Market Development Manager - West Coast Region

About the Opportunity

We are currently seeking a dynamic individual to join our team of Market Development Managers who will be responsible for increasing education, awareness, distribution, and ultimately growing the utilization of the BrainScope head injury assessment device. The Market Development Manager works closely with the Marketing and Customer Care teams (and, in the future, distributors) to increase the awareness, education, purchase, clinician adoption and increased utilization of the BrainScope system.

 

The selected candidate will possess successful medical/healthcare experience, strong leadership and communication skills, an ability to work independently, and is highly organized, collaborative and energetic. This individual must have experience and demonstrated comfort working with a wide variety of physician, healthcare professional specialties, healthcare administrators, and healthcare providers at every level (including nurses, techs, PAs, MAs, etc).  Experience in promoting and educating the market on new medical technology, strong understanding and competence in process improvement and promoting and integrating best practices is preferred.

The Market Development Manager (MDM) is also responsible for identifying and proposing cost-effective opportunities to engage and educate clinicians, with and without the support of Key Opinion Leaders. In addition, the MDM is responsible for the education and training of new and current customers, and personally executing a successful incorporation of the BrainScope system into the “flow” or protocol of the new or existing customer’s mTBI assessment process.  Equally important, is ensuring that our customers are satisfied with their use of BrainScope in order to drive ongoing utilization and to add additional positive references for future sales and market efforts.

In the latter half of 2019, BrainScope will establish market-specific (e.g., sports, urgent care, etc.) distributor relationships. When this occurs, the MDM’s above responsibilities will expand to then include educating, supporting, driving, managing and acting as the BrainScope expert to ensure these distributors remain focused and meet their and your respective Revenue targets.

 This position:

  • Reports to Vice President, Sales & Marketing

  • Requires travel, 75% of the time across the assigned market (West Coast Region)

  • We offer a competitive salary and commission pay, strong benefits and stock options to complete the package.

Key Responsibilities

Manage New Business Development Process

  • Develop detailed business and call-plans that identify and target high potential accounts and execute face to face market development calls with physicians, nurses, athletic trainers, hospital administrators, practice managers and other key users and purchase influencers within the market to demonstrate and promote BrainScope’s cost-effective, clinical benefits.

  • Responsible for pursuing leads, assessing customer needs, communicating the cost-effective clinical benefits of the BrainScope system with the clear intent to meet your Revenue target.

Manage Customer Onboarding

  • Establish and oversee new customer “onboarding,” including leading all implementation planning related efforts, workflow planning and updates, developing and communicating best practices, determining and ensuring implementation of IT requirements, provider and operator training and education, and go-live support (as necessary)

  • Engage Reimbursement Team to ensure that customer in informed of reimbursement guidance and updates systems and process to enable reimbursement for BrainScope cases

  • Leverage Marketing Team to work with customers to co-develop and execute site-specific marketing plans to drive and increase patient volume

Manage Product Adoption, Utilization Growth, and Customer Expansion

  • Track and leverage customer product utilization metrics to target specific customers/sites/operators with appropriate training and collateral including follow-up training, help/FAQ documentation, educational and instructional videos, etc.

  • Develop and execute plans to resolve potential areas of customer dissatisfaction with BrainScope

  • Forecast and track key account metrics, monitor and manage account status, and provide regular reporting to both customers and BrainScope senior management and other internal stakeholders

  • Continually nurture the customer relationship and drive revenue growth by account; identifying and pursuing opportunities for customers to broaden and deepen their use of BrainScope through resell/re-orders and expansion into additional sites/locations

  • Influence future lifetime value through higher product adoption, customer satisfaction, and overall customer health scores

Manage Strategic Customer Relationships

  • Develop a deep understanding of the customer’s business, customer needs, and opportunities within existing account base, serving as an advocate for the customer within BrainScope and with any 3rd party distributors.

  • Develop a trusted advisor relationship with both customers and distributors, ensuring all activities are closely aligned with the customer’s and BrainScope’s business strategy

  • Establish and maintain customer satisfaction through the creation of an account-specific relationship framework inclusive of account plans, proactive and consistent customer and distributor communications, quarterly business reviews, account documentation and reporting, active issue remediation, etc.

Other Responsibilities

  • Responsible for developing, building, and strengthening long-term relationships with stakeholders and key influencers including national and local key opinion leading physicians, nurses, athletic trainers, hospital administrators, and practice managers

  • Collaborate with physicians, hospital executives, business personnel and service line administrators to increase public awareness and clinical pathway development

  • As requested, participate in targeted National Medical Conferences, Association and Society Events related to Market Development areas of opportunity

  • For management approval, identify potential regional tradeshows as well as attend and actively work select meetings, courses, conferences and Peer to Peer functions with customers

  • Consistently maintain administrative responsibilities within CRM system and provide timely, accurate and current information on targets within geographic region, and provide requested information such as sales reports, forecasts, pipeline and other tracking requests

  • Support the Marketing team’s collection and analysis of customer needs and feedback. This will include seeking feedback on potential future products and features, and facilitating the execution of customer surveys

  • Support the Marketing team’s collection and analysis of our competitor’s products and efforts

  • Demonstrate strong “on the spot” decision making skills by offering solutions that are thorough, practical and aligned with the business needs

  • Exemplify the highest level of ethical business conduct and stewardship of BrainScope resources

 Desired Qualifications

  • Bachelor’s Degree (minimum)

  • 3-10 years of experience in healthcare and/or business to business sales with a strong preference for experience in the field of healthcare consulting, technology or process consulting, or account management selling B2B or B2C within the medical device space

  • Proven track record in delivering results

  • Strong technical acumen and ability to quickly understand BrainScope technology and communicate it effectively to key stakeholders

  • Experience in the design and delivery of customer facing programs

  • Experience in developing new innovative markets with paradigm shifting technologies

  • Experience selling value and differentiation to customers

  • Solid job skills in business planning/consulting with multiple cross-functional contacts

  • Experience working with marketing tools and programs to increase product awareness

  • Experience running Peer-to-Peer clinician programs to drive product adoption

  • Ability to understand a financial Proforma and communicate the value proposition

  • Understanding of the operational levers in each market and what is important to the customer

  • Keen understanding of the capital buying cycle and process within the healthcare space

  • Collaborative, goal-driven, confident self-starter with a willingness to continually embrace professional development and a passion to excel

  • Comfortable working in a fast-paced environment and able to work successfully in both team and autonomous environments.

  • Leadership skills to guide cross functional teams with multiple business partners to ensure best in class customer engagement programs

  • Demonstrated abstract and concrete problem-solving skills

  • Prioritize activities and allocate resources for greatest effectiveness 

  • Exemplary written and verbal communications skills

  • Experience with Microsoft Office Suite along with demonstrated ability to create/ edit PowerPoint, update excel reports, and work within a CRM system

  • Must have a valid driver’s license and active vehicle insurance policy ·        

  • A demonstrated mindset for putting the customer first and track record of exceeding customer expectations

  • Demonstrated ability to develop meaningful relationships and effectively communicate with, present to, and influence key stakeholders at all levels of an organization, including executive and C-level

  • Proven ability in managing a book of business or multiple customer relationships and customer projects, while maintaining sharp attention to detail

  • Organized, self-starter with deep program and project management experience

 
 

Qualified applicants are encouraged to send their resume and a cover letter including availability to recruiting@brainscope.com. 


 

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