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 Territory Manager (TM) is the primary contact for all aspects of OrganOx commercial business in assigned territory.  It is a field-based, customer-facing position that interacts at multiple levels in which total hospital account management skills and a high level of business acumen are required.  They will ensure that sales targets are met or exceeded. They will be at the forefront of understanding market needs, establishing strong customer relationships, and ensuring our products' value is clearly communicated and understood. The TM 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.

This is a remote-based position located in the Dallas, TX, Houston, TX or Austin, TX area. The incumbent must reside within one of these territories and be located within 45 minutes of a major airport hub to facilitate travel up to 80% of the time.

Major Responsibilities

• Collaborate with the Director of Sales, North America to develop and execute sales strategy and plan in accordance with company directives.
• Must identify and address potential barriers to the appropriate integration and adoption of designated products and the ability to identify potential new customers and opportunities.
• Responsible for sales and customer support in a designated 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 territory and identifies key target accounts.
• Responsible for generating and following-up on sales leads.
• Monitors competition by gathering information and shares with marketing team.
• Builds relationships daily with multiple customers within an account and keeps them informed of supply/inventory.
• Resolves 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 Director of Marketing and VP Clinical Engagement in the execution of education programs for physicians and other health professionals involved in the use of the metra in order to accelerate the adoption rate.
• Foster 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 Clinical Specialists, marketing, medical, leadership, and overall matrix team to meet customer needs.
• Participate in trade shows, conferences, and other industry events to represent the company and its products.

Requirements

Skills & Experience

• 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.
• An entrepreneurial mindset displaying a high degree of resourcefulness, ingenuity, and personal credibility is necessary in order 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.
• Having a sense of urgency and ability to work in a high stress environment in which daily responsibilities/locations are not routine.
• Strong attention to detail.
• Adhere to the letter and spirit of OrganOx’s Code of Conduct and all other company policies.

Qualifications

• A minimum of a Bachelor's degree in a business or a medically related field.
• Minimum of five years of sales experience in the medical device or transplant industry, with a proven track record of meeting or exceeding targets.
• Minimum of five years of sales experience related to hospital total account management.
• 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 (80% of the time).

#LI-Remote

A job description does not imply that the duties stated are the only ones to be performed by the job holder. Job holder will be required to follow any other job-related instruction as reasonably requested by their line manager or their designate.

Benefits

The Pay Range for this position is $130,000 - $140,000 annually, with a 60% target annual bonus and benefits.

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.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity or expression, national origin, disability status, protected veteran status, genetic information, or any other characteristic protected by law.