Senior Director of Therapy Development in at RAMPART IC Inc

JOB OVERVIEW:

Responsible for generating sales, driving therapy development, and establishing clinical adoption of Rampart products within a defined geographic area. While this role retains the core responsibilities of an Area Sales Manager, it also serves as a commercial leader for complex, high-value, and strategically important opportunities to include key accounts, new physician specialty call points and new product feedback. Responsible for developing new customer accounts, expanding product usage in current accounts, advance therapy adoption across targeted health systems, and assisting in the closing of difficult deals that require advanced sales strategy, cross-functional coordination, and executive-level customer engagement in order to meet sales quotas and broader company growth objectives. This position reports directly to the Area Vice President.

JOB RESPONSIBILITIES AND DUTIES:

• Consistently model the core values of the company both internal and external the company.
• Openly commit to and support company processes and systems.
• Drive the company’s clinical capabilities to surpass customer satisfaction and retention and company goals.
• Customer training and product adoption with installations and clinical adoptions.
• Drive growth through current user.
• Sell Rampart products in hospitals or hospital systems.
• Develop new physicians and staff users in current accounts.
• Educate nurses, techs, and staff and make them part of the Rampart team.
• Work with commercial leadership and internal partners to develop a marketing strategy to build the company brand recognition with targeted customers.
• Work with the commercial leadership to spearhead strategies specifically with sales, product adoption, quality, product development, and customer service.
• Know and understand Rampart products to the extent that assistance with installations and minor repairs, can be provided.
• Determine the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which Rampart products can best address their specific needs.
• Assist and selling products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Develop relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Responds to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g. clinical research, pricing and/or marketing) to develop optimal solutions.
• Assess and implement improved processes and new technologies, collaborating with management regarding the implementation of these improvements for the sales and training environment.
• Assist in identifying and developing improvements to current product and developing new product as opportunities exist or require.
• Lead therapy development efforts for new physician specialties and help in design and socialization of new products that expand clinical awareness, physician advocacy, and broader adoption of Rampart therapies.
• Serve as a commercial resource for complex, high-value, or strategically important opportunities, including difficult-to-close deals requiring advanced sales strategy, cross-functional coordination, and executive-level customer engagement.
• Develop and execute account-specific strategy for targeted health systems, key physicians, and priority accounts to accelerate acceptance, utilization, and long-term growth.
• Partner with commercial leadership to advance large-scale opportunities from early clinical interest through evaluation, stakeholder alignment, contracting support, and final close.
• Build strong relationships with influential physician champions, administrators, and economic decision-makers to drive therapy expansion and remove barriers to adoption in complex selling environments.
• Act as a field leader in high-stakes opportunities by shaping value messaging, navigating objections, and positioning Rampart solutions effectively in competitive or highly scrutinized sales situations.

Key Metrics

• Sales versus goal
• % of Trials leading to purchase
• Leads on additional Rampart devices in existing accounts that result in purchase
• Leads on new Rampart product line, that result in purchasing
• Adoption – cases per day for units in field, # of units purchased per location
• Growth in targeted strategic accounts
• Pipeline value and close rate for large, complex, or strategically important opportunities
• Number of new physician champions and therapy advocates developed
• Expansion of therapy adoption within priority accounts and health systems

QUALIFICATIONS / EDUCATION AND EXPERIENCE:

• A BS degree in Life/ Health Science, Nursing or Engineering
• Advanced degree in business, healthcare, or a related field preferred, but not required.
• Medical device / medical affairs related experience
• 5+ years of experience in clinical operations
• Familiarity with Good Clinical Practice, ISO 13485, 21CFR Part 820, and MEDDEV regulations pertaining to clinical research
• Financial and operational knowledge of the medical industry
• Excellent leadership, interpersonal, and communication skills
• Strong analytical, decision-making, and problem-solving skills
• Innovative and entrepreneurial mindset, motivational abilities, and the ability to find and retain talented employees
• Experience leading complex sales cycles involving multiple stakeholders within hospital systems or integrated delivery networks.
• Demonstrated success closing large, strategic, or difficult-to-win commercial opportunities.
• Experience driving therapy adoption, physician engagement, and clinical champion development in a medical device or healthcare setting.
• Ability to influence executive, clinical, and economic decision-makers across complex customer organizations.
• Experience developing and executing strategic account plans for high-value or growth-targeted accounts.

ADDITIONAL DESIRABLE QUALIFICATIONS SKILLS AND KNOWLEDGE:

• Strong Written and Verbal Communication
• Ability to present and teach detailed and technical information to all levels of an organization
• Organizational Skills
• Leadership and team building skills
• Strong attention to detail and focus on operational excellence
• Ability to analyze issues quickly and make decisions.
• Ability to work under pressure, plan personal workload effectively.
• A deep desire to make a difference in the lives of healthcare providers

PHYSICAL ACTIVITIES:

The physical demands described here are representative of those that must be met by the employee to successfully perform the essential functions of this position.

• Body Positions: Regularly required sitting, standing, and walking for pro-longed periods of time.
• Body Movements: Full range of body movements including the use of hands and fingers, to handle or feel objects, including computer equipment and peripherals, and bending, reaching, lifting, and crouching.

MENTAL REQUIREMENTS:

• Analytical: Must be able to synthesize complex or diverse information. Must possess logical and deductive reasoning skills.
• Problem Solving: Must be able to identify and resolve problems in a timely manner and gather, prepare and analyze complex information and reports.
• Relational: Must be able to comfortably connect and work with different personalities both inside and outside the company.
• Communication Skills: Must be able to read and write well to communicate effectively with all persons concerned or related to the business.

LIAISON:

• Serves as a consultant to management and special external spokesperson for the organization on major matters pertaining to its policies, projects, or objectives. Uses diplomacy and tact to diffuse high tension situations, particularly with senior level internal and external contacts. Occasionally escalates the most serious issues to manager.

WORKING CONDITIONS:

• Work may include extended periods of time viewing a computer monitor and/or operating a keyboard.
• Work may include extending periods of time standing, moving, crouching, bending, and lifting.
• Work may include extended periods of time traveling both inside and outside the US.
• Travel is required and may include evenings, weekends, and holidays, particularly in connection with customer needs, case support, conferences, industry meetings, and other business-critical events.