ABOUT US
EDAP is a global leader in high-tech robotic medical devices for the diagnosis and treatment of Prostate Cancer. EDAP is a NASDAQ-listed international group with a rapid growing presence in the United States, leading with the proprietary Focal One®technology brand (www.FocalOne.com).
POSITION SUMMARY
The Area Vice President will have P&L responsibility and will lead and develop a team of five to seven high-performing Regional Business Directors (RBD) driving execution of new capital orders, sales, and drive market expansion with their assigned territory. This includes coaching and directing each team member in identifying and focusing on priority academic and private/community-based centers. The Area Vice President will be responsible for driving urgency and developing a predictable and reliable forecast. The role will coordinate with Clinical team members, and Clinical Applications Specialists within their territory to drive and coordinate programs that drive utilization and increase positive patient outcomes. The Area Vice President is responsible for the development of a robust onboarding program that quickly prepares the RBD to work their market independently with confidence. The Area Vice President will also practice continuous improvement to develop strategies to improve onboarding new hires that decrease the time it takes to achieve a sale.
MAJOR RESPONSIBILITIES
- Sets business strategy with Senior Leadership for assigned territory to achieve or exceed territory sales objectives and established quotas.
- Establishes and maintains ethical, long-term customer relationships that support long-term relationships between EDAP Technomed, Inc. and key customers.
- Works closely with Senior Leadership and RBD to identify regional prospects and nurture RBD’s funnel prospects.
- Partners with Senior Leadership and appropriate cross-functional teammates to identify key opportunities and projects that exist within the territory.
- Provides ongoing realistic sales and orders data projected for existing pipeline.
- Stays current with healthcare market dynamics in the US and regional markets to speak with authority at alllevels including C-suite, physicians, administrators & supply chain.
- Attends key conferences and trade shows to foster relationships, build the pipeline, and to keep up to date within the MedTech industry.
- Works with Key Accounts team to identify and mange key IDN targets and the communication at the senior executive level.
- Provides performance assessments on a quarterly basis foreach RBD as they organize clinical validation visits, facilitate executive presentations, operate in full compliance with local regulations, and identify the appropriatecustomer audiences – surgeons, hospital C-suite, department chairs, etc.
- Ensures the team can build the appropriate economical / business model analytics, including reimbursementstatus, downstream/upstream revenues, marketing and education programs and any business financial data the required for customer decision.
- Identifies and attracts key talent to the team when needed and builds a bench of prospects needed in the future.
- Coordinates regularly scheduled 1:1s with direct reports, and quarterly team meetings to drive accountability and develop a high-performing team.
- Delivers ongoing honest feedback and coaching that drives success.
- Provides training and develops RBDs in the areas of sales skills, product knowledge, time and territory management, competitive knowledge, and career development/advancement.
- Assumes additional responsibilities as assigned.
QUALIFICATIONS
Position-Specific Skills
- Ability to travel upwards to 75-80%
- Solid knowledge in science and medical devices industry
- Demonstrated leadership skills and experience leading a high-performing team
- Ability to lead effectively across many departments
- Ability to adapt or change priorities as needed
- Creative problem-solving skills and the willingness to take calculated risks and act decisively (but should communicate potential consequences to enable informed business decisions)
- Ability and willingness to “roll up the sleeves” and become actively engaged in tactical execution
- Excellent interpersonal and presentation skills with the ability to persuade in a credible and genuine fashion
- Outstanding communication skills (clear and concise in all forms of communications)
Leadership Skills Required
- Ability to motivate and inspire direct reports to become a high-performing team member
- Team player who enjoys working collaboratively as part of a high-performing team
- Takes initiative to call out needed system changes, and shares recommendations for improvement
- A strong internal and external customer focus and service orientation
- Authentic and approachable personality that can connect with a diverse range of people
- A motivated self-starter who can work well both independently and as part of a team
- A high sense of integrity, professional courage, sound judgment and sense of urgency
Technical Skills Required
- Computer proficiency in Microsoft Office products (Outlook, Word, Excel & PowerPoint)
- Ability to extract and position key data elements from clinical studies that support safety and effectiveness in a concise, compelling manner
Education/Training Required
- Bachelor’s degree in science, Life Sciences or equivalent, MBA is preferred
- 10+ years’ experience in selling disruptive medical device technology (high priced capital equipment) in community hospitals, imaging centers and academic hospitals
- 3-5+ years’ experience in managing teams and providing key professional development that results in key growth and/or individual advancement
WORK ENVIRONMENT AND PHYSICAL DEMANDS
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.
This is a remote field position with a significant amount of time away from home exposed to different regional climates. While performing the duties of this job, the employee is regularly required to talk or hear. The employee is frequently required to sit and reach with hands and arms. The employee is regularly required to stand; walk and use hands to finger, handle, or feel.
- Ability to travel 75-80% of the time
- Long periods of time sitting while working on a computer or while sitting in a car driving to meet with clients
- Long periods of standing
- Must be able to use a computer keyboard
- Able to lift and/or move up to up to 50 pounds
- Will frequently be exposed to clinical operating rooms, for which proper personal protection equipment will be assigned and worn
PERFORMANCE OBJECTIVES
Performance objectives are specific skills and attributes that contribute to the success of the Area Vice President’s position. The Area Vice President’s performance will be evaluated against these Performance Objectives.
Leadership
- Self-driven to pro-actively educate self and others on industry knowledge to keenly understand the competitive landscape needed to develop strategies and tactics to compete effectively
- Educates self and team to develop strong clinical acumen to create an effective talk-track that builds rapport and trust with doctors within the urology space
- Role models leadership behaviors and best practices that foster effective and trusting relationships with team members and others
- Works side-by-side team members to educate and model performance expectations
- Drives revenue growth by motivating and leading team members to reach and/or exceed performance objectives
- Identifies and recruits experienced talent, hires, onboards and develops high performing team members
- Proactively identifies performance deficiencies early and develops improvement plans to correct performance deficiencies to ensure team members meet their performance objectives
- Consistently demonstrates managerial courage to make thoughtful and responsible decisions that best supports business strategies and objectives
Sales
- Aligns sales strategies to corporate goals.
- Timely fills open positions.
- Coordinates robust onboarding plans with training department for all new team members.
- Accurately and consistently deliver on sales forecast for assigned region in a timely manner, quarterly, and annually. Strives to exceed sales plans.
- Executes corporate sales strategies and tactics that drive account growth and fosters new customer acquisitions.
- Develops Key Opinion Leaders (KOL) with assigned region. This includes clinical and executive champions.
EXPECTATIONS & DEVELOPMENT
As an employee of our EDAP Technomed, Inc. team we expect you to be accountable for your actions, to challenge existing processes and to grow both professionally and personally. This means having the willingness to claim 100% ownership for results, both individually and collectively with others and to “think outside of the box” when it comes to processes, policies, and strategies. It also requires seeking out new knowledge and skills and assisting others in growing similarly.
