Area BDR Manager - Northeast

The HeartFlow analysis is a first-of-its-kind noninvasive technology that helps clinicians diagnose and treat patients with suspected coronary artery disease (CAD). The Area BDR Manager will shape the BDR organization by creating a culture of performance and accountability based in transforming the standard of care in diagnosing CAD.

The Area BDR Manager will hire, train, coach and develop their respective business development team to execute against specific critical behaviors that deliver growth results. The Business Development Representative (BDR) is the face of HeartFlow within a specific geographic region. The Area BDR Manager 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 Area BDR Manager to provide the team with expectations, resources and coaching to the standard that drives Heart Flow adoption through the network of referring physicians. The position will partner with BDRs 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 direct sales team and customers. Customers include yet are not limited to Cardiologists, Internists, general practitioners, Nurse practitioners and physician assistants that manage patients with ACS/CAD. Up to 60% travel from your home office is expected. This position will cover the Northeast area. #LI-JB1

Job Responsibilities:

• Will 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.
• Will work directly wit key strategic HeartFlow accounts to drive growth and adoption of a cCTA and FFRct clinical pathway. In these accounts, the Area BDR Manager 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 internal leadership and physician mentors, organizing and staffing of dinner programs, VIP Visits, organizing HeartFlow CT Pathway road-shows, referring physician office meetings, etc. This role will work closely with the other HeartFlow team members to include respective DSM, 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 Business Development Representative will be evaluated and 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.

Skills Needed:

• 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 and ability to initiate, organize, and complete projects.
• Excellent problem-solving ability, especially under pressure.
• Extremely strong work ethic.
• Works well in a cross-functional team environment.
• Excellent verbal and written communication skills. Professional etiquette.
• Experience with Salesforce.com or similar CRM

Educational Requirements & Work Experience:

• 4-year degree with 5+ years of related sales or clinical experience or 2-year degree with 7+ years related sales or clinical experience.
• Degree in Science, Medical, Business, Marketing or Technical field is preferred.
• Prior experience in medical device, cardiology pharmaceuticals, cardiology radio-pharmaceuticals, hospital, or medical software is highly desired
• Experience with introducing new cardiovascular technologies into hospitals is highly desired

This position has an estimated base salary of $140,000-$180,000, total target compensation of $240,000-$280,000 with no cap on variable pay, and  includes stock options. HeartFlow is a mature start-up, marketplace leader,  changing the paradigm in Coronary Artery Disease Diagnostics.