The Portfolio Development Specialist (PDS) will be responsible for delivering consistent performance results in sales achievement, territory development and executing strategic objectives in the ethical and compliant sales and promotion of the Merz Aesthetics NeoCutis Portfolio within a defined geographical area. Additionally, they will be responsible for initial Clinical and Marketing installation as well as advanced and continual training and marketing support for all practice development activities for the Merz Device consumable products. PDS will be responsible for driving patient acquisition and increase procedures within a practice in order to increase consumable/ product sales within assigned territory. All information will be communicated in a compliant and ethical manner. PDS will also be responsible for up selling other elements of the full portfolio during trainings, installations and practice development meetings. All information will be communicated and sold within a compliant and ethical manner set by Merz Aesthetics.
RESPONSIBILITIES:
Sales Execution & Account Planning
Consistently achieve/overachieve quarterly and yearly sales objectives with current and potential customers.
Business Acumen
Utilize monthly trunk stock effectively to increase market share and grow existing customer base.
Develop an individual account business plan to drive growth through strategic partnering of procedure and product pull through plans.
Conduct marketing installation on Merz Aesthetic Devices and Skincare and develop a 90-day working marketing plan.
Assist practice in planning their Ultherapy and Neocutis promotional programs; provide hands on executional assistance in adapting and implementing promotional tactics.
Support virtual and/or live promotional events.
Provide virtual and/or live clinical training related to new customer start up as well as advanced training on Ultherapy and Neocutis in order to improve clinical outcomes.
Provide patient consultation coaching.
Train practice management personnel on available tools and resources.
Train practice staff how to sell Ultherapy and Neocutis to potential patients through role playing and “see one, do one, teach one” technique.
Implement Neocutis post procedure protocols to ensure product pull through and establish a process to ensure reorders.
Conduct Advanced Neology programs live or virtual to integrate skincare into key activities in the practice.
Demonstrate a high sense of urgency with internal and external stakeholders.
Responsible for any other duties as assigned by Merz management.
Business Hygiene
Ensure full compliance of all business hygiene related activities to include (but not limited to): expense reporting, online module training, sample reporting and management for themselves.
People
Assist in identifying, assisting, and coordinating local per diem clinical educators to ensure effective coverage at all times.
Coordinate any additional resources necessary to meet client’s needs.
Collaborates with PTM, ITM and SAM for cross selling and support opportunities.
Manage Territory Budget
Manage the day to day and quarterly territory budget.
Complete all expenses through Concur at a minimum of a bi-weekly basis.
Ensure all charges stay current on corporate issued credit cards.
Analytics
Analyze customer data to provide customer relationship management and recommendations.
Analyze data and sales statistics to translate results into better solutions.
Communication
Build and develop a trusting relationship between major key customers and Merz.
Notify Merz Aesthetic Device quality department regarding error codes and submit field incident reports as required.
Collaborate with PTM and Merz Customer Solutions to ensure timely response to device installation request.
Engage and participate during conference calls, and Area and National Sales Meetings.
Travel
The percentage of travel (car, air, overnights) depends on the Territory size and needs; this role requires the willingness to do so in order to serve the customer and company’s needs.
ITM must live within or immediately outside of the territory’s geography.
Compliance
Follow all company’s policies and procedures in a compliant manner, while maintaining a high level on integrity.
REQUIREMENTS:
BS/BA degree is required; preferably within medical device sales or business.
Minimum of 3 years’ experience in aesthetics in either a Clinical, Marketing or blended role is required.
At least two years’ experience training others in clinical administration of aesthetic/pharmaceutical products is required.
Direct creation of tools, processes and programs designed to drive patient volume at an owner-operated business level is required.
Demonstrated high level of Clinical, Sales and Business Acumen.
Ability to finesse clinical information to reinforce customers decision to use/purchase product.
Excellent planning and organizational skills.
Excellent verbal, written communication and relationship management skills required.
Ability to forge strong relationships with clients and utilize client relationships to increase device utilization and portfolio penetration.
Experience
Required
2 year(s): At least two years’ experience training others in clinical administration of aesthetic/pharmaceutical products is required.
3 year(s): Minimum of 3 years’ experience in aesthetics in either a Clinical, Marketing or blended role is required.
Education
Required
Bachelors or better
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
