Brett Fisher Group

Director, Market Development and Payers (Post Acute)

Brett Fisher Group - Atlanta, GA

Why Join?

Advance your career with one of the most well-regarded medical device firms and a 9x award winner in the airway and respiratory space. Sold to over 9 million patients in 75 countries worldwide and used on millions of hospitalized and critically ill patients, our client's groundbreaking technology is a category leader and has seen 20-25% YoY growth. There has never been a better time to join.

Poised for exceptional growth in the coming years, our client seeks an accomplished market development leader responsible for direct and indirect sales of products in the emerging market segment. This role will create and implement US commercial sales strategy for the non-hospital market, such as Payer Access, Managed Care Plans, LTACH/LTC, SNF and rehabilitation, DME/HME, and EMS.

As an individual contributor, you will require strong leadership with influence capabilities to inform and collaborate with cross-functional internal partners in marketing, clinical education, inside sales, corporate accounts, and the broader senior leadership team. The role will also inform the organization of critical priorities for expanding client products in both the post-acute/sub-acute market and initiating insurance-payer relationships both regionally and nationally.

The role requires impressive working relationships with multiple functions within the company at a global and domestic level, as well as establishing and maintaining professional and clinical relationships.

This is a rare and extraordinary opportunity to join a well-established, rapidly growing, dynamic company with exceptional leadership and a proven track record of success.

What you’ll tackle in this role:

  • Responsible for individual quota and overall business performance in the alternate market segment in the US.
  • Build a targeting plan for expanding the brand within the assigned customer base through both indirect and direct channels.
  • Call on key executives at payers / managed care plans and develop new business relationships. Create clinical and financial pathways for products to follow the patient throughout the acute to post-acute continuum of care.
  • Support market access lead on post-PDAC customer follow-ups, commercial payer assessment, and voice-of-customer confirmation
  • Identify the largest growth opportunities and establish business priorities per segment. Create and execute strategy for enterprise and local sales processes in the insurance market, LTACH/LTC, SNF, DME/HME, & and EMS.
  • Support specialty sales executives in enterprise opportunities in specific market segments, including collaborative development and deployment of applicable training/education.
  • Act as the lead executive in enterprise accounts within the segment, collaborating with sales management and marketing teams to coordinate successful network-wide implementations.
  • Effectively deliver value proposition and product training presentations to customers within assigned segments, both in the field and virtually.
  • Coach and mentor inside and specialty sales teams on successful enterprise account execution, and provide formal training as assigned by leadership.
  • Collaborate with leadership and marketing team to evolve the company’s continuum of care value proposition, including but not limited to messaging, audience expansion, clinical education, and implementation programs.

Skills and experiences that we seek:

  • Bachelor’s degree in marketing, business, or related (PREFERRED)
  • 6-10 years of relevant medical device sales experience with a proven track record of exceeding quota in high pressure environment
  • 3-5 years of enterprise selling experience (healthcare PREFFERED – Payer / IDN / GPO)
  • 3-5 years of contract negotiation experience
  • 1-3 years of people management experience (A PLUS)
  • Ability to manage a complex sales process that has clinical, financial, and executive customers
  • Excellent presentation skills
  • Excellent communication (verbal and written) and interpersonal skills
  • Strong problem-solving and negotiation skills
  • Proficiency in use of MS office, especially Power Point and Excel
  • Clinical background and training (A PLUS)
  • Strong leadership, organizational, communication, analytical business acumen, learning application and team development skills
  • 65% national overnight travel
  • Agility to work in a growth segment that will require ongoing development and definition
  • Cross functional teamwork and collaboration to achieve agreed company goals
  • High energy, good sense of humor, and persuasive and effective communicator to collaboratively achieve team results and mentor talent
  • Strong pipeline management and prioritization skills with proven ability to drive multiple opportunities
  • Demonstrate a high degree of influencing skills with peers, executives, clinicians, economic buyers, and physicians
  • Existing relationships with managed care plans / payers (A PLUS)


Workplace Situation:

  • 65% in the field, 35% home based

Posted On: Wednesday, February 28, 2024

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