory plan that outline territory sales objectives and areas of vulnerability.Provide monthly forecasts for defined area.Effectively communicate the value proposition of Calyxo products to customers.Qualify, train, assess, and develop accounts to adopt Calyxo products as an integral part of their kidney stone practice with the goal of demonstrating high account adoption.Communicate current market conditions and recommend improvements to the commercial process.Partner with Professional Education to deliver outstanding clinical and training support to ensure physicians quickly become clinically independent.Build and maintain relationships with key customers and KOLs within defined region.Partner closely with the Regional Sales Manager, Sales team, and Marketing team to identify and prioritize customers for higher-level corporate relationships.Partner with the Customer Service team to meet and exceed customer expectations.Partner with the Regional Sales Manager and Finance team

#hiring *Sr Specialty Sales Professional (Endo Men's Health)*, San Antonio, *United States*, fulltime #jobs #jobseekers #careers #SanAntoniojobs #Texasjobs #SalesMarketing #entrylevel #firstjob #newgrad #internship #entryleveljobs *Apply*: https://lnkd.in/gdvFXy4B Fully functioning sales representative role. Plans and executes a moderately complex sales process, focusing on gaining and leveraging an understanding of the customers' objectives across their full spectrum of needs. The senior sales professional has broad knowledge of the customer and leverages business knowledge to expand relationships with customers (Men's Health/Urologists). The senior sales professional can fully and knowledgeably articulate the strengths and limitations of assigned Endo products and competitor products and utilizes established relationships and ongoing interactions to sustain trust and deliver value with all relevant contacts at the customer.Scope of Authority - Single Territory covering San Antonio, Corpus Christy, McAllen, BrownsvilleKey Responsibilities:Territory PlanningEstablish and maintain call objectives for geography with minimal consultation with Regional Sales Manager (RSM) to assure proper portfolio balance and planned actions.Develop and complete appropriate territory business plan for optimal activity.Pre-call PlanningCreate effective call plans that include who to contact, how frequently to contact them, and what products to focus on for each call.Develop and execute an individual prescriber plan of action for maximum selling opportunity as developed through territory business plan.Sales Call ExecutionUnderstand and use approved promotional materials to support marketing message.Employ effective selling model and techniques aligning to current strategies set forth by Endo Pharmaceuticals.Attain and maintain performance guidelines for the following metrics: call activity, appropriate utilization of samples, Quarterly Business Plan update.Incorporate and execute on all expectations regarding adherence to all FDA, PDMA, HPPA, and Endo established Policies on all interactions with Healthcare Professionals.Post-call Follow UpMaintain up-to-date database to document sales call information, trends, future call objectives, sampling data and overall territory performance.Territory ManagementEffectively manage sample accountability program.Execute all administrative responsibilities including but not limited to:Complete weekly activity reports as needed.Synchronize, check email, and voicemail at least once a day.Update RSM on territory business plan on a quarterly basis.Complete and track expense reports every 2 weeks at minimum or at the discretion of the RSM.Maintain & Expand Market & Professional KnowledgeMaintain an in-depth and sophisticated knowledge of specific healthcare issues, products and disease states that enable quality engagement in meaningful dialogue, bui