Working Location: Florida, Orlando; Florida, Miami Workplace Flexibility: FieldJob DescriptionThe OLYSENSE Solutions Sales Manager is responsible for driving regional growth of Olympus' digital and AI-powered endoscopy platform, with a strong focus on competitive displacement and expansion across the installed base. This role owns territory performance, proactively identifying and converting opportunities at competitor accounts while accelerating adoption within Olympus accounts. As a key member of a high-growth sales organization, this role is a hunter with strong enterprise selling capabilities, able to challenge the status quo, articulate differentiated clinical and economic value, and navigate complex stakeholder environments. The Solutions Sales Manager partners closely with GI Capital sales teams and engages clinical, administrative, and hospital IT stakeholders to win competitive deals, support integration, and drive sustained customer success.
Job Duties- Own regional revenue growth for OLYSENSE, with a strong emphasis on competitive displacement and expansion across the installed base and non-Olympus accounts.
- Proactively target and convert competitor accounts, identifying clinical, operational, and economic gaps and positioning OLYSENSE as a superior alternative.
- Build and execute territory strategies and account plans focused on winning in highly competitive environments.
- Lead end-to-end deal execution, including evaluation, product demonstrations, stakeholder alignment, pricing, proposal development, and procurement processes.
- Develop and manage a robust, high-quality pipeline of new opportunities, with strong discipline in CRM (e.g., Salesforce).
- Engage and influence multi-stakeholder buying groups, including physicians, administrators, value analysis committees, and hospital IT leaders.
- Effectively communicate clinical differentiation, workflow integration benefits, and economic value, including ROI and total cost of ownership.
- Support evaluation and conversion processes at competitive sites, including side-by-side comparisons, pilot programs, and objection handling.
- Lead onboarding, training, and initial use to ensure strong adoption, customer satisfaction, and clinical success.
- Drive early-stage customer success outcomes, ensuring a smooth transition to long-term support and account management.
- Collaborate with GI Capital sales to coordinate cross-sell strategies and maximize overall account penetration.
- Provide ongoing competitive intelligence and field insights to refine messaging, positioning, and sales strategy.
- Consistently meet or exceed quota, activity, and performance targets.
- Perform all other related duties as assigned.
Job QualificationsRequired:- Bachelor's degree in marketing, business or a related field required.
- Minimum of 5 years of sales experience in medical device, healthcare technology, or SaaS.
- Proven track record of winning competitive deals and displacing incumbent solutions, ideally within GI or adjacent specialties.
- Demonstrated ability to sell against established competitors using clinical and economic differentiation.
- Strong skills in competitive selling, objection handling, and value-based positioning.
- Experience selling software, SaaS, or digitally enabled solutions, particularly those requiring workflow integration.
- Demonstrated ability to navigate complex, multi-stakeholder sales environments, including physicians, administrators, and IT.
- Strong understanding of hospital purchasing processes, value analysis committees (VACs), and IDN dynamics.
- Ability to lead clinical discussions and articulate outcomes-based value, including quality metrics and efficiency gains.
- Experience supporting or leading evaluations, pilots, and conversions in competitive accounts.
- Proficiency with CRM tools (e.g., Salesforce) and structured sales methodologies.
- Strong communication, presentation, and relationship-building skills.
- Highly self-motivated with a hunter mentality and ability to operate in a fast-paced, growth-oriented environment.
- Willingness to travel ~70% within assigned territory.
Preferred:- Experience selling into endoscopy suites, GI labs, or hospital procedural environments strongly preferred.
Why join Olympus?We offer a holistic employee experience supporting personal and professional well-being through meaningful work, equitable offerings, and a connected culture.
Equitable Offerings you can count on:- Competitive salaries, annual bonus and 401(k)* with company match
- Comprehensive medical, dental, vision coverage effective on start date
- 24/7 Employee Assistance Program
- Free live and on-demand Wellbeing Programs
- Generous Paid Vacation and Sick Time
- Paid Parental Leave and Adoption Assistance*
- 12 Paid Holidays
- On-Site Child Daycare, Café, Fitness Center**
Connected Culture you can embrace:- Work-life integrated culture that supports an employee centric mindset
- Offers onsite, hybrid and field work environments
- Paid volunteering and charitable donation/match programs
- Employee Resource Groups
- Dedicated Training Resources and Learning & Development Programs
- Paid Educational Assistance
*US Only
**Center Valley, PA and Westborough, MA
Are you ready to be a part of our team?Learn more about our benefits and incentives: https://www.olympusamerica.com/careers/benefits-perks.
Let's realize your potential, together.
Posting Notes: || United States (US) || Florida (US-FL) || Orlando || Sales
