Territory Manager, Digital Health Solutions (North Central)

About the Position

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.

Responsibilities

• 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. Experts include 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 assists 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, plan 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.

Requirements

• 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 Skills

• 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.

We Offer

• Competitive salary range: Total Target Compensation= $124,000 - $135,000 (base + at plan target incentive) depending on experience and location.
• Opportunity to work in a dynamic and innovative environment.
• Professional growth and development opportunities.

About the Company

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.

Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.

Nearest Major Market: Chicago

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