Regional Practice Manager

Overview

Position Overview: The Regional Practice Manager (RPM) is responsible for developing and leading a sales team of combined Practice Development Manager’s and Strategic Account Manager’s (PDM’s and SAM’s) and Clinical Training Manager’s (CTM’s), as well as for managing the sales activity within a defined market. This includes building a highly trained and motivated regional sales and clinical training team that shares his/her vision of excellence while exhibiting the highest level of ethical behavior. The RPM ensures that the sales team produces a sales volume and utilization growth of NeuroStar Treatment Sessions (NSTS) at or above the assigned quota while achieving short and long-term company objectives, and that the clinical training team delivers high quality training to call customers. The RPM also achieves regional sales revenue targets through effective sales team management, organization, administration, expense maintenance, profitability, trade show representation, customer service, practice consulting, and ongoing customer support.

 

Essential Duties/Responsibilities:

· Reviews sales quotas in relation to product penetration and existing market share, opportunities, drivers and barriers in in the region, and works to maximize sales in this environment. Ensures sales team members meet quota goals for both revenue and utilization of Treatment Sessions.

· Works with the Regional Sales Director to develop and execute strategies for maintaining treatment session ASP within existing accounts, and for holding existing customers accountable to agreed-upon treatment volume commitments if under a set pricing contract.

· Works with PDM/SAM team to educate and drive adoption of all marketing initiatives with quarterly business reviews in each to identify opportunities and measure success.

· Facilitates weekly one-on-one conversations with each team member to review: previous and upcoming week’s activities with a strong focus on revenue generating activities for PDM’s/SAM’s and clinical training activities for CTM’s, progress towards sales goals, training needs, individual customer needs, ongoing strategies to drive business and volume growth, key upcoming appointments in which RPM’s involvement may be required, etc.

· Manages all administrative and reporting requirements of his/her direct reports and completes own administrative and reporting duties consistently and in a timely manner.

· Manages regional CTM clinical training calendar and travel schedule and facilitates coverage of all upcoming clinical training needs/activities throughout the region.

· Uses his/her own strong base of medical device/industry knowledge and experience to continually develop the skills and abilities of his/her sales team members.

· Uses all available resources to facilitate continuous development of team members in the areas of product and competitor knowledge, the applicable disease state, and managed care opportunities

· Spends 2 (two) or more days per week in the Field working with individual sales team members.

· Encourages team members to focus on problem solving by using all tools and resources available to them to support their management roles and activities

· Ensures his/her direct reports are continuously developing and executing on strategies for treatment session volume growth, as well as identifying and communicating opportunities for additional capital sales to their Area Sales Manager (ASM) counterparts.

· Uses sales analysis reports to consider territory strengths and opportunities for enhanced sales revenue growth

· Manages key customer relationships in an evolving business environment; frequently identifies opportunities that could emerge into grander scale opportunities as well as best practices in customers that they share within and across the regions

· Remains up to date on all current clinical development projects (both company sponsored and investigator-initiated). Maintains familiarity with the process of directing customers to the Medical Affairs team for requests for medical information and clinical study support through the Investigator Initiated Trial program. Partners with the medical operations team, particularly as it relates to working compliantly across all areas from HCP communication to expense reporting.

· Partners closely with the Clinical Training team to ensure that all CTM’s and PDM’s/SAM’s are certified and kept current on any new directives, protocols or equipment or software updates.

· Partners with marketing for the creation of new sales materials and pull-thru within the region. Provides voice of customer and voice of field input on messages, tools, and compliance, and training needs to Marketing and Sales training.

· Collaborates with the reimbursement team to identify the critical reimbursement issues in the region and to support th