Territory Manager, Surgical WorkplacesThe Territory Manager, Surgical Workplaces (SWP), will be responsible for selling and supporting Surgical Workplace products (Lights, Booms, Tables, and Digital Health Solutions) for 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's market share, develop and encourage strong customer relationships, and build brand loyalty and customer satisfaction. Candidates must be able to plan, prioritize, monitor, and track all sales cycle events.
The PositionThis role is responsible for:
- Responsible for meeting or exceeding sales targets while maintaining expenses within assigned expense limits.
- Create strategic selling business plans for all customer opportunities.
- Monitoring and updating individual forecasted sales data on a weekly basis with a focus on accuracy and completeness of data.
- Work collaboratively with the Contracts and Tenders Team on RFP responses and provincial standardization contracts.
- Provide Return on Investment (ROI) and business case information to justify purchasing Getinge Surgical Workplace products.
- Handle 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.
- Marketing and selling equipment to installed base as upgrades or replacements.
- Marketing equipment to new customers to replace the competition's installed base.
- Lead follow-up, sales planning, and territory management.
- Identify required resources to position Getinge during the sales and support process effectively.
- Track, report and analyze sales opportunities with the Regional Sales Manager routinely.
- Handle completion of product demonstration events and assist in installation and post-sales support.
- Monitoring and reporting customer issues with the Sales Director and responsible Getinge employees.
- Manage time and resources within the assigned territory in conjunction with near-term plans to ensure the territory's objectives are achieved.
- Able to develop strategic sales plans for all required sales opportunities and the ability to plan, prioritize, monitor, and track all sales cycle events.
- Able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
- Ensure compliance with governmental regulations and maintain honesty, integrity and excellent work ethics.
This role will be located in
Calgary, Alberta.
The Ideal CandidateWe are looking for the following experience, knowledge and abilities:
- Bachelor's Degree or equivalent sales experience in medical devices and Operating Room (OR) capital equipment.
- Minimum of 3 years of medical device/capital sales experience, which includes direct selling to physicians and hospitals; or minimum of four (4) years applicable clinical experience with sales aptitude.
- Demonstrated record of success or achievement in sales positions.
- Solid understanding of specified functional areas and application of business concepts, procedures and practices.
- Able to prioritize and multi-task in a highly demanding matrix environment and function well in a team selling approach.
- Carry out operations within an established budget.
- Must have sound knowledge of various 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 the completion of assignments.
- Ability to influence middle management and external customers on technical and 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 Management Tools (CRM) tools.
- Valid passport required. Able to travel internationally.
- Valid driver's license required.
- Good working knowledge of Microsoft Office Suite.
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Benefits at Getinge: At Getinge, we offer a comprehensive benefits package, which includes:
- Health, Dental, Vision and Travel insurance benefits
- Registered Pension Plan with company match
- Paid Time Off
- Wellness initiative & Health Assistance Resources
- Life Insurance
- Short and Long Term Disability Benefits
- Hybrid Work Arrangements (where applicable)
- Parental and Caregiver Leave
- Tuition Reimbursement
