Surgical TRS- Colorado - (Req #1543)

Company Overview

Organogenesis (https://organogenesis.com/) is a leading regenerative medicine company focused on the development, manufacture, and commercialization of solutions for the advanced wound care and surgical and sports medicine markets. Organogenesis offers a comprehensive portfolio of innovative regenerative products to address patient needs across the continuum of care.

Job Description

This is a field based surgical sales position with a growing division of an established manufacturer in the regenerative medicine and biologics space. This role will focus on developing business and selling a portfolio of high tech products to the hospital setting. This position will call on the multiple surgical call points including General, Ortho, Spine, Trauma, and others.

Products

• Organogenesis Products include: NuShield, Affinity, FiberOS, FiberOS Neos, OCMP, PuraPlyAM, PuraForce
• Link to Surgical & Sports Medicine Division

Job Requirements

• Sales Ability
• Persuasive skills - examples form the past on how you convinced the customer to go with your product or service - both clinically and financially
• Conversational style to uncover surgeons thinking methods/past training and protocols and ability to build our products into their process and mindset - what is their interpersonal skill profile?
• Technical sales ability - to define mechanism of actions and why our products work they way they do - ability to present white papers as 3 rd party reference support
• Ability/ history of presenting value-based contract options to C suite or head of procurement at hospitals
• Writing and email communication skills to enhance lead development to in person meetings
• Oral presentation skills to surgeons & clinical nurse teams
• Ability to develop relationships at all levels in a hospital - MD's, inpatient nurses, procurement etc.
• Work ethic
• History of jobs and success rates - ability to roll up the sleeves and get things done
• Staying power - grow and stay with companies until they have contribution success
• Willingness to be there for customers on "off hours"
• Behavior of setting up weekly work schedules and call points
• Ability to cover over wide geographies
• Weekend work if needed (trade shows, regional exhibits, lead generation)
• Achievement of in person calls per day, tracking progress notes, setting up call plan for following week ahead
• Attitude
• Positive mind set and determination to achieve and succeed; confident but humble
• Ability to shift gears when faced with adversity - ability to overcome obstacles and problem solve
• Willingness to share success stories and be a team player while being accountable personally for results
• Ability to be coached in sales role to increase personal contribution/performance
• Territory Management
• Ability to plan for account development and execute on such plan so time is efficient
• Ability to detail sales process notes per account using a CRM system
• Proficiency in assessing customer value ($$ per account to strive for) and report weekly and monthly progress
• "Fit"
• Does the person "fit" the current business state at Organogenesis - early stage in dedicated full time surgical wounds, comfort in working hospitals at multiple call points
• Integrity (do the right thing) first all the time - no short cuts, compliance alert
• Professional conduct - dress, appearance and style, conduct at meetings
• History and examples of getting surgeons willing to evaluate and assess surgical products
• Experience
• Examples of getting a surgical product from evaluation to VAC approvals - what they did to make the VAC process happen and how they managed it all
• Track record of sales success at previous companies in surgical sales - positional ranks in region or national sales, total $$ revenues generated across assignment
• Familiarity with operating room protocols and processes when being in person for case support
• Ability to conduct in service education programs for surgical nurse teams (OR and on the floors)
• Knowledge of surgical wounds - Necrotizing Fasciitis, Hidradenitis, Radiation wounds, Limb salvage, pressure injuries, surgical reconstructions...
• Contacts in surgical (vascular, general, orthopedic, plastics) and financial offices and ability to introduce Organogenesis products to these people and sell clinical and economic value
• Understanding of clinical value proposition and why Organogenesis is a better choice vs other antimicrobial dressings or amnionic/chorionic choices
• Ability to process from lead through to contract approved in hospitals and document progress in a CRM platform (i.e., SF.com)

Ideal Attributes

• 3 - 5 years of medical sales experience selling to Physicians, the C-Suite or selling technically/conceptually complex, non-commodity product or service sale (clinical or technical sale)
• OR Experience is required
• Ortho, Foot & Ankle, Sports Medicine, Shoulder, Trauma sales experience is preferred
• Biologics sales background/experience is preferred
• Success with concept-selling from scientific studies is preferred
• VA experience is preferred
• Formal sales training with a company recognized for new-hire sales training and development
• Contributor/Team Player in sales role(s) - sales trainer, beta launches/pilots, committees
• Sales experience with a company/industry known for tough & complex sales process/cycle.
• Experience with finding & developing new accounts/business while managing a surgery and service- intensive base
• Experience selling in surgery & maintaining high levels of OR access/presence
• Experience with multi-level/multi- stakeholder sales (VAC process/Enablement)
• Hungry and aggressive with a fire in the belly
• A confident approach and will not take NO for an answer
• An excellent track record of success with top 25% sales rankings
• Located centrally within the territory

Minimum Qualifications

• 4 year BS/BA degree
• 3 years of sales experience selling to Physicians or the C-Suite, or experience with a clinical/technical sale
• Candidates must have OR experience
• Must live in the territory currently

Compensation Information

Base: 95k-105k depending on experience

Variable: 100k+

Total Comp: 195k-205k + uncapped

Additional benefits:

• Car Package: Company car (fleet vehicle)
• Fuel: Gas card
• Expenses: Yes - full for business expenses
• Health benefits: Yes - Medical, Dental, Vision
• Additional benefits: Short and Long Term Disability, Employee Assistant Program, Tuition Assistance, Employee Referral Bonus Program, and other additional benefits
• 401K: Up to 3% match of the 6% contribution through John Hancock Retirement Services Vacation: 3 weeks per year, 12 holidays, 8 sick days

Location

• Territory Parameters: Colorado
• Acceptable Candidate Location: Front range CO.