Job OverviewThe Territory Manager, Surgical Workflows Full Line (SWF) will be responsible for the sales and support of Getinge Surgical Workplace Products consisting of Surgical Lights, Booms, Tables, and Infection Control equipment consisting of sterilizers, washers, service contracts and equipment, and assists with Video Integration and asset management for both existing and potential customers in the assigned territory. Business opportunities for this position will include a balance of replacement, renovation, and new construction business. Key objectives of this role will be, to increase Getinge market share, develop and encourage strong customer relationships, and build brand loyalty and customer satisfaction. The position must be able to plan, prioritize, monitor, and track all sales cycle events; apply knowledge of the organization's services, products, and marketing techniques in pursuit of responsible profit margin and market share growth.
Job Responsibilities and Essential Duties- Responsible for meeting or exceeding sales targets while maintaining expenses within assigned territory.
- Able to develop strategic sales plans for all required sales opportunities, as well as ability to plan, prioritize, monitor, and track all sales cycle events.
- Monitor and update individual forecasted sales data on a weekly basis with focus on accuracy and completeness of data.
- Provide Return on Investment (ROI) and/or business case information to justify purchasing Getinge Surgical Workplace products.
- Manage forecasting, monitoring, closing and post-sales support of all territory business.
- Where possible, promote all Getinge product offerings, including all equipment lines, training programs and service contracts.
- Market and sell equipment to installed base as upgrades or replacement.
- Market equipment to new customer to replace competitions installed base.
- Lead follow-up, sales planning, and territory management.
- Identify required resources to effectively position Getinge during the sales and support process.
- Track, report, and analyze sales opportunities with the Regional Sales Manager on a routine basis.
- Manage completion of product demonstration events and assist in installation and post-sales support.
- Monitor and report customer issues with the Regional Sales Director and/or responsible Getinge employee.
- Manage time and resources within the assigned territory in conjunction with near-term plans to ensure the territory's objectives are achieved.
- Enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
- Ensure compliance with governmental regulations and maintaining honesty, integrity, and excellent work ethics.
- Perform other related duties as required or assigned.
Minimum Requirements- Bachelor's Degree or equivalent combination of education and work experience.
- Minimum of 3 years medical device/capital sales experience, which includes direct selling experience to physicians and hospitals; or minimum of 4 years applicable clinical experience with sales aptitude. Experience in the Operation Room (OR) preferred.
- Alternatively, minimum of 4 years of experience in roles focusing on building and maintain strong client relationships, problem-solving and creating and executing strategic plans, and coordinating with multiple stakeholders to drive organizational success growth can be considered if it demonstrates strong sales aptitude.
- Must have a valid driver's license.
Required Knowledge, Skills and Abilities- Demonstrated record of success or achievement in professional positions, including meeting or exceeding performance goals.
- Solid understanding of specified functional area, and application of business concepts, procedures, and practices.
- Able to prioritize and multi-task in a highly demanding matrix environment, and ability to function well in a team selling approach.
- Carry out operations within an established budget.
- Must have sound knowledge of a variety of alternatives and their impact on the business and be able to exercise judgment in selecting innovative and practical methods to achieve problem resolution in the assigned territory.
- Establish and cultivate an extensive network of support to facilitate completion of assignments.
- Ability to influence middle management and external customers on technical as well as new business solutions.
- Excellent communication, listening, interpersonal and organizational skills; self- motivated and directed to achieve assigned goals.
- Intermediate skills in Microsoft Excel, Word, PowerPoint and Outlook and familiarity with Customer Relationship Management CRM) tools.
Salary range: $ 80,000 - $88,000 base, total comp- $150k-$250k depending on performance
Benefits at Getinge:At Getinge, we offer a comprehensive benefits package, which includes:
- Health, Dental, and Vision insurance benefits
- 401k plan with company match
- Paid Time Off
- Wellness initiative & Health Assistance Resources
- Life Insurance
- Short and Long Term Disability Benefits
- Health and Dependent Care Flexible Spending Accounts
- Commuter Benefits
- Parental and Caregiver Leave
- Tuition Reimbursement
