St Jude Medical, Inc. Work Values

Daily Duties at St Jude Medical, Inc.:

Sales and support of cardiac devices requires an extremely high level of accountability, as life literally hangs in the balance. In the OR and Cardiac Cath /EP lab, this is particularly true, but in similarly critical in all clinical settings. A significant issue with respect to this clinical challenge was that of problem-solving. As each patient's anatomy and situation is different, many cases required trouble-shooting in attempting to resolve difficulties. This was a fundamental part of the task daily in working in surgery. The physicians would not start surgery without my or my teams presence. It was my responsibility, along with the physician, to obtain good outcomes from the surgery. We were expected to be an asset to the doctor in these procedures.For my part, I was respected for my performance and knowledge. Quotas and sales performance were no less demanding. I exceeded all quotas and sales goals assigned, a process set annually. While the average sales rep sold 15-18 devices per month, I sold 40-50. This was monitored both as to volume of devices implanted and the resulting growth of sales, but as revenues and profitability. I excelled in these measurements by selling high-end devices and leading edge technologies which were more expensive and more profitable for the company. My territory had 250+ physicians directly involved in the process of implants and clinical follow-up. My sales were typically $4-8 million annually, 400-500 devices sold. In addition to these activities and responsibilities, I assisted in hiring and training many sales/service reps. At one point, I had direct responsibility for 15 reps under me. Opening new accounts and developing their business was one of my great areas of success. While dealing with cardiologists, surgeons, vascular and cardiac surgeons over the course of the business, in recent times, business has been evolving such that administrators and materials managers have become a major factor for sales. I excelled at contracting with these administrators, something that in recent years has paid off handsomely. Dealing with these administrative parties as well as the doctors has required enhanced verbal and written skills. This creation of new business by me in negotiating and contracting has benefited St Jude immensely, increasing market share and profits. Market share has grown to an average of 30% in my territory over the recent years. Another frequent activity of my job has been to train and educate customers, requiring technical lectures and presentations to physicians and their staffs, nurses and technicians, Operating Room and Cath Lab staffs regarding implants and management of patients and devices. I tried to convey how to properly manage clinical problems and challenges with trouble-shooting, anticipating how to recognize problems and avoid/resolve them. Finally, planning of both schedules, objectives, market targets and evolution were a significant part of the daily role. Determining how to develop further business and enhance support of customers was a critical component. Execution of these plans, modifying and reviewing their successes, then tweaking them as needed was a constant activity. I did this well.

What they like about St Jude Medical, Inc.:

Working for a company with an emphasis on social values and helping society is a clear and important priority for you - a critical factor in who you choose to work for. In contrast to other factors, you place an organization's reputation for fairness and concern for the community above most other aspects of the company. As you search for a new job opportunity, it is usually possible to find out if the company is involved in the community and/or if it is addressing problems and issues in society. Pay special attention to non-profit organizations and those specifically involved in social action. Moreover, speaking with current and former employees should enlighten you to perceptions of the fairness of the company's leaders and the treatment of employees.

Tags

Listener, Consultative, People-oriented, Problem-solver, Communicator, Teacher, trainer, Innovative, Negotiator, Articulate

Skills

Technology Solutions, Sales Support, Software Implementation, Requirements Analysis & Specification, Leadership , Customer relations skills, Contracting skills

These are some of the questions we asked our climbers about their experiences with St Jude Medical, Inc.: