Account Manager - Clinical And Surgical

Introduction

Cochlear's mission is to help people hear and be heard. As the global leader in implantable hearing solutions, Cochlear is dedicated to helping people with moderate to profound hearing loss experience a life full of hearing. We aim to give people the best lifelong hearing experience and access to innovative future technologies. We collaborate with the industry's best clinical, research and support networks. That's why more people choose Cochlear than any other hearing implant company. Learn and grow with us as we tackle the most complex challenges in helping more people to hear and experience life's opportunities.

The Opportunity

This highly sort after role is for an exceptional sales professional. Based in Melbourne you will be responsible for leading the growth and development of the Vic, SA and TAS Surgical and Clinical business through delivering innovative solution and best in class surgical programs.

The position requires clinical expertise, comfort with attending and addressing surgical needs, and the continuous development and application of business acumen.

The Account Manager is responsible for supporting business growth and achieving sales targets by providing industry leading surgical and clinical support and training aligned with the needs of the business. Key Responsibilities include:

Achieving Sales Targets

• In partnership with Area Business Manager, implement business and marketing plans to achieve sales targets, targeted unit quota, and revenue objectives.
• Identify market opportunities, competitive positioning, research customer needs, and generate referrals to Traditional Hearing Partners (THP)
• Establish strong relationships with all key people in the assigned accounts (NTHP clinicians, THP clinicians, business owners and key decision makers).
• Identify new clinical partners to support strategic initiatives that will deliver significant growth in the territory.

Internal and External Customer Training and Education

• Identify training needs of internal and external stakeholders, and design/customise training programs to fulfil customer needs.
• Develop sustainable referral pathways with by focusing weekly activities on growing core business with NTHPs.
• In partnership with Area Business Manager or Sales Director, plan and ensure successful execution of annual training calendars for surgical staff

Deliver on Customer Experience

• Provide business and clinical expertise to our professional partners (THPs) as an expert of Cochlear aligned to territory/account sales strategies.
• Establish and provide growth strategies and solutions through key clinical concepts. Provide innovative solutions to sell solutions through education.
• Drive and lead candidate and Professional events.
• Provide surgical support of the Cochlear product portfolio in key/targeted/identified accounts.
• Provide technical and Surgical/clinical support through a variety of communication vehicles; in person, email
• and/or phone. This support may include candidacy issues, problem solving related to medical/surgical inquiries and device trouble shooting.
• Establish and provide growth strategies and solutions and ensure surgeon engagement across the territory.

Build and Manage Advocacy Programs

• Work closely with Clinical Affairs (CA) team to ensure clinical support and expertise is delivered to THPs via the CA team.
• Partner cross-functionally with key business areas (Marketing) to ensure successful execution of events.

Support ENT Surgeons and Allied Professionals

• Ensure the highest standard of product knowledge and share with customers, as appropriate.
• Provide surgical support in the operating theatre for Cochlear Implant, procedures, especially during the start-up phase for new surgeons, staff or hospitals and on-going basis support, as necessary.
• Monitor and assess quality of services provided by surgeons and theatre teams and address any training needs or implement interventions, as required.
• Ensure theatre staff are trained to support and Cochlear Implant surgeries Collaborate with clinics to develop CI candidates, including provision of appropriate counselling and relevant material for the clinic.
• Work closely with the Cochlear Clinical Specialists or other Cochlear team members in your territory to strengthen Hearing Partner and customer relationships.

About You. As we grow our operations, we are looking for people who share our passion for delivering quality hearing solutions to our customers. To add value to Cochlear in this role, you'll be able to demonstrate the following skills and experience:

Required Skills

• Bachelor's degree in business, Healthcare, or relevant field
• Minimum two years' experience in hearing field or 3 years' experience in medical devices industry
• Previous Territory Management Experience will be highly regarding.
• Professionalism and cultural sensitivity
• Excellent sales and influencing skills.
• Outstanding communication skills - oral, written and presentation. Should be able to communicate well with internal and external stakeholders with a sense of urgency.
• Good understanding of institutional and B2B sales processes along with sound commercial acumen
• Proven track record of building and nurturing stakeholder relationships - internal and external
• Ability to work well independently as well as in a team setting.
• Ability to travel up to 60% in VIC, SA and TAS

Ideal:

• Sales and business acumen experience in a medical device environment preferred but not essential.
• Prior clinical experience, preferably with cochlear implants or bone conduction implant technologies
• Strong interpersonal skills and professional outlook
• Effective problem solving and troubleshooting skills.
• Ability to manage and resolve challenging situations.
• Excellent organizational skills and initiative
• Demonstrates sense of
• Urgency and ability to prioritize.

How we recognise your contribution

We want Cochlear to be a place where our people enjoy coming to work. Through our internal programs and employee benefits we aim to create an environment where our people will feel valued and supported. Whether your focus is on continuous learning, professional development or simply finding an environment which enables you to thrive whilst balancing family or personal life commitments, then we have several programs in place to support you.

How to apply.

If you are excited about what you have read and would like to be considered for this role, then please submit your resume and a covering letter detailing your suitability for this role.

At Cochlear we value and welcome the unique contributions, perspectives, experiences, and backgrounds of our employees and aim to build a culture that celebrates and leverages these differences, creating a sense of belonging and enabling our people to realise their full potential. We offer flexible working arrangements, and we understand flexibility is not the same for everyone. We're open to a conversation about what flexibility means for you.