Working details: Remote and field-based, approximately four days per week spent visiting customers

We have worked with this company for four years and have placed four salespeople there. All four are still at the company. Two of them have achieved President's Club. The business is excellent, and you will learn more about it during the interview.

Medical devices company whose products make a life-changing difference to patients with emphysema and severe COPD. The treatment is minimally invasive, which saves hospital beds, and is strongly endorsed by surgeons and healthcare professionals.

You will inherit a territory with a number of existing accounts, with significant potential for growth. The opportunity is to grow these accounts, target new clients, build referral pathways and help more eligible patients to access treatment.

“There are no barriers to ideas here; we encourage people to bring forward new initiatives. The products are excellent, with minimal competition. The team are very friendly and they help each other to succeed.” – Your Manager, Sales Director

Company & Market Overview

The company produces valves used to treat emphysema and other COPD, which release trapped air in the lungs. The procedure is minimally invasive and helps patients to breathe more easily, improving their quality of life.

Strong 10-year clinical data
Established position in the German market, hospitals and clinical stakeholders
Germany’s developing lung cancer screening programme is likely to identify more eligible patients
The key challenge is managing stakeholders so that patients can receive the treatment; you need to build relationships with the right people.

The Role

Manage the Southwest Germany territory to maximise patient access to treatments and achieve/exceed sales objectives
70% of your time will be sales activity, 30% clinical case support - approximately
Develop established and underrepresented accounts
Build on existing accounts while identifying new opportunities for growth
Develop reference centres and centres of excellence
Build alliances with referrers at treatment centres to improve patient outcomes
Build referral pathways involving pulmonologists, outpatient centres, referring physicians and other relevant stakeholders
Deliver presentations, product training and clinical education
Bring together clinicians, payers, purchasing managers and other stakeholders around patient treatment
Identify barriers to buying and develop strategies to overcome them
Maintain accurate customer and account activity records in the CRM system
Provide timely revenue forecasts and discuss opportunities with your manager
Collect and report information about competitors, pricing, new products and customer needs

Procedure Delivery

Case support in theatre and post-procedure follow-up.
Advising on appropriate technology use to support optimal patient outcomes.
Provide guidance and training to doctors and medical teams.
Attend training classes, seminars and clinical education sessions where appropriate.
Follow up with patients and treatment centres after procedures.
Provide ongoing support and advice to clinical teams where necessary.

The Person

4+ years’ experience in a field sales role within the medical industry.
Clinical knowledge of medical devices including respiratory, thoracic, interventional or related procedures.
The ability to both grow existing accounts and build relationships with new customers.
Strong understanding of the German health system: funding, treatment pathways and referral processes.
Contacts in respiratory and/or knowledge of COPD treatment is beneficial.
Strong territory analysis, business planning and forecasting skills.
Budget management and forecasting skills.
Confidence working with clinicians, purchasing managers, and decision-makers.
Experience presenting sales seminars or training sessions to small groups.
Willingness to travel to meet customers, clinicians and decision-makers.

Personality Fit

Proactive, motivated to make a difference, and exceed your target.
Enjoys autonomy and takes ownership.
Confident in approaching new stakeholders and presenting information clearly.
Sociable, diplomatic and able to influence a wide range of people.
Tenacious, resilient and persistent when overcoming market barriers.
Works with integrity and sound commercial judgement.

Location

Baden-Württemberg (remote and field-based role), including Stuttgart, Freiburg and surrounding areas.

Working hours

Approximately four days per week will be spent visiting hospitals, treatment centres, customers and referral partners. Occasional travel elsewhere in Germany and Europe may be required for training, meetings and company events.

Budgeted salary

Target bonus of €38,000–€44,000, uncapped bonus structure.
Quarterly bonus and multiplier structure.
Competitive and achievable bonuses through consistent territory development.
Field training and joint customer visits with experienced Territory Managers.

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