Regional Business Manager - South

Regional Business Manager – South

Company:
Heartflow

Location:

New Orleans, LA

Employment type:

Full-time

Seniority level:
Mid-Senior level

Job function:
Sales & Business Development (Medical Equipment Manufacturing)

Total target compensation: $240,000 - $280,000.

The Regional Business Manager (RBM) will shape the Territory Account Manager (TAM) organization by creating a culture of performance and accountability based in transforming the standard of care in diagnosing coronary artery disease. The RBM will hire, train, coach and develop their respective territory account manager team to execute against specific critical behaviors that deliver growth results. The RBM will work with customers to ensure that they are extremely successful with Heartflow’s non‑invasive cardiovascular diagnostic technology.

It is the responsibility of the RBM to provide the team with expectations, resources and coaching to the standard that drives Heartflow adoption through the network of referring physicians. The position will partner with TAMs and accounts to proactively support, educate, and provide solutions to build high customer satisfaction.

This is a customer‑facing role. The primary focus is on spending time with the direct sales team and customers. Customers include, but are not limited to, cardiologists, internists, general practitioners, nurse practitioners, and physician assistants that manage patients with ACS/CAD.

• Work cross‑functionally to create solutions as new opportunities present.
• Create progressive programming that disrupts the traditional means to reach ordering physicians who treat and manage patients with CAD.
• Work directly with key strategic Heartflow accounts to drive growth and adoption of a CCTA and FFRct clinical pathway. In these accounts, the RBM will develop and execute business development plans working closely with the account’s key stakeholders.
• Facilitate cross‑functional collaboration throughout the organization. Tools for program development could include key deployment of Heartflow’s internal leadership and physician mentors, organizing and staffing of dinner programs, VIP visits, organizing Heartflow CT pathway road‑shows, referring physician office meetings, etc. The role will work closely with the other Heartflow team members to include respective TSM, Marketing, Market Access, CT Apps, Product Development and Clinical.
• Increase Heartflow usage within the designated key strategic Heartflow account by:
  • Maintaining and building relationships with referring physicians and other key clinical stakeholders.
  • Educating customers on Heartflow’s value proposition by giving presentations / having discussions with referring MDs.
  • Promoting / championing Heartflow and building advocacy.
• Production / Success / Achievement of the Territory Account Manager will be evaluated based on performance in active/targeted accounts (metrics):
  • Meet / exceed quota for the strategic Heartflow accounts (within existing customer locations).
  • cCTA growth (conversion of non‑invasive tests) and FFRct penetration / case growth over baseline (% and $) in assigned accounts.

• Meeting Sales Goals
• Motivation for Sales team
• Territory Management
• Presentation Skills
• Performance Management
• Building Relationships
• Emphasizing Excellence
• Negotiation
• Results Driven
• Sales Planning
• Managing Profitability
• Demonstrate ability to hire, develop, performance manage and promote talent
• Proven sales management skills and track‑record of sales achievement
• Account development – experience building and supporting strong clinical programs
• Clinical / technical proficiency – quick learner able to grasp new clinical/technical information and then disseminate to customers
• Develop relationships with key account stakeholders, drive awareness of a CCTA/FFRct pathway, broaden Heartflow referrals, and deepen Heartflow adoption
• Work in a cross‑functional capacity to coordinate field and HQ resources needed to support focused customers and execute program development plans, support sales, marketing, education and training.
• Customer‑focused mentality
• Knowledge of cardiac patient pathways and diagnostic technology is preferred
• Self‑motivated…