Area Vice President, Sales, East Region - Surgical Structural Heart - Edwards Lifesciences
Baltimore, MD
About the Job
Make a meaningful difference to patients around the world. Driven by a passion to help patients live healthier and more productive lives, our Sales teams embrace Edwards Lifesciences’ values to build trusting, lasting relationships with medical professionals and industry partners. Your insight and dedication will help deepen and broaden clinical knowledge of our company’s innovative technologies, while creating connections between providers and teams across our businesses to ensure patients receive the highest quality of care.
Dedicated to innovation, our Surgical business unit is focused on identifying and solving critical, unmet needs in cardiac surgery. In understanding the challenges of open-heart surgery, we partner with surgical teams to deliver modern technologies intended to enhance patients’ quality of life and expand their potential treatment opportunities. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.
As a key member of the sales leadership team, the Area Vice President (AVP) - East will be responsible for driving the execution of the Edwards and Surgical Structural Heart business unit across an assigned geographic area of the U.S. The successful candidate will drive the achievement of sales and profit objectives within the Area which includes four sales regions. The AVP will provide overall leadership to the assigned regional sales management and field clinical teams. The ideal candidate will be a dynamic leader who has successfully managed the sales of clinically complex and track record of new product launches in the cardiovascular medical device space and partner across business units when necessary. The AVP will execute Surgical strategy in a changing environment and lead Surgical into new procedural product areas.
You will make an impact by:
+ Providing leadership and guidance to Sales teams across area while executing on specific quotas and site activation objectives as defined by the Surgical Strategic Plan. Establish sales targets, manage budgets, and inventory.
+ Coaching Regional Directors on effective talent management to include hiring, retaining, engaging and developing talent, developing succession plans and proactively managing performance. Partners with internal resources to create programs that support leadership development, career advancement, and succession planning.
+ Serving as a change agent and provide leadership to create a high trust culture and environment.
+ Leading negotiations with Key Accounts as required and as defined by the Surgical site activation plan.
+ Supporting the development of Key Opinion Leaders (KOLs) and relationships with strategic customers and clients
+ Partnering with Marketing, Sales Operations, and Professional Education to develop and deploy sales strategies, tools, programs and services, to achieve product sales, pricing, penetration and profit targets. Review product sales performance against objectives and modify strategies as necessary for achievement of goals and quarterly forecasts.
+ Collaborating with Sales Operations, Finance and HR in the development of commission plans, sales contests and other incentives to be used to reward sales performance.
+ Maintaining current knowledge of competitive business strategies and product pipeline, healthcare economics, regulatory and legislative activities and incorporate into regional sales plans and strategies.
+ Managing and adhere to T&E expense budget, inventory management, and other variable expenses such as regional sponsorships, grants and COEs.
What you’ll need (Required):
+ Bachelor's degree in related field
+ Previous experience working in sales and healthcare industry required
What else we look for (Preferred):
+ Cardiac surgical experience strongly preferred
+ 10 or more years of medical device industry experience strongly preferred
+ Ability to travel up to 70% of the time
+ Experience coaching and developing leadership skills of first-line sales managers
+ Master’s degree in related field
+ Demonstrated skills in the following areas: leadership, coaching and counseling, budgeting, negotiating, selling and strategic planning.
+ Experience as a change agent with the ability to be open and influenced by differing ideas and points of view but still able to make difficult decisions around people, process and products as it relates to our business.
+ Strong interpersonal skills.
+ Strong creative, strategic, analytical and financial skills with a demonstrated ability to understand competition and industry trends.
+ Ability to work successfully in a matrixed organization.
+ Ability to foster and develop high trust internal and external business relationships is essential.
+ Ability to partner collaboratively demonstrated by proactive communication with all functional departments of the company; specifically but not limited to Customer Operations, Sales Operations, Finance, Marketing, HR, R&D, Regulatory, and Clinical Affairs to further develop value added strategies, tools, programs and services.
+ Exceptional leadership, presentation and communication skills (verbal and written); strong organization skills; and ability to interface effectively at all levels of the organization. PC skills (Excel,Word, Data Base tracking software, etc.) and system thinking mind set are required.
+ Strong business and financial acumen is critical for success.
+ Ability to influence and interface effectively at all levels.
Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.
COVID Vaccination Requirement
Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.
Dedicated to innovation, our Surgical business unit is focused on identifying and solving critical, unmet needs in cardiac surgery. In understanding the challenges of open-heart surgery, we partner with surgical teams to deliver modern technologies intended to enhance patients’ quality of life and expand their potential treatment opportunities. It’s our driving force to help patients live longer and healthier lives. Join us and be part of our inspiring journey.
As a key member of the sales leadership team, the Area Vice President (AVP) - East will be responsible for driving the execution of the Edwards and Surgical Structural Heart business unit across an assigned geographic area of the U.S. The successful candidate will drive the achievement of sales and profit objectives within the Area which includes four sales regions. The AVP will provide overall leadership to the assigned regional sales management and field clinical teams. The ideal candidate will be a dynamic leader who has successfully managed the sales of clinically complex and track record of new product launches in the cardiovascular medical device space and partner across business units when necessary. The AVP will execute Surgical strategy in a changing environment and lead Surgical into new procedural product areas.
You will make an impact by:
+ Providing leadership and guidance to Sales teams across area while executing on specific quotas and site activation objectives as defined by the Surgical Strategic Plan. Establish sales targets, manage budgets, and inventory.
+ Coaching Regional Directors on effective talent management to include hiring, retaining, engaging and developing talent, developing succession plans and proactively managing performance. Partners with internal resources to create programs that support leadership development, career advancement, and succession planning.
+ Serving as a change agent and provide leadership to create a high trust culture and environment.
+ Leading negotiations with Key Accounts as required and as defined by the Surgical site activation plan.
+ Supporting the development of Key Opinion Leaders (KOLs) and relationships with strategic customers and clients
+ Partnering with Marketing, Sales Operations, and Professional Education to develop and deploy sales strategies, tools, programs and services, to achieve product sales, pricing, penetration and profit targets. Review product sales performance against objectives and modify strategies as necessary for achievement of goals and quarterly forecasts.
+ Collaborating with Sales Operations, Finance and HR in the development of commission plans, sales contests and other incentives to be used to reward sales performance.
+ Maintaining current knowledge of competitive business strategies and product pipeline, healthcare economics, regulatory and legislative activities and incorporate into regional sales plans and strategies.
+ Managing and adhere to T&E expense budget, inventory management, and other variable expenses such as regional sponsorships, grants and COEs.
What you’ll need (Required):
+ Bachelor's degree in related field
+ Previous experience working in sales and healthcare industry required
What else we look for (Preferred):
+ Cardiac surgical experience strongly preferred
+ 10 or more years of medical device industry experience strongly preferred
+ Ability to travel up to 70% of the time
+ Experience coaching and developing leadership skills of first-line sales managers
+ Master’s degree in related field
+ Demonstrated skills in the following areas: leadership, coaching and counseling, budgeting, negotiating, selling and strategic planning.
+ Experience as a change agent with the ability to be open and influenced by differing ideas and points of view but still able to make difficult decisions around people, process and products as it relates to our business.
+ Strong interpersonal skills.
+ Strong creative, strategic, analytical and financial skills with a demonstrated ability to understand competition and industry trends.
+ Ability to work successfully in a matrixed organization.
+ Ability to foster and develop high trust internal and external business relationships is essential.
+ Ability to partner collaboratively demonstrated by proactive communication with all functional departments of the company; specifically but not limited to Customer Operations, Sales Operations, Finance, Marketing, HR, R&D, Regulatory, and Clinical Affairs to further develop value added strategies, tools, programs and services.
+ Exceptional leadership, presentation and communication skills (verbal and written); strong organization skills; and ability to interface effectively at all levels of the organization. PC skills (Excel,Word, Data Base tracking software, etc.) and system thinking mind set are required.
+ Strong business and financial acumen is critical for success.
+ Ability to influence and interface effectively at all levels.
Edwards is an Equal Opportunity/Affirmative Action employer including protected Veterans and individuals with disabilities.
COVID Vaccination Requirement
Edwards is committed to protecting our vulnerable patients and the healthcare providers who are treating them. As such, all patient-facing and in-hospital positions require COVID-19 vaccination. If hired into a covered role, as a condition of employment, you will be required to submit proof that you have been vaccinated for COVID-19, unless you request and are granted a medical or religious accommodation for exemption from the vaccination requirement. This vaccination requirement does not apply in locations where it is prohibited by law to impose vaccination.
Source : Edwards Lifesciences
