Associate Territory Manager

Territory: VA up to Fredericksburg, Knoxville and Chattanooga / Must currently reside in territory geography

About NeurOptics

NeurOptics Inc. is the leader in the science of pupillometry. Driven by a passion to help clinicians improve patient outcomes, NeurOptics develops and markets innovative technologies facilitating improved medical decision-making and enabling clinical research in critical care medicine, neurology, neurosurgery, emergency medicine, and research. Headquartered in Irvine, California, NeurOptics, Inc. is represented in over 40 countries worldwide.

At NeurOptics, we are passionate patient advocates. For us, helping clinicians provide improved neurological patient outcomes is our life’s work.

Candidate Description

The Associate Territory Manager (ATM)/Associate Clinical Territory Manager (ACTM) is responsible for achieving their territory sales quota, providing representation, service, onsite staff education and account management across their assigned territory.

In this high-profile role, the ATM/ACTM will be a proactive member of a dynamic sales and marketing team introducing a new and advanced technology and standard of care in critical care neurological patient management. The ideal candidate will be a high-impact, self-motivated and results- oriented individual who is highly skilled in providing staff education focusing on the proper operation of the pupillometer, as well as clinical concepts and best practice guidelines in pupillometry. In this full-time position, the ATM/ACTM will be responsible for specific account assignments to provide regular ongoing account management, product training and clinician education program assignments in both new and existing accounts as determined by the Area Sales Manager and/or Zone Sales Director in targeted Level 1 and Level 2 trauma centers and stroke centers across their assigned territory.

Responsibilities

Sales Quota Achievement

• • • Independently execute and drive the entire sales process cycle to include lead follow-up, account qualification, onsite account department/key decision maker mapping while physically in facilities, customer relationship development across all key decisionmakers in all intensive care units (ICU) and emergency departments (ED) in a hospital, the product value assessment committee process, account installation and adaptation, and follow-up.
    • Drives Pupillometry clinical adoption across all customers in assigned Level 1 and Level 2 trauma centers and stroke centers across critical care, step-down, specialty units and the emergency department, across the specialties of critical care nursing, critical care medicine, neurology, neurosurgery, and emergency medicine.
    • Responsible for driving Pupillometry adoption and protocol establishment across the Stroke and Trauma Care Continuum in existing and new accounts, both across the hospital and in the Emergency Department.

Existing Account Expansion and Management

Drives business expansion in existing account targets, increasing sales of the NPi Product Line and achieving territory sales expansion quotas. Is able to develop strong working relationships with product champions and develop more within each account.

• • • Plans and executes strategy for product expansion in current accounts in collaboration with sales management.
    • Meets with to train ICU and ED physicians, residents, nursing staff, and midlevel provider staff in the medical specialty areas of critical care unit nursing, neurocritical care, neurosurgery, stroke neurology, trauma, and emergency medicine across all EDs, ICUs and step-down ICU units.
    • Organizes and conducts supplementary ongoing training of product and clinical indications in current accounts, in collaboration with sales management.
    • Reinforces and supports integration of unit and hospital protocols, establishing pupillometry as the standard of care in existing accounts.

New Account Management

Plans, organizes, and conducts comprehensive product training and in-service programs for clinical staff facilitating technology integration in Level 1 and Level 2 trauma center and stroke center new account targets. Leads the development of new account installation plans in collaboration with their Area Sales Manager.

• • • Meets with to train ICU and ED physicians, residents, nursing staff, and midlevel provider staff in the medical specialty areas of critical care unit nursing, neurocritical care, neurosurgery, stroke neurology, trauma, and emergency medicine across all EDs, ICUs and step-down ICU units.
    • Meets personally with clinical staff to support integration of unit and hospital protocols, establishing pupillometry as the standard of care in existing and new accounts.
    • Meets personally with and works hands on with account biomedical and unit management staff to seamlessly integrate the NPi Product Line into the hospital Electronic Medical Record (EMR) system.

Sales and Marketing Team Member

• • • Develops new account and existing account expansion targets, timelines, and conversion plans.
    • Develops monthly and quarterly account specific sales forecasts for disposables.
    • Provides sales and marketing support at territory, regional and national industry meetings promoting the NeurOptics Critical Care products.
    • Plans, organizes, and conducts comprehensive product training and clinical education programs for nursing and physician staff, facilitating technology integration in new and existing accounts.
    • Requires overnight travel with many early morning and evening staff education responsibilities, customer meetings and team huddles across all areas of the hospitals.
    • Responsible for driving Pupillometry adoption and protocol establishment across the Stroke and Trauma Care Continuum in existing and new accounts, both across the hospital and in the Emergency Department.
    • Provides ongoing product training and clinical staff, both day and night shift, in Pupillometry and its application in the medical specialty areas of critical care unit nursing, neurocritical care, neurosurgery, stroke neurology, trauma and emergency medicine.
    • Reinforces and supports the integration of unit and hospital protocols, establishing the adoption of Neurological Pupil index (NPi) adoption and use of Pupillometry as best practice in new and existing accounts.
    • Organizes and conducts supplementary ongoing training of product and clinical indications in existing accounts, in collaboration with Sales Management.
    • Collaborates with their management to develop territory-specific sales targeting and account strategy plans for: a) new accounts; b) expansion of business in existing accounts.
    • Participates in local, regional and national medical tradeshows, representing NeurOptics products.
    • Supports ongoing training for new field personnel as needed.
    • Supports the advancement of Pupillometry in strategic accounts across the Region and national level on an as needed basis.

Travel Requirements

• • • The full time ATM/ACTM will be assigned account management responsibilities across a geographic area that will require regular overnight travel, to include air travel.
    • Territory weekly travel will vary based on customer priorities, staff education needs, and territory and region need. Under normal territory conditions, travel is estimated at 70-80% with 6-12 overnights per month, depending on territory needs, account coverage assignments and customer priorities.

Education, Experience and Qualifications

• • • A bachelor’s degree is required.
      
    • 2 years work history in related health care field, or sales experience.
      
    • Medical device, or capital sales equipment experience 1-to-3 years preferred
      
    • One to 2 years of in-hospital critical care nursing experience is preferred.
      
    • A successful track record and history achieving goal-oriented objectives in academic, extracurricular and professional work experience.
      
    • Superior written and verbal communication skills are required
      
    • Demonstrate an exceptional ability to lead group presentations
      
    • Excellent organizational and time management skills
      
    • A self-starter who is highly motivated to excel
      
    • Team player, willing to collaborate with colleagues to provide excellence in sales and service to our customers
      
    • Must be able to provide proper health care records to secure health facility vendor credentials
      
    • Must have a valid driver’s license and authorization to work in the United States

Compensation and Benefits

A first-year compensation opportunity for the ATM/ACTM-Full Time position includes a combined salary and monthly commissions, as well as a monthly technology and car allowance. NeurOptics is very proud to offer its employees a competitive employee benefits package which includes an employer-matching 401K Program, 100% employer-paid health insurance per Company health program, and paid vacation and holidays.

Company Benefits Overview

The full time ATM/ACTM will be eligible for participation in the Company Employee Benefits Program
to include:

• • • 100% Employee Healthcare coverage
    • NeurOptics Employee Healthcare Plan
    • Company Paid Life Insurance
    • Technology Allowance
    • Car Allowance
    • Paid time off to include vacation, holidays, and sick time
    • 401K Program- Employer Matching

Training and Continued Professional Development

A core value of NeurOptics is training and ongoing professional development. We invest in professional education to ensure all our field personnel are highly trained professionals who are completely prepared to meaningfully represent our products and services to our customers across the spectrum of clinical areas and medical specialties where the neurological patient is treated. Ongoing professional development will continue throughout the career of all NeurOptics’ field personnel.

Physical Requirements and Work Environment

The ATM/ACTM-Full Time position is home-based with significant travel calling on hospitals and emergency departments across their territory to conduct training and inservice programs, and ensure our equipment is in good working order. Daily territory travel is a fundamental job component, so the ability to operate a motor vehicle and maintain a valid driver’s license is required.

The ATM/ACTM- Full Time position requires frequent driving, sitting, standing, and walking. This position requires standing for extended periods when facilitating customer meetings or walking in hospitals and clinics. Daily use of a computer and other computing and digital devices is required. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods.

To apply, please submit a resume and cover letter to: Careers@NeurOptics.com