Bracco

Produces radiology contrast agents for imaging

Territory Sales Manager

Field SalesUpdated on Nov 12

Full-time

About the Job

Requirements

At least 2 years of proven business-to-business sales experience.
A competitive drive motivated by meeting sales quotas.
A thorough understanding of the needs-analysis approach to sales.
Strong closing skills and demonstrated organizational and territory planning and management skills.
Demonstrated ability to develop relationships and gain referrals.
A four-year college degree in a related discipline.
Ability to learn and retain position-specific product information.
Ability to work as a team member while working autonomously within a defined region.
Strong interpersonal, oral communication, organizational, and planning skills.
Ability to travel a minimum of 70–80% of the time or as required by the role.
Ability to lift and manipulate equipment weighing 50 pounds.
Ability to meet and maintain customer and medical-facility access requirements, including regular or periodic drug screenings with a satisfactory result.
A valid driver's license.

Responsibilities

Identify and qualify existing sales opportunities in catheterization laboratories within the assigned territory through prospecting, visiting competitive labs, building relationships with current and potential customers, attending medical school events and cardiology presentations, calling on supporting cardiologists for references, attending Cardiology and Vascular Society meetings, and meeting with key opinion leaders.
Promote the RXi Rapid Exchange FFR System, Navvus II Rapid Exchange FFR Microcatheter, CVi Advanced Contrast Delivery System, HDi High Definition IVUS system, and Kodama Catheter; explain their value to interventional cardiologists, catheterization lab managers, and administrators; use the complete sales process within the predetermined budget to meet or exceed sales quotas.
Conduct product demonstrations and evaluations of the RXi Rapid Exchange FFR System, CVi Advanced Contrast Delivery System, HDi High Definition IVUS System, and related products; explain their benefits and address customers' clinical questions.
Work with ACIST Clinical Specialists and Install Specialists to ensure product reliability and customer satisfaction.
Develop relationships with hospital and clinic personnel during field sales calls and case-coverage opportunities.
Use account segmentation in the Salesforce.com CRM database to guide hospital targets and daily field activities.
Use resources including the Regional Sales Manager and Marketing, Service, and Engineering departments to support sales, report customer feedback, and determine appropriate product pricing.
Represent ACIST Medical Systems at industry trade shows, including the American College of Cardiology, Transcatheter Cardiovascular Therapeutics, and American Heart Association events.
Use Salesforce.com and other data-recording tools to maintain records of daily activities, contacts, and opportunities.

Desired Qualifications

At least 3 years of experience selling medical capital and diagnostic equipment and disposables.
Aptitude for the cardiac clinical environment and ability to sell and conduct clinical evaluations.
Knowledge of cardiovascular anatomy and physiology.
Strong instructional skills, particularly when instructing physicians and other clinicians in clinical settings.
Understanding of contract administration.

Why Join Bracco Medical Technologies?

We care as much about our employees as we do our patients. Our culture fosters a work environment where employees can thrive, be passionate and have fun along the way. Each member of the Bracco Medical Technologies team has the power to make a difference......every day!

The Territory Sales Manager position is responsible for achieving annual sales and/or profit goals through efficient management and satisfaction of customer needs within assigned territory. Ideal candidates will be located in the Philadelphia metropolitan area.

Primary Duties & Responsibilities:

Identify and qualify existing sales opportunities in catheterization laboratories within assigned territory. This includes prospecting activities such as visiting competitive labs, building relationships with current and potential customers through attendance at medical school events, cardiology presentations, calling on supporting cardiologists to obtain references, attending Cardiology and Vascular Society meetings, meeting with Key Opinion Leaders (KOLs), etc.
Promote the ACIST Medical Systems RXi Rapid Exchange FFR System & Navvus II Rapid Exchange FFR Microcatheter, the CVi Advanced Contrast Delivery System technology, and the HDi High Definition IVUS system and Kodama Catheter; and articulate their value proposition to interventional cardiologists, catheterization lab managers, and administrators. Utilize the complete sales process, while staying within the pre-determined budget, in order to meet or exceed assigned sales quotas.
Conduct product demonstrations and evaluations of the company’s RXi Rapid Exchange FFR System, CVi Advanced Contrast Delivery System, HDi High Definition IVUS System, as well as other related products to customers. Presenting and explaining the benefits of these Systems to the customer and address any clinical questions the customer may have
Work in conjunction with ACIST Clinical Specialists and Install Specialists to ensure reliability and superior customer satisfaction. Develop relationships with hospital/clinic personnel (e.g. through casual conversation, meetings) during field sales calls and case coverage opportunities. Hospital targets and daily field activities are based on account segmentation in the CRM database (Salesforce.com).
Utilize appropriate resources such as the Regional Sales Manager, Marketing, Service, Engineering and other departments in order to support sales, report customer feedback, determine appropriate product pricing, etc.
Attend and represent ACIST Medical Systems at industry trade shows (eg.: American College of Cardiology (ACC), Transcatheter Cardiovascular Therapeutics (TCT), American Heart Association (AHA)
Utilize the CRM database (Salesforce.com) and other data-recording tools to maintain records of daily activities, contacts, opportunities, etc.

Qualifications (Knowledge, Skills & Abilities):

Minimum

2-5 years’ proven business to business sales experience
A competitive drive that is motivated by meeting sales quotas
Thorough understanding of the needs/analysis approach to sales
High level of closing skills and demonstrated organizational and territory planning/management skills
Demonstrated ability to develop relationships and gain referrals
Four-year college degree in related discipline
Ability to learn and retain product specific information as it pertains to the position
Ability to work as a team player while working autonomously within a defined region
Strong interpersonal, oral, communication, organizational and planning skills

Preferred:

3 or more years’ experience selling medical capital and diagnostic equipment and disposables
Demonstrated aptitude for the cardiac clinical environment with an ability to sell and conduct clinical evaluations
Knowledge of anatomy and physiology of cardiovascular system
High level of instructional skills, specifically instructing physicians and other clinicians in the clinical setting
Understands contract administration

Other:

Ability to travel a minimum of 70-80% of the time or as required by role
Able to lift and manipulate equipment weighing 50 lbs.
Must be able to meet and maintain customer/medical facility access requirements, including regular or periodic drug screenings with a satisfactory result in accordance with the requirements of the customer/medical facility serviced
Valid driver’s license

Estimated Beginning On Target Earnings: $150,000.00 - $200,000.00

*Estimated on-target earnings include a mix of base salary and commissions, and are intended to reflect the on-target earnings Bracco Medical Technologies reasonably expects to pay for the position. The provided range is based on salary and market data and may vary based on an employee's eligibility for geographic differential pay in high-cost-of-labor markets.

Total Rewards:

Paid Time Off, Company Holidays & Paid Family Leave – We provide PTO and Company Holidays to help you recharge, relax and do what’s important to you, when it’s important to you. Our 100% paid family leave options for parents, grandparents and eligible family members provide support for growing families as well.
Achieve – Beyond competitive compensation, we offer options to help you plan for a financially secure future, including 401k savings plan contributions.
Live well – We offer comprehensive benefit options to help protect you along the way, including medical, dental, vision, and life insurance, employer HSA contributions, employee assistance program, short-term disability, etc.
Evolve – Through structured on-the-job learning, workshops, seminars, and our tuition reimbursement program, you’ll find many opportunities to grow, personally and professionally.

Bracco Medical Technologies is an Affirmative Action/Equal Opportunity Employer. Bracco Medical Technologies desires priority referrals of protected veterans for all openings.

About the Company

Bracco

Produces radiology contrast agents for imaging

Bracco Imaging is a global leader in diagnostic medical imaging, focusing on contrast agents and imaging solutions. It develops and sells iodine-based contrast agents that are used during radiology and imaging procedures to make blood vessels and organs easier to see on scans. These agents work by altering the way tissues appear on CT and other imaging modalities, improving visualization of anatomy and pathology. Bracco emphasizes research and development to create products with better visibility and patient tolerability, building a presence in more than 100 countries from its headquarters in Italy. Unlike many competitors, Bracco’s history spans nearly a century, starting as a family business and growing through sustained innovation in imaging chemistry and supportive imaging technologies, aiming to provide clinicians with safer, clearer imaging options to aid diagnosis and treatment planning.

Company size: 1,001-5,000
Company stage: Not listed
Total funding: Not listed
Headquarters: Milan, Italy
Founded: 1927

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