Territory Manager, Digital Health Solutions (Mid-Atlantic)

Getinge; Virginia (MN); Remote; USD 190,000 - 204,000; Full time

Job summary

An established industry player is seeking a Territory Manager for Digital Health Solutions, focusing on sales and business development across a dynamic territory. This role involves driving sales strategies, cultivating key relationships, and enhancing market position for innovative healthcare solutions. The ideal candidate will possess a strong sales background in healthcare integration, exceptional communication skills, and a passion for making a difference in patient care. Join a forward-thinking company that values your contributions and offers a collaborative environment to grow your career while making a significant impact in the healthcare sector.

Benefits

Health, Dental, and Vision Insurance

401k Plan with Company Match

Paid Time Off

Wellness Initiative

Life Insurance

Short and Long Term Disability Benefits

Tuition Reimbursement

Parental and Caregiver Leave

Qualifications

• 3+ years of sales experience in healthcare integration or IT.
• Bachelor’s degree or equivalent experience in medical device sales.

Responsibilities

• Drive sales and business for Digital Health Solutions in assigned territory.
• Develop relationships with key market experts and stakeholders.
• Conduct market research and support marketing strategies.

Skills

Sales Experience

Healthcare Integration Knowledge

Communication Skills

Interpersonal Skills

Organizational Skills

Presentation Skills

Market Research Skills

Software Selling Experience

CRM Familiarity

Education

Bachelor’s Degree

Tools

Microsoft Office Suite

Customer Relationship Management (CRM) tools

Job description

Territory Manager, Digital Health Solutions (Mid-Atlantic)

Date: Jan 8, 2025

Location: Philadelphia, PA, US

Remote Work: Field

Salary Range: Total Compensation= $190,000 - $203,500 (base + at plan target incentive)

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.

Are you looking for an inspiring career? You just found it.

Job Overview

The Territory Manager, Digital Health Solutions (DHS) is directly responsible for driving overall Getinge DHS business and sales of DHS products in the assigned territory (Video Integration System, Instrument Tracking Software, Work Flow Management software). The position develops key relationships with Key Opinion Leaders for the establishment of Getinge DHS products. The Territory Manager for DHS Products (TEGRIS, T-DOC, and Torin) will also be actively engaged in developing sales strategies, partnering with all Getinge Territory Managers, Corporate Account Managers and Regional Management teams to drive value added services that meet the needs of our customer base. The position requires leadership skills and experience to help the Surgical Workflows product lines to advance its market position in the USA. The position must understand market trends, competitors and set up annual strategies to meet and exceed the company’s business objectives for Integration products. The role will also assist in developing market initiatives and partner with Marketing Managers and Sales Leadership for incentive programs, quota design, and goal attainments. This territory covers Pennsylvania, New Jersey, West Virginia, Virginia, Maryland, DC, and Delaware.

Job Responsibilities and Essential Duties

• Meet and exceed quarterly order and revenue goals for DHS products.
• Direct prospecting and selling all DHS products and solutions. Work with Surgical Workplaces (SW), Infection Control (IC) and Acute Care Therapies (ACT) Territory/Account Managers to promote total solution sales.
• Responsible for gross margin analysis and recommendations for improvement.
• Develop sales and DHS business plans/programs that drive company goals for Infection Control, OR and Patient Flow solutions to ultimately enhance Getinge’s position in the market for all targeted market segments.
• Identify, visit, and cultivate relationships with experts within the market including hospital administrators, IT departments, supply chain, buying groups, physicians, OR nurses, Bio-Medical personnel, and Infection Control departments.
• Conduct market research as required (VOC (Voice of Customer)), focus groups, surveys, hospitals visits, etc. as needed to evaluate product programs, services and performance).
• Provide input to US forecast for new products/software as needed during the product planning process.
• Support the Marketing Department as required in the commercialization plan and pricing strategy including special promotion programs.
• Participate in market analysis in advance of product launch to support commercialization plan and tools.
• Make recommendations for promotional support materials provided by the German Marketing team in order to meet the needs for the US Market.
• Develop and assist in implementing Business Plans regarding product(s) and services.
• Assist in sales and customer support, including participation in product presentations, and providing guidance on product installation and optimization for specific customer needs.
• Develop the product positioning statements and strategy for the US Market.
• Conduct market research for segments in which Getinge competes, plans to enter, or which represents future potential growth opportunities.
• Participate in monthly product management meetings to facilitate communication and provide product updates as required.
• Perform other duties as required.
• Responsibilities in Metrics include:
  • Bookings and revenue generated from deals originating from prospecting efforts.
  • Sales opportunities with DHS funnel growth.
  • Overall DHS achievement for the US.
  • Quota attainment, win rates, cycle times and number of deals.

Minimum Qualifications

• Bachelor’s Degree or equivalent combination of education and work experience selling medical devices.
• Minimum of 3 years healthcare integration or IT/capital/software sales experience which includes direct selling experience to physicians and hospitals; or a minimum 4 years applicable clinical experience with sales and technical aptitude with proven successful sales track record.
• Must have a valid driver’s license.

Required Knowledge, Skills and Abilities

• Experience selling software or hardware solutions into the healthcare environment.
• Able to close business in a matrix style organization with international business partners.
• Experience introducing new products into established markets.
• Understanding of National Accounts, Group Purchasing Organization (GPO)’s, Integrated Delivery Network (IDN)’s.
• Understanding of regulated industry requirements and contract negotiation.
• Understanding of medical equipment functionality.
• Communication, interpersonal, and organizational skills are essential.
• Effective prospecting and presentation skills at all levels in the hospital.
• Able to prioritize and multi-task in a highly demanding environment.
• Intermediate Microsoft Office skills in Excel, Word, PowerPoint and Outlook and familiarity with Customer Relationship Management (CRM) tools.
• May work extended hours during peak business cycles.
• Must travel on average 50% (but up to 75% as needed) annually by car or aircraft to customer sites throughout territory.
• Must be able to operate an automobile (valid driver’s license required).

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:

• 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
• 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.