Territory Manager, Sales & Clinical - Acute Therapies

Vantive is a vital organ therapy company on a mission to extend lives and expand possibilities for patients and care teams everywhere. For 70 years, our team has driven meaningful innovations in kidney care. As we build on our legacy, we are deepening our commitment to elevating the dialysis experience through digital solutions and advanced services, while looking beyond kidney care and investing in transforming vital organ therapies. Greater flexibility and efficiency in therapy administration for care teams, and longer, fuller lives for patients that is what Vantive aspires to deliver.

We believe Vantive will not only build our leadership in the kidney care space, it will also offer meaningful work to those who join us. At Vantive, you will become part of a community of people who are focused, courageous and dont settle for the mediocre. Each of us is driven to help improve patients lives worldwide. Join us in advancing our mission to extend lives and expand possibilities.

Your Role:

In this role, you will be responsible for all commercial activities in the Acute Therapies portfolio, acting as the primary sales and clinical contact for customers in the assigned territory, Coordinates and delivers selling and training activities, working collaboratively with the field-based Service Technician(s) in the region. Works without significant direction to troubleshoots customers issues and address knowledge gaps to advance opportunities and therapy proficiency. Acts as key liaison between our customers and the Vantive internal team (Customer Service, Medical, Marketing, Service, etc.).

Acute Therapies Products : Continuous renal replacement therapy (CRRT) equipment and disposables, therapeutic plasma exchange (TPE) disposables, dialysis catheters, and disposables, and any future critical care focused innovations or products.

What youll be doing:

• Strategically plans, organizes, and manages territorylevel sales activities to consistently achieve or exceed revenue and growth targets.

• Serves as a subject matter expert in Vantives Acute Therapies portfolio, including products, services, programs, and therapies, delivering highvalue, clinically relevant insights using approved clinical tools, data, and resources.

• Operates as a trusted clinical and commercial partner to customers by identifying needs, aligning solutions, and supporting the development of policies, procedures, and clinical protocols that drive improved outcomes.

• Applies deep product, market, and competitive intelligence to promote awareness, accelerate early adoption, and expand utilization of Vantives Acute Therapies solutions.

• Executes the Sales Plan of Action (POA) with disciplined focus, leveraging datadriven prioritization to optimize account coverage, pipeline progression, and territory performance.

• Collaborates crossfunctionally with Marketing, Field Marketing, Sales Operations, Medical, and peer sales leaders to identify trends, uncover growth opportunities, and cocreate targeted strategies and campaigns.

• Leverages internal approved AIenabled sales tools and analytics to:

  • Identify highvalue accounts and segment customers based on behavior, utilization, and growth potential

  • Generate actionable insights from CRM, market data, and customer interactions

  • Improve forecasting accuracy and pipeline visibility

  • Personalize Customer engagement and messaging at scale

  • Increase selling time through automation of administrative and reporting tasks

• Effectively utilizes CRM, digital engagement platforms, and other sales and marketing technologies to track activity, measure performance, and continuously refine territory strategy.

• Leads and supports the contracting cycle as required, ensuring accurate communication of customer needs, value propositions, and compliance requirements.

• Evaluates market dynamics, demand signals, and customer feedback to proactively adapt strategies and ensure expectations are met or exceeded.

• Manages customer issues and complaints with professionalism and urgency, fostering trust, longterm partnerships, and customer satisfaction.

• Demonstrates agility and sound judgment in ambiguous or rapidly evolving situations, navigating complex questions even when full information is not available.

• Actively participates in trade shows, conferences, and industry conventions to strengthen market presence, build professional networks, and stay current on clinical and industry trends.

Delivers training and education to customers to ensure therapy proficiency

• Accountable for acquiring, maintaining, and continuously advancing the knowledge and competencies required to educate new and existing customers on products and therapies, tailoring education to the clinical, operational, and organizational needs of each account.

• Leads endtoend new product and therapy implementations, including preimplementation planning, clinical training, golive support, and postimplementation followup to ensure successful adoption and sustained utilization.

• Serves as a reliable clinical resource, providing timely and accurate support for customer clinical questions within scope, and appropriately escalating complex inquiries as needed.

• Delivers education with scheduling flexibility to meet customer needs, including occasional evening or nightshift sessions to ensure comprehensive staff coverage.

• Designs and delivers education grounded in adult learning principles, customizing training approaches to accommodate diverse learning styles, clinical roles, and experience levels.

• Demonstrates confidence, professionalism, and a strong commitment to education, fostering engagement, credibility, and trust with clinical audiences.

• Partners closely with the Clinical Manager and Clinical Marketing to execute and continuously evolve the clinical education strategy, aligning education efforts with therapy adoption, customer outcomes, and business objectives.

• Effectively delivers clinical education both in person and virtually, utilizing a variety of digital platforms and tools; fluent in English and French where applicable.

• Sustains and expands product and therapy expertise through formal training programs, peer collaboration, and ongoing selfdirected learning to remain current with best practices and emerging evidence.

• Leverages digital and AIenabled educational offerings (e.g., virtual training modules, ondemand resources, datainformed insights, and remote support tools) to enhance learning, reinforce key concepts, and improve training efficiency and consistency.

Customer Relationships and Territory Management

• Accountable for building and maintaining long term relationships with key customers to develop sales opportunities, ensure clinical competency and grow the territory

• Proactively builds customer relationships, taking responsibility for their satisfaction and loyalty

• Problem solves and own customer issues in a timely manner, while ensuring that key team members are kept informed of relevant information and resolution

• Provide feedback and keep in close communication with Sales / Clinical Management and Marketing around customer needs, objections, competitive advantage levers and competitors activities and information

Key Call Points for Acute Therapies

• Primary: Clinicians and Administrators from Critical Care, Nephrology, Pulmonology, Anaesthesia and Emergency Departments, including physicians, program directors, nurse managers, clinical educators, bedside nurses, biomedical engineers, lab, RRT and technicians and others as needed

• Secondary: Procurement, Pharmacy, Hospital Administration, Group Purchasing Organizations

Timely and efficient completion of administrative tasks

• Salesforce.com (Boost) to document customer information, track opportunities, forecast required products and collect data

• Expense reports, internal and external communication, conferences etc.

• Market intelligence: market surveys, communicate competitor intelligence

• Participate in yearly customer survey exercise for all accounts and work closely with Marketing on select projects requiring field input

• Completion of accurate monthly forecasting, call planning and territory reviews.

• Partake in special projects as required.

What youll bring

• Bachelors Degree in Nursing

• 3+ years of hospital work experience in Critical Care

• Expertise and product / therapy knowledge (dialysis, CRRT, ventilation)

• Demonstrates strong business and financial acumen, with the ability to understand budget considerations, cost drivers, and valuebased decisionmaking in a clinical sales environment.

• Communicates with impact through clear, compelling presentations and interpersonal communication, effectively engaging stakeholders both in person and virtually.

• Exhibits adaptability and resilience, remaining effective and focused in dynamic, rapidly changing environments.

• Adjusts teaching and engagement approaches to meet diverse learning styles, stakeholder needs, and clinical or commercial objectives.

• Highly selfmotivated and accountable, with the ability to independently prioritize work while driving results.

• Thinks strategically, connecting clinical education, sales objectives, and longterm account growth opportunities.

• Maintains a positive, solutionsoriented mindset, approaching challenges with professionalism and creativity.

• Applies strong analytical skills to interpret utilization data, budgets, and cost considerations, supporting informed clinical and sales discussions.

• Works effectively both independently and as a collaborative team member, contributing to shared goals and crossfunctional success.

• Proven ability to build, strengthen, and sustain longterm customer relationships based on trust, credibility, and value delivery.

• Successfully navigates complex sales and clinical environments, managing multiple projects, accounts, and priorities simultaneously.

• Fieldbased role requiring up to 75% travel, including local sameday travel, to effectively support customers and sales objectives.

• Thrives in fastpaced, highpressure situations, demonstrating composure, resilience, and sound judgment under stress.

Nice to have:

• Masters Degree in Business, Health Science, or similar

• 2+ years in Sales experience

• Sales and/or management experience in the healthcare industry

• Expertise and product / therapy knowledge (critical care nephrology, extracorporeal therapies, sepsis)

We understand compensation is an important factor as you consider the next step in your career. At Vantive, we are committed to equitable pay for all employees, and we strive to be more transparent with our pay practices. The estimated base salary for this position is $88,000 to $110,000 annually. The estimated range is meant to reflect an anticipated salary range for the position. We may pay more or less than of the anticipated range based upon market data and other factors, all of which are subject to change. Individual pay is based on upon location, skills and expertise, experience, and other relevant factors. This position may also be eligible for discretionary bonuses. For questions about this, our pay philosophy, and available benefits, please speak to the recruiter if you decide to apply and are selected for an interview.

Existing Position: Yes

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Votre role :

Directement responsable de toutes les activites commerciales du portefeuille Acute Therapies, agissant comme principal contact commercial et clinique pour les clients du territoire assigne. Coordonne et assure les activites de vente et de formation, en collaboration avec le(s) technicien(s) de service sur le terrain dans la region. Travaille de maniere autonome pour resoudre les problemes des clients et combler les lacunes de connaissances afin de faire progresser les opportunites et la maitrise des therapies. Sert de principal intermediaire entre nos clients et lequipe interne de Vantive (Service Client, Medical, Marketing, Service, etc.).

Acute Therapies Products : Equipements et consommables de therapie de remplacement renal continu (CRRT), consommables dechange plasmatique therapeutique (TPE), catheters de dialyse et consommables, ainsi que toute future innovation ou produit axe sur les soins critiques.

Ce que vous ferez :

• Planifie, organise et gere strategiquement les activites de vente au niveau du territoire afin datteindre ou depasser de maniere constante les objectifs de revenus et de croissance.

• Agit comme expert en la matiere pour le portefeuille Acute Therapies de Vantive, incluant produits, services, programmes et therapies, en fournissant des informations cliniquement pertinentes et a forte valeur ajoutee a laide doutils, donnees et ressources cliniques approuves.

• Opere comme partenaire clinique et commercial de confiance aupres des clients en identifiant les besoins, en alignant les solutions et en soutenant lelaboration de politiques, procedures et protocoles cliniques visant a ameliorer les resultats.

• Applique une connaissance approfondie des produits, du marche et de la concurrence pour accroitre la sensibilisation, accelerer ladoption precoce et etendre lutilisation des solutions Acute Therapies de Vantive.

• Execute le Sales Plan of Action (POA) avec discipline, en utilisant une priorisation basee sur les donnees pour optimiser la couverture des comptes, la progression du pipeline et la performance du territoire.

• Collabore de maniere transversale avec le Marketing, le Field Marketing, les Operations Commerciales, le service Medical et les responsables commerciaux pairs pour identifier les tendances, decouvrir des opportunites de croissance et cocreer des strategies et campagnes ciblees.

Utilise les outils de vente internes approuves, dotes dIA, pour

• Identifier les comptes a forte valeur et segmenter les clients selon leur comportement, leur utilisation et leur potentiel de croissance
  Generer des informations exploitables a partir du CRM, des donnees de marche et des interactions clients

• Ameliorer la precision des previsions et la visibilite du pipeline Personnaliser lengagement et les messages clients a grande echelle

• Augmenter le temps consacre a la vente grace a lautomatisation des taches administratives et de reporting

• Utilise efficacement le CRM, les plateformes dengagement digital et autres technologies de vente et marketing pour suivre lactivite, mesurer la performance et affiner continuellement la strategie territoriale.

• Dirige et soutient le cycle contractuel selon les besoins, en assurant une communication precise des besoins clients, des propositions de valeur et des exigences de conformite.

• Evalue la dynamique du marche, les signaux de demande et les retours clients pour adapter proactivement les strategies et garantir que les attentes soient atteintes ou depassees.

• Gere les problemes et plaintes clients avec professionnalisme et rapidite, favorisant la confiance, les partenariats a long terme et la satisfaction client.

• Fait preuve dagilite et de jugement dans des situations ambigues ou en evolution rapide, en naviguant dans des questions complexes meme lorsque toutes les informations ne sont pas disponibles.

• Participe activement aux salons professionnels, conferences et congres pour renforcer la presence sur le marche, developper des reseaux professionnels et rester informe des tendances cliniques et sectorielles.

Assure la formation et leducation des clients pour garantir la maitrise des therapies

• Responsable dacquerir, maintenir et developper continuellement les connaissances et competences necessaires pour former les nouveaux et actuels clients sur les produits et therapies, en adaptant la formation aux besoins cliniques, operationnels et organisationnels de chaque compte.

• Dirige les mises en uvre completes de nouveaux produits et therapies, incluant la planification preimplementation, la formation clinique, le soutien au demarrage et le suivi postimplementation pour assurer une adoption reussie et une utilisation durable.

• Sert de ressource clinique fiable, fournissant un soutien precis et rapide aux questions cliniques des clients dans son perimetre, et escaladant les demandes complexes si necessaire.

• Assure les formations avec une flexibilite horaire pour repondre aux besoins des clients, incluant occasionnellement des sessions en soiree ou de nuit pour garantir une couverture complete du personnel.

• Concoit et dispense des formations basees sur les principes dapprentissage des adultes, en adaptant les approches aux styles dapprentissage, roles cliniques et niveaux dexperience varies.

• Fait preuve de confiance, de professionnalisme et dun fort engagement envers leducation, favorisant lengagement, la credibilite et la confiance aupres des audiences cliniques.

• Collabore etroitement avec le Clinical Manager et le Clinical Marketing pour executer et faire evoluer la strategie deducation clinique, en alignant les efforts de formation sur ladoption des therapies, les resultats clients et les objectifs commerciaux.

• Assure efficacement la formation clinique en personne et virtuellement, en utilisant diverses plateformes et outils numeriques ; maitrise langlais et le francais lorsque requis.

• Maintient et developpe son expertise produit et therapie grace a des programmes de formation formels, la collaboration entre pairs et un apprentissage autonome continu pour rester a jour sur les meilleures pratiques et les nouvelles preuves.

• Utilise les offres educatives numeriques et basees sur lIA (modules virtuels, ressources a la demande, informations basees sur les donnees, outils de support a distance) pour ameliorer lapprentissage, renforcer les concepts cles et accroitre lefficacite et la coherence des formations.

Relations clients et gestion du territoire

• Responsable de construire et maintenir des relations a long terme avec les clients cles pour developper les opportunites de vente, assurer la competence clinique et developper le territoire.

• Developpe proactivement les relations clients, en prenant la responsabilite de leur satisfaction et fidelite.

• Resout les problemes clients rapidement tout en tenant informes les membres cles de lequipe des informations pertinentes et des solutions apportees.

• Fournit des retours et maintient une communication etroite avec les equipes Ventes / Clinique et Marketing concernant les besoins clients, objections, leviers davantage concurrentiel et activites des concurrents.

Points de contact cles pour Acute Therapies

Principal : Cliniciens et administrateurs des services de soins critiques, nephrologie, pneumologie, anesthesie et urgences, incluant medecins, directeurs de programme, gestionnaires infirmiers, formateurs cliniques, infirmiers au chevet, ingenieurs biomedicaux, laboratoire, RRT, techniciens et autres selon les besoins.

Secondaire : Approvisionnement, pharmacie, administration hospitaliere, organisations dachats groupes.

Execution rapide et efficace des taches administratives

Salesforce.com (Boost) pour documenter les informations clients, suivre les opportunites, prevoir les produits requis et collecter des donnees.

Notes de frais, communications internes et externes, conferences, etc.

Intelligence de marche : enquetes, communication des informations concurrentielles.

Participation a lenquete annuelle clients pour tous les comptes et collaboration avec le Marketing sur certains projets necessitant un retour terrain.

Previsions mensuelles precises, planification des appels et revues de territoire.

Participation a des projets speciaux selon les besoins.

Ce que vous apporterez

• Diplome de baccalaureat en sciences infirmieres

• 3+ annees dexperience hospitaliere en soins critiques

• Expertise et connaissances produit / therapie (dialyse, CRRT, ventilation)

• Parfaitement bilingue francais et anglais

• Demontre une forte acuite commerciale et financiere, avec la capacite de comprendre les budgets, les facteurs de couts et la prise de decision basee sur la valeur dans un environnement de vente clinique.

• Communique avec impact grace a des presentations claires et convaincantes et une communication interpersonnelle efficace, engageant les parties prenantes en personne et virtuellement.

• Fait preuve dadaptabilite et de resilience dans des environnements dynamiques et en evolution rapide.

• Adapte les approches pedagogiques et dengagement aux styles dapprentissage varies, aux besoins des parties prenantes et aux objectifs cliniques ou commerciaux.

• Tres motive et responsable, capable de prioriser son travail de maniere autonome tout en obtenant des resultats.

• Pense strategiquement, reliant leducation clinique, les objectifs de vente et les opportunites de croissance a long terme des comptes.

• Maintient un etat desprit positif et oriente solutions, abordant les defis avec professionnalisme et creativite.

• Applique de solides competences analytiques pour interpreter les donnees dutilisation, les budgets et les considerations de couts, soutenant des discussions cliniques et commerciales eclairees.

• Travaille efficacement de maniere autonome et en equipe, contribuant aux objectifs communs et au succes transversal.

• Capacite demontree a construire, renforcer et maintenir des relations clients a long terme basees sur la confiance, la credibilite et la valeur.

• Navigue avec succes dans des environnements de vente et cliniques complexes, gerant simultanement plusieurs projets, comptes et priorites.

• Role base sur le terrain necessitant jusqua 75 % de deplacements, incluant des deplacements locaux le jour meme, pour soutenir efficacement les clients et les objectifs commerciaux.

• Sepanouit dans des situations rapides et sous pression, demontrant sangfroid, resilience et jugement solide.

Atouts supplementaires

• Maitrise en administration des affaires, sciences de la sante ou domaine similaire

• 2+ annees dexperience en vente

• Experience en vente et/ou gestion dans lindustrie de la sante

• Expertise et connaissances produit / therapie (nephrologie de soins critiques, therapies extracorporelles, sepsis)

Nous comprenons que la remuneration est un facteur important lorsque vous envisagez la prochaine etape de votre carriere. Chez Vantive, nous nous engageons a assurer une remuneration equitable pour tous les employes, et nous nous efforcons detre plus transparents concernant nos pratiques salariales. Le salaire de base estime pour ce poste est de 88,000 $ a 110,000 $ par an. La fourchette estimee vise a refleter une plage salariale anticipee pour le poste. Nous pouvons offrir un salaire superieur ou inferieur a cette fourchette anticipee en fonction des donnees du marche et dautres facteurs, lesquels sont tous susceptibles de changer. La remuneration individuelle depend du lieu de travail, des competences et de lexpertise, de lexperience ainsi que dautres facteurs pertinents. Ce poste peut egalement etre admissible a des primes discretionnaires. Pour toute question a ce sujet, sur notre philosophie de remuneration ou sur les avantages offerts, veuillez en discuter avec le recruteur si vous decidez de postuler et etes selectionne pour une entrevue.

Poste existant : Oui

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