Territory Manager, Cardiac Surgery

Getinge; Maryland; On-site; USD 250,000 - 256,000; Full time

Benefits offered by this job

Health, Dental, and Vision insurance

401k plan with company match

Paid Time Off

Wellness initiative & Health Resources

Life Insurance

Short and Long Term Disability

Health and Dependent Care Flexible Sp.

Commuter Benefits

Parental and Caregiver Leave

Tuition Reimbursement

Job summary

Getinge is seeking a Territory Manager, Cardiac Surgery to lead strategic account management across a defined geographic area. You will promote Getinge products, develop accounts, and drive revenue growth by expanding current customers and acquiring new ones.

You report to the Regional Manager and manage all sales process stages. The role requires building relationships with hospital staff, physicians, and procurement teams, crafting territory business plans, and meeting or exceeding annual

Qualifications

• Bachelor’s Degree and/or 3 years of applicable medical device experience selling/supporting cardiac surgery therapies and products in the Operating Room or ICU environment.
• Must have a valid driver’s license.
• Demonstrated ability to negotiate and close local and IDN contracts across departments.

Responsibilities

• Serve as a key business partner to Getinge clients in the field, develop and maintain strong relationships.
• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue objectives.
• Develop and implement Territory Business Plans to meet or exceed revenue targets.
• Develop and implement sales strategies by analyzing product, competition, and pricing needs for accounts.
• Maintain knowledge of competitive products and demonstrate Getinge advantages to customers.
• Forecast revenue accurately and meet forecast targets.
• Identify key decision makers and build relationships to facilitate future sales.
• Educate customers on Getinge products through presentations and demonstrations.

Skills

Territory Management

Sales

Account Development

Negotiation

Relationship Building

Strategic Planning

CRM

Education

Bachelor’s Degree

Tools

CRM Tools

Microsoft Excel

Microsoft Word

Microsoft Outlook

Job description

With a passion for life Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers.Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers.Are you looking for an inspiring career? You just found it.Job Overview

The Territory Manager, Cardiac Surgery provides strategic account management and expertise with respect to Getinge products, to promote and sell Getinge products and drive revenue growth in the defined geographic territory by new account development and the expansion of existing accounts, to meet sales quota based on the company’s sales goals. The Territory Manager, Cardiac Surgery will be responsible for managing all aspects of the sales process and will report to the Regional Manager.

Job Responsibilities And Essential Duties

• Serve as a key business partner to Getinge clients in the field, develop and maintain strong relationships.
• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Develop and implement successful Territory Business Plan that identifies the needs of particular accounts and defines specific achievable strategies that meet/exceed assigned revenue plans for an assigned territory. Business Plans will be reviewed monthly with Regional Sales Manager to update and refine strategies and help the organization achieve its annual sales goals.
• Develop and implement sales strategies by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
• Knowledge of all competitive product features and ability to compare/contrast Getinge technologies as superior to protect current business and position competitive conversions.
• Be able to accurately submit rolling 90 day rolling revenue forecast and meet/exceed established sales forecast accuracy targets.
• Determine the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which Getinge products can best address their specific needs.
• Establish multiple offering pricing packages (Local and Integrated Delivery Network level) by working with relevant Getinge personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.
• Respond to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g., clinical research, pricing and/or marketing) to develop optimal solutions.
• Develop relationships with hospital personnel (e.g., through casual conversation, scheduled quarterly contract review meetings, participation in conferences) to make new contacts in other departments within the hospital and to identify key purchasing decision makers in order to facilitate future sales.
• Educate customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.
• Observe actual procedures in the operating room, ICU, or appropriate department of hospital accounts to gain insight into the specific nuances of each physician and member of the lab staff.
• Comply with all health and safety codes and procedures as mandated by Getinge policies, customer requirements and regulatory agencies.
• Perform other related duties as required or assigned.

Minimum Requirements

• Bachelor’s Degree and/or a minimum of 3 years of applicable medical device experience selling/supporting cardiac surgery therapies and products in the Operating Room or ICU environment.
• Must have a valid driver’s license.

Required Knowledge, Skills And Abilities

• Demonstrated record of success or achievement in personally negotiating and closing/renewing local account sales contracts and Integrated Delivery Network (IDN) contracts throughout all departments within customer accounts.
• Knowledge of and ability to drive capital sales process for products that support consumable/diagnostic sales (Scopes, power supplies, etc.)
• Ability to meet and exceed the assigned annual sales revenue targets.
• Solid understanding of specified functional area, and application of business concepts, procedures, and practices.
• Capable of efficiently managing time and resources within the assigned territory in conjunction with near-term plans to ensure the territory’s objectives are achieved.
• Ensure compliance with governmental regulations and maintaining honesty, integrity, and excellent work ethics.
• Be able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
• 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.
• Basic to intermediate skills in Microsoft in Excel, Word and Outlook and familiarity with CRM tools.

Sales salary range: Total Compensation= $250,000 - $256,000 (base + at plan target incentive) depending on experience and location

About Us

With a firm belief that every person and community should have access to the best possible care, Getinge provides hospitals and life science institutions with products and solutions aiming to improve clinical results and optimize workflows. The offering includes products and solutions for intensive care, cardiovascular procedures, operating rooms, sterile reprocessing and life science. Getinge employs over 12,000 people worldwide and the products are sold in more than 135 countries.

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
  
  

Getinge is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, pregnancy, genetic information, national origin, disability, protected veteran status or any other characteristic protected by law. Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.