Edwards Lifesciences Clinical Field Specialist in Auckland, New Zealand
Plan and execute strategies to achieve targets as defined in the Business annual sales plan.
Monitor activity, plan and prepare forecasts by account, product and therapy for the given territory as well as propose expenses for meetings and/or customer activities
Promote educational events, clinical sessions, trials and marketing studies to targeted accounts
Drive penetration of Edwards products in the given territory, strengthen relationships and create new businesses. Introduce new therapies in the region, launch new products. Work closely with Marketing, Market Access, Professional Education.
Execute the Edwards marketing and product launch strategy for new products. When needed, coordinate the activities from site selection to independence working closely with other teams (Education, Clinical, Marketing) and according to ANZ strategy.
Responsible for the inventory management in assigned territory
Implement tender and price strategy in territory.
Regularly reports to the BUD all field activities & maintain an up to date customer data base in SFDC.
Acquire a thorough working knowledge of the products/therapies and develop an extensive understanding of all their applications
Assist in developing the TMTT procedure in both Cardiology and Surgical environments
In accordance with the TMTT SOPs, plan and implement physician and support staff training
Advise both Cardiologists and Surgeons in the patient selection process and suitability for a TMTT procedure, ensuring successful outcomes by adhering to the Procedural Success Rate (PSR) objectives.
Attend all procedural implants at each new site until the site has been signed off as being fully independent.
Responsible for ensuring that the assigned sites become independent for procedures, products preparation and support.
Responsible for the implant’s activity across the given territory (performance will be measured against predetermined and agreed targets both implants and otherwise)
Train all relevant members of the salesforce to an appropriate level of understanding of the therapy, the product and the sales message (where applicable)
Provide appropriate support tools for use in the field (such as case study reports, slides, review of clinical data)
Participate in TMTT Clinical \ Marketing team meetings and company organized training session
Follow up and track in SFDC all PSR, procedural results, type of implant and all relevant details.
Ensure to report all products and procedures complaints to the local Quality & Regulatory departments within 24hours – compliance management
Marginal Job Functions:
Understand and ensure compliance with government regulations, legal documents and safety and ethical standards e.g. EEO; MTAA/MTANZ Code of Practice and Occupational Health and Safety.
Comply with Edwards Quality Systems, policies and procedures.
Report incidents, which endanger the environment or people. These reports should be made to the appropriate Company authority, such as the EHS Manager, Division EHS Manager (DM), Facility or Division Management, or Corporate EHS.
MTAA/MTANZ Code of Practice training and demonstrated practical knowledge of the theory
Certificated in MTAA/MTANZ Operating Theatre Protocols
Continual self-development and of others
Must have Cardiac Echo Tech experience
Prior experience in sales in the medical field
Experience working in the operating room or Cath lab and awareness of how to behave in a sterile environment
Significant knowledge of the interventional cardiology environment
Strong sales and business development skills
High interpersonal and communication skills and leadership with good capabilities to drive customers
Ability to actively influence and convince others in the pursuit or achievement of a specific set of objectives.
Consistently maintaining &/or growing market share in key accounts
Actively plans sale calls and objectives ensuring sale calls are linked to strategic goals
Discovers the customer needs by asking probing questions and actively listening
Develops value-added sales strategies which align the customer goals.
Runs sale reports regularly and accurately analysis’s the data to predict customer needs and foresees account problems.
Uses clinical data and literature in selling solution/s to customer
strong territory management and account planning skills
Strategically and appropriately uses samples and marketing materials
Has well developed negotiation skills
Gains customer commitment on next steps of the sales process and regularly closes the sale.
Forecasting is accurate
Successfully presents conceptual, clinical and financial proposals linked to customer goals.
Organise and successfully run a symposia/educational session/trials and identify and/or follow-up on leads.
Identifies, establishes and engages current and future KLOs appropriately.
Drives market development.
Previous experience in conducting training programs to both physician and support staff is a strong advantage
Adhere to all EHS rules and requirements and take adequate control measures in preventing injuries to themselves and others as well as to the protection of environment and prevention of pollution under their span of influence/control
Edwards Lifesciences is the global leader in patient-focused medical innovations for structural heart disease, as well as critical care and surgical monitoring. Driven by a passion to help patients, the company collaborates with the world's leading clinicians and researchers to address unmet healthcare needs, working to improve patient outcomes and enhance lives. Headquartered in Irvine, California, Edwards Lifesciences has extensive operations in North America, Europe, Japan, Latin America and Asia and currently employs over 15,000 individuals worldwide.
For us, helping patients is not a slogan - it's our life's work. From developing devices that replace or repair a diseased heart valve to creating new technologies that monitor vital signs in the critical care setting, we focus on helping patients regain and improve the quality of their life.