Position Overview / Purpose:
The Product Specialist - Systems is a field‑based individual contributor role responsible for driving cochlear implant (CI) systems growth through new patient acquisition and market expansion across a large assigned territory.
The role focuses on hospital‑ and clinic‑based systems selling, surgeon engagement, new center development, and disciplined execution of systems strategy defined by the Area Business Manager - Systems. The position plays a critical role in strengthening Cochlear's presence by expanding access to CI systems through new implant centers and sustained account development.
This role has no people management responsibility and carries full accountability for systems sales execution and market expansion within the assigned geography
Accountabilities:
Accountability 1: Drive Systems Sales Performance
- Execute territory‑level systems sales plans to achieve assigned CI systems revenue and volume targets
- Drive new candidate acquisition through hospitals, implant centers, and clinician partnerships
- Identify and prioritize high‑potential accounts and surgeons to maximize systems penetration
- Progress sales opportunities from identification through closure using strong sales discipline
- Ensure full compliance with Cochlear pricing, governance, and regulatory requirements
Accountability 2: Account & Healthcare professional Engagement
- In partnership with the Area Business Manager, implement business and marketing plans to achieve system sales targets and revenue objectives
- Build and maintain strong professional relationships with ENT surgeons, audiologists, OR staff, and hospital stakeholders
- Effectively position Cochlear's CI systems by articulating clinical value, technology differentiation, and outcomes
- Drive HCP engagement through clinical and product discussions
- Conduct product presentations and structured account reviews with hospital/institutional stakeholders
- Strengthen long‑term partnerships that drive sustained systems utilization
- Demonstrate exceptional sales and business acumen to identify market opportunities, competitive positioning, research customer (HCP + end consumer) needs and generate sales/secure orders
- Provide market intelligence and competitive information, which can be utilised in developing effective ways to approach current and potential customers
- Demonstrate and include principles of Value Selling strategic planning and sales
Accountability 3: New Center Development & Market Expansion
- Identify, evaluate, and prioritize opportunities to develop new cochlear implant centers within the assigned territory
- Work closely with the Area Business Manager - Systems to onboard new hospitals, clinics, and surgeons into the Cochlear ecosystem
- Support new center activation by coordinating systems education, account setup, and internal stakeholder alignment
- Establish early systems momentum in new centers through focused engagement and execution support
- Build relationships with emerging surgeons and healthcare institutions to enable sustainable, long‑term systems growth
- Track new center onboarding progress, activation milestones, and systems contribution
- Strengthen regional referral pathways by collaborating with clinicians involved in candidate identification
Accountability 4: Drive Salesforce Utilization and Systems Pipeline Management
- Maintain accurate and timely opportunity, account, and activity data in Salesforce
- Manage sales pipeline rigorously to deliver accurate forecasting
- Track surgeon engagement, account initiatives, and opportunity progression consistently
- Use CRM insights to prioritize high‑impact accounts and actions
- Participate actively in territory and pipeline reviews with the ABM - Systems
Accountability 5: Cross‑Functional Collaboration
- Collaborate closely with Services, Marketing, Clinical, and Operations teams to support systems objectives
- Coordinate account initiatives and education activities aligned to systems strategy
- Enable seamless territory execution through proactive communication and planning
Team Role (Team member):
- Relentlessly seeks, shares and adopts ideas and best practices in and outside the Company and embraces change introduced by others
- Develops new insights into solutions that result in organizational improvements; promotes a work environment that fosters creative thinking, innovation and rational risk-taking
- Follow relevant quality procedures in order to deliver quality products and services and identify and support the implementation of continuous improvement.
- Contribute ideas on systems and process methods to improve deliverables
- Work safely, complying with all safety procedures, rules and instructions; and reporting workplace hazards, incidents or injuries to manager
Key Incumbent requirements:
Minimum:
- Bachelor degree in Engineering/Science and Masters in Business Administration or a related science field
- 8+ years of outstanding sales and product specialist experience in healthcare or relevant field
- Excellent sales and influencing skills
- Outstanding communication skills - oral, written and presentation. Should be able to communicate well with internal and external stakeholders with a sense of urgency
- Good understanding of institutional, B2C and B2B sales processes along with sound commercial acumen
- Experience collaborating within teams in a multi-national organization
- Proven track record of building and nurturing stakeholder relationships - internal and external
- Proven ability to work independently with cross-functional influence in a complex environment
- Experience in creating successful business plans and sales plan objectives
- Ability to travel as required by role (up to 60% of the time)
Ideal
- Team manager in a multi-national organization, within the Healthcare, Pharmaceutical or Medical Device field
Development Value of this role:
- Opportunity to manage people in a highly dynamic and customer-centric work environment focused on life-changing medical technology
- Ability to be part of the growth story of the systems business and contribute to expanding CI access across a large territory
- Exposure to working with numerous local and global stakeholders on company-relevant strategic projects and initiatives
