Job Description Summary

As the Territory Manager for Urology & General Surgery (UroGS), you will be responsible for developing and executing a strategic, result oriented sales plan for BK’s intra-operative ultrasound products and services.  You will be responsible for managing existing accounts in UroGS and approaching your accounts methodically, building an action plan & sales pipeline based on deep intelligence gathered at accounts, accurate knowledge of capital budgeting cycles and a consultative sales approach.

GE Healthcare is committed to designing imaging devices that guide Surgeons in making critical, life-changing decisions. With our Active imaging platforms, procedure-based transducer portfolio, and software packages created for the end-user, we provide the solution to visualize anatomy and pathology, guide interventions, and navigate inside the human body. Our mission is to change the standard of care in surgical interventions with our real-time visual guidance devices, giving Surgeons the tools needed to immediately make critical decisions.

With our real-time visualization and guidance platform, BK Medical is our new Surgical Visualization and Guidance, empowering surgeons when it matters most during the procedure.

Job Description

Essential Job Duties:

• Develop in depth knowledge of all accounts/hospitals, customer groups, economic drivers, payers and providers mix in own sales territory.  Use procedural data to help guide which accounts/hospitals are driving strong UroGS programs and surgical procedures. 
• Work diligently to achieve annual, quarterly, and monthly sales targets by maintaining an accurate CRM sales funnel with detailed account information. 
• Provide Regional Sales Manager with weekly, monthly, and quarterly forecasts that include rolling 6–12 month outlook.
• Ensure consistent compliance with own CRM data, focusing on sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information and updated customer contacts.
• Develop and execute action plans to drive product and service sales.  Prospect new accounts and manage existing customers with positioning of upgrades or additional UroGS products or solutions.  Generate proposals, prepare sales quotations, plan customer meetings, and perform product demonstrations to show case capabilities of ultrasound product’s capabilities.
• Provide analysis to continuously develop sales territory.  Communicate gathered market intelligence, including pricing trends and competitive information, field concerns, issues, and customer requirements, through the right company channels.
• Establish long-term customer relationships coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs.  Maintain positive and productive after-sale relationships to enable you to upsell products and services.

• Proactively identify issues at customer sites and find resources needed to resolve them. Always leading from the front and delivering a customer experience consistent with BK Medical brand and values.
• Prepare report(s) at manager’s request summarizing monthly sales results achieved, contacts made, hospitals visited, and new opportunities started with emphasis both on existing and competitive accounts.
• Transport and track inventory of company sales demo equipment.
• When requested, participate in a variety of sales training and planning meetings to learn about new products and marketing promotions.

Requirements:

• A bachelor’s degree or equivalent and 3-5 years or more of related experience selling capital equipment/intra-operative imaging devices and/or adjacent technologies.
• Experience selling medical devices in an operating room, Urology, Urological Oncology, Surgical Oncology, HPB Surgery, and General Surgery or related setting.
• Ability to energize, develop, and build rapport at all levels within an organization. Demonstrated ability to analyze customer data and develop financially sound sales offers.  Proven executive relationship building skills in a hospital/healthcare environment.
• Experience interfacing with both internal team members and external customers as a part of a solution-based sales process.  Strong communication and clear-thinking skills with the ability to synthesize complex issues into simple messages.
• Excellent oral presentation skills and the ability to think quickly to apply facts in analyzing a problem and explaining that answer to a variety of groups (OR staff, physicians, biomed, C-level).
• Strong written and verbal communication and interpersonal skills. Prefers direct and honest communication with superiors, peers, an