Pediatric Therapy Manager

POSITION SUMMARY: Responsible for driving growth and co-managing a well-defined territory in the selling of assigned Pediatric products for Sunrise Medical, focused on Dealer Relationships, Pediatric Rehab Centers, Children’s Hospitals/Clinics, and Schools Systems. The territory will include accounts that are specifically assigned by management. Results will be tracked based on sales of assigned products to all accounts assigned. Also, will seek out opportunities to gain increased market share through focus groups, expos and trade events.

Working closely with the Clinical Education Team, develop and implement the clinical program for Sunrise Medical Pediatric products, with the main objective to increase revenues and clinical understanding and application of our products to both internal and external stakeholders (e.g. prescribing clinicians). At times, serve as clinical consultant to various stakeholders regarding the clinical application of Sunrise products, clinical substantiation for product launches.

PRINCIPAL JOB DUTIES & RESPONSIBILITIES

• Effectively drive results across all pediatric accounts and channels.

•     Meeting balanced sales quotas for territory.

• Within identified target accounts, work closely to develop a revenue/action/growth plan, a.k.a. Territory Action Plan (TAP), then drive the execution of that plan. TAP should focus primarily on pull through activities at clinical referrals.
• In collaboration with the Pediatric Director of Sales, identify opportunities in pediatric channels not yet realized. Target competitor strongholds and focus on clinical, commercial and tactical means to convert the business.
• This will include specific and documented feedback on identified development opportunities. Goals, observations, training plans, actions and results will be documented consistently and shared with the Pediatric Sales Director and Regional Director.
• Managing expenses to budget.
• Upon request, collaborate with Marketing/Sales Ops/Product Mgmt. to create specific tailored offerings,
• promotions and training materials appropriate for both internal and external customers.
• Gaining specific insights from dealers and clinicians to facilitate future product development ideas.
• Overnight travel and some special events on weekends are required.
• Together with the Clinical Education Team, develop and execute the clinical education curriculum for the Sunrise Medical North America Pediatric portfolio. Correlate program to Sunrise medical product’s clinical advantages and clinical trends.
• Deliver education programs and events across the assigned region and NA as needed by working directly with the respective Clinical resource and Regional Director with the ultimate goal of increasing sales through clinical pull-through.
• Participate in in-person as well as virtual trade shows and conferences as needed.

REQUIRED SKILLS, KNOWLEDGE, AND EXPERIENCE: 

• Demonstrated ability to coach and drive results in a matrix management environment
• Qualified candidates will possess significant clinical and/or technical sales experience.
• Hands-on experience in a Complex Rehab/Assistive Technology clinical selling environment highly preferred
• High degree of business acumen. A clinical degree within Physical Therapy, Occupational Therapy, or similar degree required
• Certified Assistive Technology Professional (ATP) by the Rehabilitation Engineering and Assistive Technology Society of North America preferred, Seating and Mobility Specialist (SMS) a plus!
• Proven ability to simplify complex problems 
• Advanced Excel and PowerPoint skills
• Ability to present to large audiences and facilitate discussions during focus groups
• Required to travel

COMPETENCIES:

• Strategic Thinking – Analyzing our competitive position by considering the market and industry trends, our existing and potential customers, and our strengths and weaknesses as compared to competitors.
• Results Orientation – Focusing on the desired end result of one’s own or one’s unit’s work; setting challenging goals, focusing effort on the goals, and meeting or exceeding them.
• Business Acumen – Acting with insight and intelligence in the areas of commerce and industry.
• Customer Orientation – Demonstrated concern for satisfying one’s external and/or internal customers.
• Self Confidence – Faith in one’s own ideas and ability to be successful; taking an independent position in the face of opposition.
• Clinical Competency - Maintain required educational and/or clinical competencies.
• Thoroughness – Ensure that personal and teamwork and information are complete and accurate; conduct careful preparation for meetings and presentations; follow up with others to ensure that agreements and commitments have been fulfilled.
• Decisiveness – Make difficult decisions in a timely manner.
• Fostering Teamwork – As a team member, foster the ability and desire to work cooperatively with others on a team; as a team leader, foster interest, skill, and success in getting groups to learn to work together cooperatively.
• Persuasive Communication – Plan and deliver oral and written communications that are impactful and persuasive with their intended audiences.
• Professionalism – Understand what is considered conversational topics with external audiences and what is not. Refrain from office gossip.

PHYSICAL REQUIREMENTS:  The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Oral Expression -The ability to communicate information and ideas in speaking so others will understand.
• Speech Clarity - The ability to speak clearly so others can understand you.
• Speech Recognition - The ability to identify and understand the speech of another person.
• Written Comprehension - The ability to read and understand information and ideas presented in writing.
• Written Expression -The ability to communicate information and ideas in writing so others will understand.
• Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
• Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.
• Near Vision — The ability to see details at close range (within a few feet of the observer).
• Fluency of Ideas — The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
• Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events). Deductive Reasoning – The ability to apply general rules to specific problems to produce answers that make sense.
• Flexibility of Closure – The ability to identify or detect a known pattern that is hidden in other distracting material.
• Information Ordering – The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules.
• Selective Attention – The ability to concentrate on a task over a period of time without being distracted.
• Lift Strength – The ability to lift and/or move up to 10 pounds occasionally.
• Travel – Ability to travel via plane and car for extended periods of time.