Job OverviewThe Surgical Workplaces Healthcare Planning and Design Manager (HPDM) reports to the Manager, Healthcare Planning and Design, with alignment to a specific geographical region and focuses on the development and the successful outcome of project-based opportunities for hospitals, ASCs or other key accounts (Hybrid OR's, non-Health System targeted IDNs, supporting Getinge imaging partners, construction companies, architects, equipment planners, and other hospital project leaders) to gain opportunities for Surgical Workplaces. The position supports the Sales Department with targeted presentations, educational materials, and Request for Proposals (RFP). The position will also support the Corporate Accounts Team (GPO & IDN) related initiatives where required and assists in all new product and service initiatives, and project-based construction products. In addition, the position helps develop/execute corporate client level marketing and selling strategies that establish Getinge Surgical Workplace as the Hybrid OR expert in the marketplace. The HPDM, SWP works in partnership with the Regional Managers, Surgical Workflows over the geographical region it supports.
Job Responsibilities and Essential Duties- Responsible for building, growing, and supporting the sales process for the project-based sales funnel, and specifically within the Hybrid OR space.
- Prospect and pursue targeted prospects/accounts to expand customer base for construction-specific products defined by the Strategic Sales Director and Regional Sales Manager.
- Manage and distribute sales leads acquired from any source. Mutually agreed upon leads/opportunities are then prioritized and regular updates are communicated by the HPDM to leadership.
- Represent the Getinge brand and build the company reputation for service and quality through the relationships built with key customers, architects, and the design/planning community. Establish
- Getinge as the consultant in coordinating all parties within the hospital that need to be involved with OR planning and design while articulating that Getinge has the total solution offering that no one else can deliver in the marketplace.
- Generate and deliver customer presentations and proposals, with the goal of securing project and Hybrid OR sales.
- Support sales efforts as required and identify and capture opportunities to promote long-term initiatives.
- Build relationships at executive and departmental levels and achieve high levels of customer satisfaction with internal and external customers.
- Forecast and achieve annual objectives.
- Maintain project lead schedule per the respective Territory Manager, and schedule project reviews on a regular basis with leadership.
- Support SW Regional Managers on the RFP process at the regional level.
- Ensure compliance with regulatory requirements and maintaining honesty, integrity, and excellent work ethics at all times.
- Maintain accurate and updated records in Sales Force/GForce or other CRM tool.
- As required, support the Project Management team on key Surgical Workflows installations.
- Attend company approved trade shows where opportunities exist to make new contacts and qualify new prospects or obtain new leads.
- Complete administrative requests from management as needed.
- Monthly presentations with the planning community, encouraging new ideas, Getinge design characteristics, product introduction and value-based solutions specifically for that audience.
- Utilize Microsoft PowerPoint and OR3D tools to deliver effective presentations to target customers.
- Perform other related duties as required or assigned.
Minimum Requirements- Bachelor's Degree or equivalent combination of education and relevant work experience.
- A minimum of 5 years of medical device, Imaging capital equipment products sales experience which includes direct selling experience to architects, equipment planners, physicians, and hospitals); or minimum 4 years applicable clinical experience with sales aptitude.
- Proven understanding of medical construction engineering and local codes and standards.
- Must have a valid driver's license.
Required Knowledge, Skills and Abilities- Outstanding selling skills and proven track record of revenue goal attainment.
- Excellent negotiating skills and ability to gain trust and persuasively influence stakeholders.
- Able to develop and maintain senior-level customer relationships.
- Able to persuasively articulate competitive advantages of Getinge solutions and able to conduct and deliver strategic analyses that support sales efforts.
- Able to formulate and execute initiatives to support Order Growth.
- Exceptional follow-up skills and adept at identifying customer needs and strategic opportunities.
- Be able to enhance teamwork within the region, resolve conflict and maintain a collaborative relationship with all levels of the organization.
- Excellent project management skills, financial acumen, writing and presentation skills.
- Intermediate skills in Microsoft Excel, Word, PowerPoint and Outlook, and 3D software, and familiarity with Customer Relationship Management (CRM) tools.
Sales salary range: Total Compensation= $195,000 - $205,000 (base + at plan target incentive) depending on experience and location
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