Job description
Join us today and make a difference in people's lives!
LivaNova is a global medical technology company built on nearly five decades of experience and a relentless commitment to improving the lives of patients around the world. Our advanced technologies and breakthrough treatments provide meaningful solutions for the benefit of patients, healthcare professionals, and healthcare systems. The company is listed on the NASDAQ stock exchange under the ticker symbol “ LIVN .” LivaNova is headquartered in London (UK) with a presence in over 100 countries and a team of more than 3,000 employees worldwide.
LivaNova Neuromodulation:
As pioneers of the VNS (Vagus Nerve Stimulation) Therapy® system, LivaNova continues to advance medical device solutions for patients affected by Drug-Resistant Epilepsy (DRE) and Difficult-to-Treat Depression (DTD). There are 3 million people in the U.S. alone and one on three people with epilepsy are drug resistant. People with severe seizures have, on average, a shorter life expectancy and an increased risk of cognitive impairment particularly if the seizures developed in early childhood. VNS Therapy for DRE is delivered through a device that sends mild pulses to the vagus nerve at regular intervals throughout the day in an effort to prevent seizures.
PRIMARY ACTIVITIES
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Provide leadership, coaching, direction, and general support to Key Account Manager, Territory Manager and Clinical Educator team members.
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Allocate Key Account Manager, Territory Manager and Clinical Educator resources.
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Collaborate with Medical Affairs to allocate MSL resource allocation within Key Account Territory.
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Regularly conduct field rides with all team members to provide timely coaching and feedback
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Manage P&L objectives to maximize ROI
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Establish goals for every employee to guarantee maximum personal & professional development
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Establish, measure/monitor, and coach employees on the attainment of daily accountabilities, as reported in the Company’s sales system
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Develop a routing plan that will maximize face-to-face visits with key physicians and thought leaders, effectively meet and/or exceed customer needs, and build productive customer relationships
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Utilize comprehensive territory and pipeline management to ensure sales plans/goals are met and/or exceeded
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Present weekly, monthly, quarterly, or yearly analysis of Regional performance data to Sales Leadership.
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Advise team through engagement with epileptologists, neurologists, and neuroscientists with latest therapy information, clinical studies, etc.
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Assists team with navigation of account-level stakeholders to unlock barriers to growth
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Coordinate with Sales and Key Account Leadership in the development of Key Account strategy and responsible for execution of Key Account strategy.
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Responsible for coordination and function of Key Account Territory teams.
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Oversee the development and implementation of Physician Targeting plans and detailed action plans.
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Oversee the development and implementation of the long-term focused strategic Account Plans including account- and physician-level goals, detailed action plans, and plan to allocate resources for Key Accounts.
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Participate in Territory and Key Account meetings to review progress towards performance goals, plan account coverage
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Responsible for hiring and developing Territory Managers, Key Account Managers and Clinical Educators.
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Drive creation and delivery of economic value proposition with account C-suite, D-suite, and other administrative customers.
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Maintain company standards involving ethical and moral character while professionally representing the company.
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Perform other duties as may be required by management
ADDITIONAL ACTIVITIES
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Review all sales activities, targets, and strategies in order to maximize results
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Ensure a high level of selling and negotiating skills among all employees
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Establish high performance standards for self and others
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Foster a team environment within the geographical region, and promote a localized support structure for all employees
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Complete performance reviews for all employees, in accordance with LivaNova policies and procedures.
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Provide management involvement with symposia planning and follow up
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Participate in public relations activities as appropriate and necessary
LOCATION & TRAVEL REQUIREMENTS
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Regional Manager must live within the regional geographic area.
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This position may require extensive business travel of 40% or more of the time.
MINIMUM REQUIREMENTS AND QUALIFICATIONS
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Strong work ethic, with a resilient results orientation
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BS/BA degree, in business or life sciences or equivalent
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2 plus years of proven sales management experience in a medical field, preferably in a consultative sales model (e.g. Neuroscience Sales, Oncology Sales), combined with a minimum of 5 years of successful hands on selling experience in a similar model
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Demonstrated success in leading a geographical team of field sales staff towards goal attainment in a results-oriented environment where daily accountabilities are established, measured and rewarded
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Intellectual capacity to interpret trends and data, translating the information into actions, opportunities, improvements, and results
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Solid process orientation, demonstrated resource management / allocation experience, and the ability to perform multiple tasks, while simultaneously leading others to follow suit
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Demonstrated aptitude and success in fostering solid, value-based physician relationships, and a capacity for interacting with patients in a clinical environment
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Proven integrity, maturity and professionalism in all interactions
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Robust interpersonal skills and a talent for influencing, with substantial evidence of leadership, teamwork, and collaboration
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Exceptional written and verbal communication skills
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Ability to project a professional image
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Demonstrated commitment towards LivaNova mission.
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Must be computer literate with proficiency in MS Office software
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The minimum requirements, skills and qualifications contained in this job description outline the core functions and requirements of the position and do not constitute an exhaustive listing of activities, duties, or responsibilities that may be required of or assigned to an employee in this position at the Company’s discretion. Further, the ability to meet the minimum requirements and/or possession of the stated skills and qualifications do not imply or establish that an individual will be employed in this position.
DESIRED SKILLS AND QUALIFICATIONS (for internal candidates)
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On-going commitment and adherence to all Company policies, Sales and Marketing Processes and Best Practices
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Proven integrity, maturity and professionalism in all interactions with LivaNova’ employees, physicians, nurses, surgeons, hospital personnel, patients and families, etc
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A minimum of 12 to 24 months of consistent successful implementation, and day-to-day performance, of our Sales Process, as measured by Sales Best Practices and Sales Metrics
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Proven effective teamwork with all personnel involved in the Company’s Patient Identification & Pull Thru Process
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Demonstrated knowledge of both the epilepsy, along with thorough understanding and appreciation for the potential applicability of, and benefits provided by, VNS Therapy
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Demonstrated knowledge and effective implementation of all sales tools and resources in order to achieve our mission with all customer constituencies
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Demonstrated intellectual capacity towards understanding Sales Best Practices and Sales Metrics; translating that data into a progressive, tactical and strategic plan of action, which targets improved account performance
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Successful completion of the Management Assessment Process, including the creation of, and commitment towards, a progressive self-development plan of not less than 12 months
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Participation in the 360-Degree Assessment Process, infusing developmental opportunities and other outcomes into the self-development plan already in place
Employee benefits include:
- Health benefits – Medical, Dental, Vision
- Personal and Vacation Time
- Retirement & Savings Plan (401K)
- Employee Stock Purchase Plan
- Training & Education Assistance
- Bonus Referral Program
- Service Awards
- Employee Recognition Program
- Flexible Work Schedules
Our commitment to Diversity & Inclusion:
LivaNova values equality and celebrates diversity. We are committed to ensuring that our recruitment process is fair, transparent and free from unlawful discrimination.
Our selection process is driven by the key demands/requirements for the role rather than bias or discrimination on the basis of a candidate’s sex, gender identity, age, marital status, veteran status, non-job-related disability/handicap or medical condition, family status, sexual orientation, religion, color, ethnicity, race or any other legally protected classification.
Background Checks at LivaNova:
Upon successful completion of the hiring process an offer may be extended. Please note, LivaNova reserves the right to conduct background investigations and/or reference checks on all its potential employees, where permitted by local legislation. This offer therefore, is contingent upon a clearance of such a background investigation and/or reference check, and can be rescinded, where permitted by local legislation, based upon data received in the background check and/or refusal to cooperate with or any attempt to affect the results of this check.
Notice to third party agencies:
Please note that we do not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Services Agreement, we will not consider, or agree to, payment of any referral compensation or recruiter fee. In the event that a recruiter or agency submits a resume or candidate without a previously signed agreement, we explicitly reserve the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency.
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