Regional Sales Sr. Manager, West - Transcatheter Heart Valves

BU – Transcatheter Heart Valve (THV)

Aortic stenosis impacts millions of people globally, yet it still remains under-diagnosed and under-treated. Edwards’ groundbreaking work in transcatheter aortic heart valve replacement (TAVR) pioneered a life-changing solution for patients. Our Transcatheter Heart Valve (THV) business unit continues to partner with Heart-Teams to transform patient care with devices supported by solid clinical evidence. Edwards THV driving force is to help patients live longer and healthier lives.

We have an exciting new opening in West Canada to join our THV Leadership Team. If you have a passion for cutting edge technology in transcatheter heart valves and a patient-oriented culture and if you are excited about managing an experienced field team, working closely with a management team of 8 people, you should consider this opportunity.

Purpose of the role:

Responsibilities encompass coaching and management of the team (Territory Managers and Field Clinical Specialists), supporting their Sales, Marketing and Education activities and driving therapy growth across a defined region. The role includes the building and strengthening of key strategic relationships with Non-Clinical stakeholders in both the hospital, and health authorities.

How you’ll make an impact:

• Manages, coaches and motivates a team of territory managers and field clinical specialists to ensure achievement of sales targets within assigned territories 

• Demonstrates strong people leadership in demanding contexts, driving motivation, performance, and professional development through a culture of learning, listening and empowerment. 

• Management of external strategic relationships with KOLs and other stakeholders within the hospital and health authorities

• Building the short, mid and long term growth plan for the region in alignment with country and regional priorities and objectives
  Helps to promotes and sell product portfolio and solutions to current and new customers while building strong network of relationships with critical decision makers in assigned accounts and in the regional market
  Supports sales activities of territory managers in complex selling situations while developing and leading the execution of both short- and long-term territory/account planning

• Plans and supports therapy development activities to boost increase in therapy penetration in accordance with guidelines
  Interacts with relevant internal stakeholders (finance, legal, Bids & Tenders, pricing & strategy department, marketing, training & development, HR) on a regular basis
  Supports local Marketing activities, with the goal of reinforcing Edwards leadership and supporting correct therapy adoption

What you’ll need:

• Bachelor's Degree in related field (preferably economics or engineering)
  Minimum of 8 years of progressive sales experience, with a strong track record in driving growth and achieving targets.

• Previous sales and people management experience of at least 5 years, ideally with proven leadership in managing high-performing teams.

• Demonstrated ability to apply strategic thinking to the growth and development of accounts and the business within the region

• Ability to build and develop relationships with key stakeholders both internal and external to enhance collaboration and partnership

• Demonstrated successful track record of managing a team of sales employees (experience with agents would be a plus)
  Extensive medical devices industry experience required
  Knowledge of the interventional cardiology therapy and market is an asset

What else we look for:

• Sound understanding of cardiovascular anatomy, pathology and physiology relevant to EW medical products as it relates to the business coupled with ability to rapidly go through the therapy basics learning curve 

• Understanding of the entire BU product portfolio and how it addresses patient and customer needs and how it compares to competitor offerings

• In-depth understanding of BU strategy and business model including the competitive landscape and market environments of own territory/accounts

• Ability to apply industry knowledge, sales experience and economic models to direct achievement of sales and financial goals

• Broad and strategic perspective with strict attention to detail

• Ability to interact professionally with all organizational levels and proactively escalate issues to appropriate levels of management in the organization

• Ability to work and excel within a fast paced, dynamic, and constantly changing work environment

• Drive to build a network of relationships with critical decision makers in assigned accounts and in the market becoming a credible and dependable  resource to customers organization, based on ability to develop innovative, mutually beneficial partnerships and solutions

• Adhere to all company rules and procedures

Aligning our overall business objectives with performance, we offer competitive salaries, performance-based incentives, and a wide variety of benefits programs to address the diverse individual needs of our employees and their families. 

For Canada, the base pay range for this position is  122 000 $  - 176 000 $ (highly experienced). The pay for the successful candidate will depend on various factors (e.g., qualifications, education, prior experience).