Associate Territory Manager

Territory: Southeast (Orlando) / Must currently reside in territory geography

About NeurOptics

NeurOptics Inc. is the leader in the science of pupillometry. Driven by a passion to help clinicians improve patient outcomes, NeurOptics develops and markets innovative technologies facilitating improved medical decision making and enabling clinical research in critical care medicine, neurology, neurosurgery, emergency medicine, and research. Headquartered in Irvine, California, NeurOptics, Inc. is represented in over 40 countries worldwide.

At NeurOptics, we are passionate patient advocates. For us, helping clinicians provide improved neurological patient outcomes is our life’s work.

Job Summary

The Associate Territory Manager (ATM) is responsible for achieving their territory sales quota, providing representation, service, onsite staff education in hospitals across their territory. The ATM will plan and execute product and clinician education programs to facilitate new technology installations in targeted Level 1 and Level 2 trauma centers and stroke centers across their territory. The ATM will focus on creating new account sales opportunities, as well as expanding existing business in current accounts to increase product utilization. The ATM’s sales and account management expertise and success will be rewarded with opportunities for career growth and advancement in a growing company that is committed to making a difference in helping clinicians provide improved neurological patient outcomes.

Essential Duties & Responsibilities

Sales Quota Achievement

• Independently execute and drive the entire sales process cycle to include lead follow-up, account qualification, onsite meetings with hospital staff, customer relationship development across all key decisionmakers in all intensive care units (ICU) and emergency departments (ED) in a hospital, the product evaluation process, account installation and adaptation, and account follow-up.
• Drive direct sales and product utilization in their territory to result in overachieving territory sales quotas in the account categories of: a) new accounts; b) expansion of business in existing accounts.
• Independently executes all follow-up and qualification of territory account leads as outlined in the NeurOptics Critical Care Product Sales Process.
• Collaborate with their management to develop territory-specific account targeting and strategy plans for: a) new accounts; b) expansion of business in existing accounts.

New Account Management

• Plan, organize, and conduct comprehensive product training and inservice programs for clinical staff facilitating technology integration in Level 1 and Level 2 trauma center and stroke center new account targets.

• Meet with and provide clinical and product education for ICU and ED physicians, residents, nursing, and advanced practice providers across all medical specialty areas of critical care unit nursing, neurocritical care, neurosurgery, stroke neurology, trauma, and emergency medicine in EDs, ICUs and step-down ICU units.
• Meet with clinical staff to support integration of unit and hospital protocols, establishing pupillometry as the standard of care in existing and new accounts.
• Work closely with account biomedical, information technology, nursing informatics and unit management staff to seamlessly integrate the pupillometry into the hospital Electronic Medical Record (EMR) system.
• Reinforces and supports the integration of unit and hospital protocols, establishing the Neurological Pupillary index (NPi) adaptation and use of pupillometry as the standard of care in new and existing accounts.

Existing Account Expansion Management

• Drive business expansion in existing account targets, increasing sales of pupillometry and achieving territory sales expansion quotas.
• Plan and execute strategies for product expansion in existing accounts in collaboration with sales management.
• Organize and conduct supplementary ongoing training of product and clinical indications in current accounts, in collaboration with sales management.
• Reinforce and support integration of unit and hospital protocols, establishing pupillometry as the standard of care in existing accounts.

Sales and Marketing Team Member

• Develop new account and existing account expansion targets, timelines, and conversion plans.
• Develop monthly and quarterly account specific sales forecasts.
• Provide sales and marketing support at territory, regional and national industry meetings promoting the NeurOptics Critical Care products.

Education, Experience and Qualifications

Education

• A bachelor’s degree is required
• Preferred majors: Neuroscience, Nursing, Business, Communications

Professional Experience

• A successful track record and history achieving goal-oriented objectives in academic, extracurricular and professional work experiences

Communication and Interpersonal Skills

• Superior written and verbal communication skills are required
• Demonstrate an exceptional ability to lead group presentations
• Excellent organizational and time management skills
• A self-starter who is highly motivated to excel
• Team player, willing to collaborate with colleagues to provide excellence in sales and service to our customers

Travel

• Requires approximately 60-70% overnight travel with many early morning and evening customer presentations to accommodate 24/7 clinical staff working both day and night hospital shifts.
• Requires frequent air travel including airport connections to meet with customers.
• Requires ability to be onsite and present on both day shift and night shift in the hospital environments across their territories to provide product training, clinical education, and support in ICUs and EDs in their accounts.

Computer Skills

• Demonstrated technical computer proficiency to include MS Word, Excel, PowerPoint, Outlook
• Preferred: Previous experience with Customer Relationship Management (CRM) software

Licenses and Authorization

• Must have a valid driver’s license
• Must have authorization to work in the United States
• Must have proof of full vaccination for COVID-19

Physical Requirements and Work Environment

The ATM position is home-based with significant travel calling on hospitals and emergency departments across their territory to make sales calls, conduct training and inservice programs, and ensure our equipment is in good working order. Daily territory travel is a fundamental job component, so the ability to operate a motor vehicle and maintain a valid driver’s license is required. The ATM position requires frequent driving, sitting, standing, and walking. This position requires standing for extended periods when facilitating customer meetings or walking in hospitals and clinics. Daily use of a computer and other computing and digital devices is required. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods.

New Hire Training and Continued Professional Development

A core value of NeurOptics is training and ongoing professional development. We invest in professional education to ensure all our territory representatives are highly trained professionals who are completely prepared to meaningfully represent our products and services to our customers across the spectrum of clinical areas and medical specialties where the neurological patient is treated. Upon hire, the ATM will enter a comprehensive training program which combines training in the areas of sales process skills, product knowledge and clinical applications, large-group presentation skills, and territory management skills training. Ongoing professional development will continue throughout the career of the NeurOptics representative.

Compensation and Benefits

The Associate Territory Manager position includes a first-year compensation opportunity of salary commissions, bonus and includes a monthly technology and car allowance. NeurOptics is very proud to offer its employees a competitive employee benefits package which includes an employer-matching 401K, employer-paid insurance (medical, dental, vision, and life) and paid vacation and holidays.