Area Sales Director - Xenon MRI - Polarean : Job Details

SUMMARY

The Xenon MRI Area Sales Director, will have primary responsibility for the sales of advanced imaging programs utilizing Polarean's Hyperpolarization System for research and clinical purposes. This includes the capital equipment including software, service contracts, and the initial stocking orders for disposables.The Area Director will generate and develop leads by speaking with pulmonologists, radiologists, and radiology administration, promote product information and clinical use cases, and identify and support new users and manage customer relations in their given area geography. This is a job for an aggressive hunter focused on developing a market for a brand new imaging modality.

Polarean has a mission to revolutionize pulmonary medicine through direct visualization of lung function.The field sales team is an integral component of the company's ability to fulfill its mission.

ESSENTIAL DUTIES AND RESPONSIBILITIES

·The main responsibility of the Area Sales Director is the establishment of novel advanced imaging sites and the conversion of research partners to clinical operations and the continued expansion of programs with applicable equipment in both research and clinical applications.

·Demonstrated ability to profile and target net-new prospects using the Challenger Sales Model to deliver disruptive insights, while driving high-volume outreach, developing pipeline, and collaborating with internal SMEs to build strategic account plans.

·Establish an actionable pipeline of prospects from both the current installed base, and prospective de novo customers of Polarean.

• Act as the quarterback within your territory by coordinating with multiple company resources in an effort to maximize sales, account penetration and market share growth.
• Represent Polarean as the technology leader and vendor of choice through regular product presentations, evaluations, customer training and sales calls as required by the company.
• Maintain a high level of product knowledge on Polarean products and competitive products.

·Work closely with sales operations team to provide an annual and quarterly territory sales forecast, generate quotes, receive PO's, and coordinate the installation of systems, including contracts related to the acquisition, utilization, and maintenance of an advanced Xenon imaging program.

·Provide solutions to multiple stakeholders (pulmonology, thoracic surgery, radiation oncology) in an institution such as radiology department heads, CFO, Facilities, coding/billing, IT, purchasing and materials management.

·Develop return on investment (ROI) models for customers to purchase the equipment.

·Help develop and maintain company culture as a member of the Polarean team.

·Fully profile institutions in region to identify key stakeholders, document key activities and interactions in the company CRM system or alternative SharePoint sales tracking site

·Submit accurate and timely reports regarding expenses, activities, results, market position and forecasts.

·Identify and facilitate collaboration opportunities between pharmaceutical, medical device, and/or medical imaging contrast media companies and MRI manufacturers in pulmonary imaging research, leveraging local interactions with both company representatives and key opinion leaders (KOLs) involved within the territory.

·Ability to travel at least 50% in the given area geography, including overnight travel.

ORGANIZATIONAL RELATIONSHIPS

Reports directly to the VP of Global Sales and works cooperatively with Marketing, Sales Operations, Medical Affairs, Engineering, Field Service Team, Finance, and Quality, planning and installation of Polarean Systems and related equipment / consumables.

QUALIFICATIONS

What we are looking for:

·Bachelor's degree or equivalent required

·Minimum of 7+ years of medical imaging equipment capital sales experience

·Advanced Microsoft Office user – PowerPoint, Excel, and Word

You would be a good fit if you:

·Have a proven track record in driving complex capital sales in the medical device industry

·Have knowledge of the radiology, oncology, pulmonology environment

·Exemplify our company core values of curiosity, persistence, authenticity, accountability and integrity

·Have an exemplary work ethic and strong track record in external expert interactions

·Energetically embrace responsibilities, demonstrate ability to achieve goals

·Are a pro-active team player, and be flexible to work in ambiguous situations of a start-up

·Have excellent verbal, written communication and interpersonal skills

·Have strong initiative, demonstrates strategic thinking and functions well as part of a cross-functional team

·Exhibit excellent time management

·Are able to work interactively with supervisor as well as field and internal team members

·Have a mindset that allows for agility, adaptability, and flexibility and a “do whatever it takes to get the job done” mentality

·Can travel within region (>50%)

·Required travel to conferences, team meetings, and other group meetings (will require some weekends)

·Are able to learn quickly about specific pulmonology-related clinical applications and willingness to dig into the details

·Have experience interacting with physicians teaching a new procedure and enabling a new technology platform placement

·Are trained in Solution Selling and/or The Challenger Sale

·Are willing and interested to adopt other digital or AI tools to enhance efficiency

It would be great if you have these additional skills:

·Experience in CT, MRI and/or imaging science

·Experience in a start-up/small environment

·Experience interacting with the radiology, radiation oncology, and/or pulmonology departments of a hospital.