• OCTS Team Leader will provide strong, assertive strategic and tactical leadership to expand prescribers and patients served in current two Ultraflex field territories in the Northeast and mid-Atlantic region. Pilot results showed growth in New England from approximately 135 patients to 492 patients from 2000 to 2003 or 364%. This is the benchmark growth rate for theses two existing territories (and all additional territories). Recruit, train and launch one to three new territories each year to complete coverage in the Northeast, mid-Atlantic and Southeast and then remaining US. Twenty total territories are planned over the next 5-10 years. Ideal candidate will own this team building process and create self-managing territories with empowered Ultraflex field representatives committed to expanding the quality and quantity of patient care. Actively grow prescribers and patients served in the children's and rehabilitation hospitals assigned as national accounts throughout the US (until each hospital is transitioned to an Ultraflex field representative). Defensively conduct in-services, training and PCE courses to existing O&P accounts in non-metropolitan statistical areas (MSA) rural areas (e.g. ND, SD, ID, Montana, Wyoming, Alaska etc.), and all open territories throughout US until all of major MSAs have Ultraflex field representatives.
• Team Leader will be planning, recruiting and training to maximize hands-on time in the field as "player-coach" facing and overcoming the same barriers to prescription as their team members, leading by example and from the same experience base using a team approach. The TL will help target and add new physician prescribers and assure patient care delivery through the O&P is based on proper understanding of indications, precautions, contra-indications, fitting, follow-up and coverage/billing to achieve intended clinical and financial outcomes.

Job Duties:

• Conduct weekly team meeting with OCTS team members to thoroughly review previous week planned activities, execution and results to hone tactics based on open, transparent communications about what is working and what isn’t.
• Train and lead team to enter into Goldmine CRM system all contacts made by type (physician, therapist, O&P), setting (Children’s hospital, rehab hospital, SNF, private practice or specialty clinic), indications and matching Ultraflex solutions presented, response of attendees and planned follow-up required. This assures each Ultraflex team knows where each relationship stands throughout Ultraflex organization for maximum accountability to the customer relationship and establishes peer accountability standards for activity level and promised follow-up (both quality and quantity). Each week entries must be in by Thursday evening and synchronized for automated reporting run each Friday for distribution and review by 4PM.

• Document in Goldmine all New Product Suggestions (NPS) received (to document frequency of unmet patient needs for potential New Product Development) and all Quality, Fit and Function (QFF) calls conducted to resolve any patient care problems noted and for continuous improvement feedback loop to all other Ultraflex teams. NPS and QFF also drives cross-functional team discussion between MRD, R&D, ICTS and OCTS to define new product development requirements.
• Review weekly automated Goldmine sales and activities reports and report highlights of results to peer Team Leaders at Monday morning meeting each week for maximum peer accountability and open communication.
• Lead team to produce quarterly benchmark reports for territory revenue and expenses versus baseline, # patients served and Dx mix and call activity by type (physician, therapist and O&P) and setting (Children’s hospital, rehab hospital, SNF, private practice or specialty clinic) and present team results at quarterly shareholders meeting.
• Lead the annual territory goal setting and budgeting process for each existing territory with the assigned OCTS representative and the overall OCTS team goals for patient care revenue and expenses, including national accounts and for open territories.
• Lead OCTS team to plan, execute and report annual goal status report by 12/31 each year for presentation at annual shareholders meeting.
• Work hand in glove with MRD (Market Research and Development) team to promptly follow-up all qualified leads entered into Goldmine from scientific conference attendees, direct mail campaigns, continuing education self study video purchasers, scientific journal advertisements etc.
• Work with MRD to develop better company-wide prospect management in Goldmine for targeted prescribers and their rehab team from available membership lists, directories, societies, etc. (Physiatrists, Pediatric orthopedic surgeons, pediatric neurologists, NDT trained therapists, etc.).
• Spend extended time in each new territory launched with each new OCTS team member until they are empowered with clinical and technical knowledge, have field tactics honed by each target, setting, indication/Ultraflex solution and can exercise real authority resulting in physicians making informed healthcare decisions about Ultraflex technology and O&P facilities using proper evaluation, design, fitting and coverage/billing to achieve the intended patient outcome.
• Expand active prescribers and patients served in each of the children's and rehabilitation hospital assigned as a national account in line with the growth objectives of each new territory to first offset and then recover the direct expenses and overhead of the OCTS Team Leader position. Arrange on-site PCE courses at national account hospitals and invite PT, OT and surrounding O&Ps and their referrals to attend. Carve out a one-hour physician portion of the course at the most convenient time to present the essentials needed for prescribers to add Ultraflex to their treatment armamentarium for pediatric applications.
• Approve all monthly OCTS expense reports (and hold team accountable for policy and budget) for submission by the 5th business day after the month end close.
  
  Position Attributes Needed:
  education: BS degree in a life science discipline. Must have thorough knowledge of anatomy and physiology and the kinetics and kinematics of human movement. Knowledge of the typical pathologies and surgical, pharmacological and physical medicine treatments associated with Cerebral Palsy, CVA, Traumatic Brain Injury and Orthopedic dysfunction (the latter following musculoskeletal traumatic injury, joint replacement or reconstruction) a definite plus. The successful candidate must be a voracious learner able to quickly survey and self-study peer review journals and attend scientific conferences to gain and update relevant clinical and scientific knowledge to properly position Ultraflex in the prescribing physician’s treatment armamentarium.
  training: Formal leadership training, public speaking and educational/consultative sales or team selling required. Military leadership training a definite plus. Must have proven skills creating Microsoft Power Point incorporating video and be competent in Word, Excel and Goldmine synchronized with home offices and satellites. Candidate must be used to training based on “see it”, “do it”, “teach it” to empower themselves and their peers.
  experience: Minimum of 3-5 years experience as a product training specialist or field sales/service representative working in a team selling environment making technical and detail product presentations and conducting continuing education courses to physicians. Experience as Team or group leader with ability to recruit, train, hire and fire a definite plus.
  behavioral: High energy flexible conductor (DISC profile from Target Training International) with theoretical and social motivations (PIAV – strong theoretical and social from Target Training International). Ideal candidate will demonstrate quiet self-confidence and a strong desire to achieve results through others by disciplined example and open, transparent accountability for themselves and their team. Team results are more important than their own visibility. Must be intrinsically motivated by getting the job done right the first time for the patient (not by money). Must be good listener and then able to probe effectively to get to the bottom of every problem faced in team building or patient care. The ideal candidate will be challenged and stimulated by meeting and interacting on a substantive basis with the very brightest targeted physician prescribers and rehab clinicians whose patients can benefit from Ultraflex technology and be able to tailor the Ultraflex message according to their needs.
  other: Extensive automobile travel required in field territories and overnight by air to scientific conferences held throughout the year. Must have a reliable automobile with valid driver’s license and insurance. When not in field, Team Leader will work from both home office and Ultraflex headquarters, so residence within one’s to two hours of Pottstown, PA a plus.