The Silk Road Medical Area Manager is entrepreneurial ambassador for a hybrid procedure to treat carotid artery disease: TCAR (Transcarotid Artery revascularization). As part of the sales team, this role will lead the next revolution in endovascular surgery to select and open the initial TCAR Centers of Excellence, become a trusted clinical partner and TCAR specialist to drive safe adoption, superior outcomes and achieve sales revenue targets of the ENROUTE Transcarotid Neuroprotection System, ENROUTE Transcarotid Stent System and related products. The Silk Road Medical Sales Representative practices good territory management with strong organization, administration and expense planning and control. The Silk Road Medical Representative is a partner and resource to the SRM cross functional teams, including Field Clinical, Professional Medical Education, Marketing, Research and Development.

Responsibilities:

• Territory Management and Account Development

• Provide quality support to help accounts achieve procedural success and for the safe growth and superior outcomes of Silk Road ENROUTE Transcarotid Neuroprotection System and ENROUTE Transcarotid Stent System.
• Develop and execute strategies and plans to achieve/exceed sales quota for commercial cases. Maintain and expand existing business and develop new business opportunities.
• Provide quality support and clinical expertise for the enrollment of the post approval study.
• Serve as trusted technical expert for the TCAR procedure and products. Provide technical support for centers performing TCAR, providing technical case support consistent with the instructions for use. Educate accounts on proper indications for TCAR procedures.
• Probe to understand and confirm customers’ needs, handle objections and gain commitment. Develop and implement strategies to counter competitor messaging.
• Educate customers to ensure that products are understood and used effectively.
• Represent company at industry conferences and maximize potential by targeting specific customers to gain sales leads and pursue opportunities to promote the company’s product portfolio.
• Knowledge of the Silk Road Medical TCAR product IFUs for safe and effective use.
• Develop and maintain comprehensive clinical and technical product knowledge. Understands current published TCAR and relevant literature. Recognize and understand competitive products, industry trends, and the Silk Road Medical portfolio. Liaison with R&D for technology improvements and next generation needs.

2. Technical and Clinical Support

• Provide quality technical support to help accounts achieve procedural success and superior outcomes.
• Develop a deep understanding of each customer’s CEA practice patterns and develop a conversion strategy specific to each customer.
• Set CEA conversion targets for each account and each customer within the account.
• Provide technical support to Silk Road Medical employees and implanting teams for ENROUTE Transcarotid Neuroprotection System and ENROUTE Transcarotid Stent System procedures in accordance with Silk Road Medical guidance.
• Provide technical leadership for TCAR procedures. Educate implanting teams on proper indications for TCAR procedures. Provide support on questions regarding device suitability with measuring ability, angiographic and duplex ultrasound, CTA, MRA expertise. Provide comprehensive technical support including knowledge of imaging modalities (duplex ultrasound/catheter angiography/CTA, MRA), EKG, procedural hemodynamics, heart rate, blood pressure, and ancillary procedural solutions.
• Knowledge of Clinical trial and registry protocols and Silk Road Medical ENROUTE Transcarotid Neuroprotection System and ENROUTE Transcarotid Stent System TCAR product IFUs for safe and effective use of devices.
• Develop and maintain comprehensive clinical and technical product knowledge. Understands current published TCAR and relevant literature. Recognize and understand competitive products, industry trends, and the Silk Road Medical portfolio. Liaison with R&D for technology improvements and next generation needs.

3. Customer Service

• Ensure maximum coverage of all accounts within territory geographic areas to maintain optimum level of exposure and effective time management. Assist with scheduling of cases and proper customer support.

• Participate in physician training and case observations when necessary.

• Participates in any other planned customer education meetings and society conventions.
• Respond to customer requests and resolve complaints in a prompt and effective manner to include proper device complaint reporting.
• Maintain high standards of personal presentation and promote a professional personal and company image.
• Assist sites with identifying routine implant days and proper case scheduling.

4. Training, Education and Professional Development

• Develop and maintain comprehensive clinical and technical product knowledge.
• Recognize and understand competitive products, features, strengths in relation to the company’s products.
• Participate in product and skills development programs, managing own self development.
• Resource for R&D for ENROUTE Transcarotid Neuroprotection System and ENROUTE Transcarotid Stent System improvements and next generation needs.
• Assists in training new hires to the Silk Road Medical team.
• Helps drive and maintain quality initiatives and global best practice initiatives.

5. Communication

• Identify, establish, and maintain productive working relationships with key decision makers, customers and their staff, administrative staff, etc.
• Maintains a high level of communication with appropriate Silk Road Medical sales and leadership within assigned geography.
• Plan and implement effective sales/product presentations to customers.
• Develop and maintain productive working relationships within the company to ensure maximum sales support and maintain a high level of customer service.
• Contribute to the development of a strong team effort.

Qualifications:

• Bachelor’s degree, technical degree or other relevant education
• Demonstrated entrepreneurial mindset with experience in growing a business, and new therapy adoption.

• Entrepreneurial, experience in building a business, and new therapy adoption.

• Experience in the medical field. Knowledge of sterile field, operating room dynamics, and personnel.
• Understanding of patient anatomy, physiology, and pathway to care.
• Demonstrated clinical acumen, general understanding of imaging modalities, case planning and consultation.
• New employees in this role will be enrolled in our TCAR Certification program, which must be successfully completed within the first 120 days of employment. During this program, you will gain the clinical knowledge to become a trusted clinical partner to our physician customers and drive the safe adoption of TCAR. Clinical knowledge will be assessed through written tests and OR performance.
• Prior experience teaching and educating medical personnel, peers, and technical support personnel.

• Knowledge of Healthcare Economics and Reimbursement. Ability to understand/sell a clinical and economic value proposition.

• Recognizes implications of problems and issues; evaluates impact of actions; sees the bigger picture.
• Demonstrated ability to build and maintain strong customer relationships.
• Ability to learn complex clinical/technical products and procedures.
• Integrity, resilience, positivity, and a "refuse to lose" attitude.
• Self-starter, team player, proven leadership qualities, high coachability.
• Excels in fast-paced, competitive environment.
• A proven track record of success in account management, achieving pre-determined goals.
• Experience managing multiple accounts.

The job could be for a Sr. Area Manager or Principal Area Manager. The exact level of the job will be chosen based on the chosen candidate’s experience.

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