Open Positions

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Interact with customers such as physicians, hospitals, and purchasing departments to provide and process information in response to inquiries, concerns, and requests about products and services. Responsible for working under general supervision.  

• Ensure compliance with regulatory requirements and company policy related to patient confidentiality (HIPAA) and customer interaction.
• Adhere to all FDA Medical Device and AdvaMed Sunshine Act compliance requirements.
• Provide customer service by telephone and email to hospitals, physicians, purchasing department staff, patients, and other related customers.
• Process purchase orders, forms, and requests.
• Verify customer information including Vertos physician certification, address/billing, and hospital credential as applicable.
• Provide exceptional and timely customer service and follow-up internally and externally to support all customer inquiries and interactions.
• Handle and resolve customer complaints; provide appropriate solutions and alternatives and follow up to ensure resolution. 
• Direct requests and unresolved issues to the designated resource.
• Manage and keep records of customer interactions and accounts
• Serve as a contact point to sales team to coordinate efforts and successfully respond to matters and requests with appropriate level of urgency.
• Assist sales team with customer quotes; generate and distribute as needed.
• Process patient and physician leads through CRM system.
• Process all product return requests and report any customer complaints in accordance with company policies and procedures.
• Maintain performance goals to meet and exceed customer and sales needs. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• High school diploma or equivalent.
• A minimum of 2 years’ experience as a customer service representative.

Bonus

• Experience working in a small company and/or start up environment.
• Experience with a medical device company or product.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Exceptional customer service orientation and ability to adapt/respond to different types of personalities.
• Demonstrated success developing positive working relationships with internal and external customers, and team members.
• Strong interpersonal and organizational skills.
• Superior verbal and written communication skills, as well as excellent listening skills.
• Good analytical and problem-solving skills.
• Keen attention to detail and accurate data input skills.
• Ability to multi-task, prioritize, and manage time effectively.
• Adapt well to change. 
• Comfortable working in a paperless environment.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce) and ERP software (preferably NetSuite); comfortable learning new technical systems as needed such as Box, Zoom, and Slack.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Approximately 5% of time will be spent traveling for team meetings, conferences, or meetings.  
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Physical effort required by handling objects of 20 pounds or more occasionally and/or up to 10 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

The District Sales Specialist (DSS) is a developmental role to prepare candidates to become a District Sales Manager (DSM). Primarily responsible for providing sales support to new and existing customers to achieve sales objectives. DSSs will be held accountable to delivering exceptional service with goals aligned to drive market development and strategic product execution, taking direction/ territory planning and focus on priorities from the Regional Sales Director (RSD) in conjunction with strong daily/weekly coordination with the DSM for the respective District.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Partner and maintain consistent communication with the DSM and RSD to identify, evaluate, develop, and implement sales strategies and action plans to achieve specific revenue and growth objectives for assigned accounts.
• Working closing with the DSM, achieve sales and utilization quota results in assigned accounts, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Learn and hone consultative needs-based selling skills/approach and challenger sales model through coaching/mentoring support from DSM and RSD.
• Work closely with DSM and Field Integration Specialists (FIS) to implement practice integration efforts to establish and maintain consistently treating accounts.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases and coordinate with clinical training and sales team, the logistics, timing, duration, strategy and execution of customer training and procedure support.
• Support the development of regional physician proctors to help with formal and informal training activities.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Support and help facilitate the execution of regional training workshops and tradeshows within the Region. 
• Maintain consistent communication with DSM and RSD on all matters related to assigned accounts and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Acquire and maintain acceptable knowledge and capabilities of the Company’s products, industry trends, and competitive products; apply this knowledge to adequately conduct in-service education.
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• Experience working in a team environment, particularly with a sales organization.

Bonus

• A minimum of one year relevant business experience, preferably in direct sales to physicians and/or other health care providers, market development or clinical specialist roles.
• Direct customer experience with the anesthesiology, pain management, spinal surgery, or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience managing a territory through the effective utilization of a CRM system, preferably experience directly with Salesforce.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Willingness to relocate for available District Sales Manager positions.
• Strong interpersonal, oral, communication, listening, organizational, and planning skills. 
• Ability to communicate effectively, orally and in writing. 
• Ability to effectively build and sustain strong customer relationships.
• Proven ability to provide a high level of customer service and support.
• High level of accountability and reliability, and extremely responsive. 
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• Ability to thoroughly understand and communicate the attributes and qualities of Company products.
• Positive attitude and passionate about their work. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Up to 75% of the time in order to adequately cover the region including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

Accountable for leading the overall management and achievement of sales strategies, activities, and budgets associated with an assigned geographical region through effective management of employees and resources. This person can be located in Seattle, WA or Portland, OR

• Maintain the highest level of professionalism, ethics, and compliance at all times; foster and hold team accountable to the same standards.
• Build, manage, and drive a high performing sales team that successfully executes organizational objectives and maximizes sales revenues: 
• Cultivate sales professionals to engage in consultative selling with a challenger sales approach; hold team accountable to the sales process.
• Optimize practice integration efforts to establish and maintain consistently treating, high yield accounts. 
• Focus on customer/patient satisfaction through effective coaching and feedback strategies, capability development, and motivation.
• Cultivate a positive work environment and culture of success in which all team members are respected regardless of their individual differences and are motivated and accountable to improve both their individual and team contributions to achieve desired business results.
• Create and implement change management strategies and plans that maximize employee adoption and usage.
• Manage the Regional budget, ensuring the allocation of resources, travel, and expenses is optimized.
• Provide input to sales strategies, budgeting, sales compensation, and incentives; clearly communicate the plans to team; report on progress regularly; participate in ongoing analysis of financial and other key performance indicators; develop action plans to address underperformance; effectively manage performance problems and terminations.
• Establish and maintain strategic relationships with key customers and medical opinion leaders to leverage potential KOL opportunities.
• Partner with Marketing as a commercial team; develop and drive effective collaboration and alignment on goals/execution.
• Support and help facilitate the execution of local/regional/national training workshops and tradeshows. 
• Manage, demonstrate, and actively support company values, initiatives, goals/objectives, trainings and activities.
• Develop and maintain supportive, productive and effective relationships at all levels within the organization. 
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Continuously learn and demonstrate product, procedural, and clinical expertise; actively and successfully coach the sales team and customers up the learning curve to technical competence and physician clinical experience satisfaction.
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned.

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of ten years’ outside sales experience with at least seven years of this experience in the medical/medical device industry and either four years in sales management or at least one year as a Vertos District Sales Manager. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles. 
• Experience in conceptual selling and creating markets for innovative market defining products.
• Clinical use selling in an operating room environment.
• Strong understanding of and experience with strategic planning and execution, including working with Sales and Marketing Departments to develop and execute sales / marketing strategies.
• Basic knowledge of anatomy, medical, and surgical terminology.
• Experience with CRM systems.

Bonus

• Master’s in Business Administration.
• Experience in the pain management, spinal surgery, or related specialties.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Experience with product/procedure that requires motivation, access, and implementation of patient flow across multiple constituents in the practice (MD, PA, nurse, scheduler, etc.),
• Cadaveric lab training experience.
• Experience with Salesforce.com.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Demonstrated leadership qualities including vision, decisiveness, collaboration, inspiration, innovation, and the ability to coach and develop talent.
• Ability to coach, direct, and support employee development through situational leadership.
• Ability to lead and manage through change and possess strong leadership principles for behavior alignment.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• Possess and demonstrate an understanding of the changing market dynamics in healthcare, industry trends, customer segmentation, customer data knowledge, and buying process.
• Strong interpersonal, active listening, and written and verbal communication skills to establish and maintain positive working relationships internally and externally.
• Acute business acumen and understanding of organizational issues and challenges.
• Ability to develop and critically analyze a sales pipeline and forecast with results orientation.
• Ability to influence others and move toward a common vision or goal.
• Resilient and tenacious with a propensity to persevere.
• Forward looking with a holistic approach.
• Organized with a natural inclination for planning strategy and tactics.
• Strong problem solving and root cause identification skills.
• Team player and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau, Smartsheet and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Up to 75% of the time, including weekends and/or evenings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.

POSITION SUMMARY

Responsible for effectively managing all aspects of customer relationships in the assigned territory. This includes planning, organizing, and implementing all account management activities related to the sale and distribution of Company products, with high accountability for achieving territory growth goals and objectives.

ESSENTIAL FUNCTIONS OF THE POSITION

• Demonstrate a strong work ethic and represent the Company with high integrity, ethics, honesty, loyalty, and professionalism at all times. 
• Cultivate new and existing customers to establish long-term relationships that generate high consistency and yield.
• Achieve sales and utilization quota results in the assigned territory, including performing effective territory penetration, coverage, and account identification to drive sales and increase the customer base for the Company’s product and deliverables. 
• Embrace what is required to be successful in a growth based “Market Develop” versus “Market Capture” business.
• Pre-plan sales calls and maintain efficient time management skills to ensure maximum customer contact and highest level of customer service. 
• Use consultative needs-based selling approach that focuses on building relationships with providers and identifying solutions to their challenges through open-ended questions and active listening. Includes physician product training, educating MA, PA, and nurses that play a role in patient identification, review imaging with physicians, and help establish a patient pipeline prior to training.  
• Employ challenger sales model to actively target, vet, teach and tailor the sales process to take control of the customer conversation and establish a motivation to adopt/integrate the product/procedure into the practice.
• Implement practice integration efforts to establish and maintain consistently treating accounts:
• Establish economic value for a procedure. 
• Set standards with customers to drive best practices around initial experience with product.
• Educate all members of the “care team” (MD, PA, Nurse, MA, etc.) so they can readily identify patients.
• Establish patient funnel with customers and constantly monitor to ensure no lost patients.
• Develop relationship with schedulers to facilitate getting month-over-month procedures booked.
• Follow and reinforce patient outcomes to validate procedure and motivate increased patient identification/procedure volume.
• Regularly communicate clinical data and reinforce product/procedural efficacy, durability, and safety to reinforce account success with the product. 
• Cover cases to evaluate and ensure procedural comfort. Coordinate with clinical training team for procedure support, setting up local/regional MD trainings, and helping physicians with procedural efficiency. 
• Partner with Marketing in a collaborative and cohesive manner to identify and cultivate relationships with key physicians to develop and support Key Opinion Leader strategy and plan execution.
• Provide key insights to market activities and opportunities through active participation in cross functional calls and team meetings.
• Maintain consistent communication with Regional Sales Director on all matters related to the territory and region, including accurate forecasting. 
• Work within set budgets, timelines, and processes.
• Develop and maintain supportive, productive, and effective relationships at all levels within the organization. 
• Complete administrative responsibilities including quarterly business plans, weekly expense reports, up-to-date territory account profiles, and customer database. Manage day-to-day sales administration activities in a detailed and timely manner.
• Maintain thorough knowledge and capabilities of the Company’s products and updated knowledge of the industry and competitive products. 
• Participate in industry-related trade shows/meetings. 
• Maintain and increase professional and technical knowledge by on-the-job training, attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Support compliance with the company quality standards, FDA regulations and guidance, applicable EU Medical Device directives, applicable ISO standards, and other pertinent country specific medical regulatory requirements. 
• Perform special projects and other duties as assigned. 

EDUCATION AND/OR EXPERIENCE

Required

• Bachelor's degree or equivalent combination of education and experience.
• A minimum of four years’ field selling experience with at least three years of demonstrated success selling medical products or services to physicians and/or other health care providers. Medical sales experience may include any combination of direct sales, market development, and/or clinical specialist roles.  
• Experience with, and understanding of, contracting, negotiating, and change management.
• Basic knowledge of anatomy, medical and surgical terminology.
• Experience Managing a Territory through the effective utilization of a CRM system, preferably experience directly with SalesForce.

Bonus

• Direct customer experience with the anesthesiology, pain management, spinal surgery or related specialties audience.
• Experience with consumables selling.
• Experience in conceptual selling and creating markets for innovative market defining products.
• Experience selling a product/procedure that required educating many constituents in the practice.
• Prior roles involving a “consultative approach” to understanding customer needs, identifying barriers and working to overcome challenges and establish processes with the practice to drive adoption.
• Clinical use selling in an operating room environment.
• Clinical knowledge of lumbar spine anatomy, physiology, and imaging techniques.
• Cadaveric lab training experience.

SKILLS, ABILITIES, AND CHARACTERISTICS

• Strong interpersonal and communication skills.
• Ability to communicate effectively, orally and in writing, with all levels of employees. 
• Proven ability to provide a high level of customer service and support to achieve practice integration of mild and the Vertos business methodology. 
• Procedure delivery and execution, ensuring a high level of customer/patient satisfaction.
• Exercise a high degree of adaptability in dealing with an ambiguous and complex work environment and balance multiplicity of demands in a responsive and professional manner.
• High level of accountability, reliability and extremely responsive.
• Ability to make effective and persuasive communications and technical presentations to physicians, management and/or large groups. 
• Ability to thoroughly understand and communicate the attributes and qualities of Company products using professional selling and closing skills. 
• Positive attitude and passion for working within the pain management and anesthesiology field. 
• High level of organization with regard to schedule management and follow-up skills. 
• Team-oriented and ability to work collaboratively with and through others at all levels of the organization.
• Tech savvy: proficiency in Microsoft Office applications and in mobile/cloud resources including CRM software (preferably Salesforce); comfortable learning new technical systems as needed such as Box, Zoom, Slack, Tableau and Concur.

PHYSICAL REQUIREMENTS/WORK ENVIRONMENT

• Travel (Distributed Workforce) – Ability to travel up to 75% of the time in order to adequately cover the territory including multi-overnight stays, attend tradeshows, and corporate and training meetings.
• Physical Demand – While performing the duties of this job, the employee is regularly required to stand, walk, and sit for extended periods of time. Some of the time standing will include wearing radiation safety equipment (lead aprons, thyroid shield, radiation badge, etc.). Physical effort required by handling objects of up to 25 pounds frequently. Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus in relation to travel and operating a personal computer. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• Mental Demand – Moderate to high degree of concentration due to volume, complexity, and/or “pressure” of work. Ability to make critical thinking skills decisions under pressure.
• Work Environment – 
• Potential exposure to bloodborne pathogens, pharmaceuticals, chemicals, needles, and sharps, and radiation (from x-ray / fluoroscopy and similar medical equipment).
• Possess and maintain a valid drivers’ license and a driving record satisfactory to the Company. Driving records may be monitored on an annual basis or as needed.
• Possess and maintain a criminal background satisfactory to the Company. Criminal backgrounds may be monitored on an annual basis or as needed.
• Meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings and background checks with a satisfactory result in accordance with Company requirements and the requirements of the customer/medical facility serviced.
• Reasonable access to airport for travel.
• When working in a home office environment, a dedicated office with minimal distractions which assures maximum privacy of computer screens to protect confidential and sensitive information is required; highspeed internet connectivity is required to work effectively.  

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of all employees assigned to this position. Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

In addition to offering a great culture and work environment, Vertos also offers the following benefits:

Health Insurance

· Medical

· Dental

· Vision

· Basic Life and AD&D

· Supplemental Life & AD&D

· Long-Term Disability

· Health Care and Dependent Care Flexible Spending Accounts (FSAs)

· Health Savings Accounts (HSAs) with employer contribution

Paid Time Off

· Paid Time Off  

· Paid Holidays

· Jury/Witness Duty Leave

· Bereavement Leave

· Parental Leave Salary Continuation

· Short-Term Disability Salary Continuation

Other Benefits

· 401(k) Retirement Savings Plan with employer match

· Employee Assistance Program

· Voluntary Accident, Critical Illness, Hospital Indemnity and Legal

· Access to BenefitHUB discounts for 200,000 + vendors