Associate Territory Manager

ABOUT ORGANOX:

OrganOx is a commercial stage organ technology company dedicated to developing technologies to improve outcomes for patients with acute or chronic organ failure. The company was established as a spin out of the University of Oxford in 2008 and is now part of the Terumo Group. OrganOx is a pioneer in normothermic machine perfusion (NMP).  It's flagship platform, the metra®, is available for use in the U.S., Europe, Canada, and Australia. It has been utilized in over 7,000 liver transplants to date to keep donor livers in a metabolically active state outside the body enabling longer preservation times and functional assessment of the organ prior to transplant, leading to an increased number of organs available for transplant. Founded in 1921, Terumo Corporation (TSE:4543) strives to fulfill its mission of “Contributing to Society through Healthcare” by providing a comprehensive range of solutions in the fields of therapeutic procedures, hospital operations, and life sciences in more than 160 countries and regions.

Position Summary

The Associate Territory Manager (ATM) is the primary contact for all aspects of OrganOx commercial business in the assigned territory.  This associate level role is a field based, customer-facing position that interacts at multiple levels requiring total hospital account management skills and a high level of business acumen.  The ATM will ensure that sales targets in the assigned territory are met or exceeded.  

The ATM will be at the forefront of understanding market needs, identifying and prospecting target customers, establishing strong customer relationships, and ensuring our products' value is clearly communicated and understood by all customers in the assigned territory. The ATM will also work closely with our matrix team to develop strategies to promote our products to medical professionals, hospital administrators, and other relevant stakeholders.  

This position requires routine air and overnight travel of approximately 60%. 

Major Responsibilities 

Under direction from the VP, Commercial, NA the Associate Territory Manager will be responsible for: 

• Collaborate with the Vice President Commercial, North America to develop and execute sales strategy and plan in accordance with company directives.  
• Supports the commercial leadership in market selection and go to market strategies.
• Identifies opportunities with potential customers and develops co-beneficial value proposition based on the OrganOx product portfolio. 
• Acts as a solution expert for organ perfusion and develops business cases for the implementation of perfusion programs with the customer leadership team.  
• Responsible for sales and customer support including clinical support as needed in the assigned territory.  
• Implements and executes the launch strategies developed by the Sales and Marketing organization by providing product introductions and in-services for customers. 
• Completes a thorough analysis of the assigned territory and identifies key target accounts. 
• Responsible for generating and following up on sales leads. 
• Monitors competition by gathering information and sharing with the marketing team.
• Builds relationships daily with multiple customers within an account and keeps them informed of supply/inventory. 
• Resolve customer complaints by investigating problems and making recommendations to management. 
• Supports market development efforts to increase the number of patients available to receive our treatment. 
• Supports the marketing and clinical engagement teams in the execution of education programs for physicians and other health professionals involved in the use of metra to accelerate the adoption rate. 
• Fosters and maintain strong customer relationships by understanding their needs via professionalism and excellent interpersonal skills which routinely involve virtual and large in-person presentations.  
• Work cohesively with Field Clinical Specialists, marketing, medical, leadership, and overall matrix team to meet customer needs. 
• Participate in trade shows, conferences, and other industry events as requested to represent the company and its products. 
• Continue to be part of the CS rotation but only within assigned sales geography – (min of 90 days)   
• Adhere to the letter and spirit of OrganOx’s Code of Conduct and all other company policies 

Skills & Experience

• Proven expert as a clinical resource that customers and peers depend on. 
• An entrepreneurial mindset displaying a high degree of resourcefulness, ingenuity, and personal credibility is necessary to discover barriers to product utilization and implement appropriate solutions.   
• Excellent presentation skills both virtually and in front of a live audience.   
• Exceptional interpersonal and communication skills with active listening skills to uncover unmet needs. 
• Strong attention to detail. 
• Having a sense of urgency and ability to work in a high stress environment in which daily responsibilities/locations are not routine.  

Qualifications  

• Bachelor's degree in business or a related medical field. 
• May not have existing sales experience but will have multiple years of clinical experience in Liver Transplant. 
• Ability to travel 60% 
• Proven expert as a clinical resource that customers and peers depend on. 
• Deep understanding of the medical device market, preferably with experience in organ transplantation. 
• Proven ability to develop and execute effective sales strategies. 
• A high degree of professionalism, integrity, and ethical behavior. 
• Ability and willingness to travel extensively. 
• The ability to showcase a high level of clinical aptitude with thorough understanding of the liver transplant disease space, clinical studies, and medical device product.  
• Ability to prioritize and comfortably manage a large geography requiring routine air travel and overnights. 

We offer competitive compensation and comprehensive benefits available from day one, including health, dental, vision, disability coverage, and flexible spending accounts. Additionally, we offer a 401(k)-retirement plan with company matching after 90 days, paid time off, holidays, and additional leave benefits, as well as employee discounts and access to our onsite wellness facility. OrganOx supports work-life balance and provides opportunities for ongoing professional development.