Solutions Sales Manager - AI Endoscopy Growth

Olympus Corporation; Orlando (FL); On-site; USD 120,000 - 170,000; Full time

Benefits offered by this job

Competitive salary

401(k) match

Medical coverage

Paid time off

Parental leave

Holidays

Job summary

Olympus Corporation seeks a driven Solutions Sales Manager to drive regional growth for the OLYSENSE platform, focusing on competitive displacement and expansion across the installed base. This hunter role requires articulating clinical and economic value while navigating complex stakeholder environments in GI and related settings.

You will lead end-to-end deal cycles, build a robust pipeline, and collaborate with GI Capital sales to maximize account penetration.

Qualifications

• 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.

Responsibilities

• 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.

Skills

Medical device sales

Enterprise selling

SaaS sales

Salesforce

Stakeholder management

Clinical value messaging

Travel 70%

Endoscopy experience

Education

Bachelor's degree

Tools

Salesforce

Job description

Olympus Corporation seeks a driven Solutions Sales Manager to drive regional growth for the OLYSENSE platform, focusing on competitive displacement and expansion across the installed base. This hunter role requires articulating clinical and economic value while navigating complex stakeholder environments in GI and related settings.

You will lead end-to-end deal cycles, build a robust pipeline, and collaborate with GI Capital sales to maximize account penetration.