Territory Manager - Northeastern Europe (M/F/D)

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 fulfil 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, Northeastern Europe (M/F/D) is responsible for all aspects of OrganOx commercial business in the 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 Territory Manager will also work closely with our matrix team to develop strategies to promote our products to medical professionals, hospital administrators, and other relevant stakeholders. They will support the development of the relevant go to market strategies, business planning and forecasting. They will represent OrganOx in the assigned markets, be the main contact with the relevant surgical associations, coordinate national initiatives and build relationships with the relevant transplant centres. They will develop clinical leads to opportunities and lead the negotiations with the purchasing teams. They will support the development of the commercial solution and agreements and ensure that resources are allocated once the contacts are signed and support the onboarding of new customers.

This is a field position in Germany with routine air and overnight travel of up to 60%.

Listed below are the major responsibilities of the role and a brief description of some of the key tasks to be performed. This list is not totally exhaustive.

 

Major Responsibilities

Under direction from the VP, Commercial Europe, the Territory Manager, Northeastern Europe will be responsible for:

• Collaborate with the VP Commercial, Europe to develop and execute sales strategy and plan in accordance with company directives.
• Support the VP Commercial, Europe in forecasting and business planning activities
• Complete a thorough analysis of the territory and identifies key target accounts
• Support the commercial leadership in market selection and go to market strategies
• Develop relationships with surgical associations, Key Opinion Leaders, and transplant centre leadership teams
• Collaborate with the marketing team in effective lead generation through event participation, social media initiatives, and customer calls
• Represent OrganOx in the assigned markets
• Develop clinical leads to opportunities
• Lead the negotiations with the purchasing teams and support the development of the commercial solution and agreements
• Implement and executes the launch strategies developed by the Sales and Marketing organization by providing product introductions and in-services for customers.
• Monitor competition by gathering information and sharing with marketing team.
• Resolve customer complaints by investigating problems and making recommendations to management.
• Support market development efforts to increase the number of patients available to receive our treatment.
• Support Marketing Manager and VP Clinical Engagement in the execution of education programs for physicians and other health professionals involved in the use of metra 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 Field 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.
• Adhere to the letter and spirit of OrganOx’s Code of Conduct and all other company policies

Requirements

Skills & Experience

• Proven sales experience in the medical device or transplant industry, with a proven track record of meeting or exceeding targets.
• Demonstrable sales experience related to hospital total account management.
• An entrepreneurial mindset displaying a high degree of resourcefulness, ingenuity, and personal credibility is necessary 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.
• Strong attention to detail.
• Having a sense of urgency and ability to work in a high stress environment in which daily responsibilities/locations are not routine.
• 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 behaviour.
• Ability and willingness to travel extensively.
• 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.
• Proficient in spoken and written English and German; additional European language skills are a plus

Qualifications

• Bachelor's degree in business or a medically related field.

Benefits

At OrganOx, we value innovation, evidence, integrity, teamwork, respect, and passion. We offer competitive compensation and comprehensive benefits, including healthcare and retirement plans. We support work-life balance and provide opportunities for ongoing professional development.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, disability, gender reassignment, marriage and civil partnership, pregnancy and maternity, race, religion or belief, sex, sexual orientation race, or any other characteristics protected by law.