Territory Manager, SW Hybrid OR (Northeast + part Mid-Atlantic)

 

 

At Getinge we have the passion to perform

 

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge, our passion is to secure that every person and community have access to the best possible care, offering hospitals and life science institutions products and solutions that aim to improve clinical results and optimize workflows. Every day we collaborate to make a true difference for our customers – and to save more lives.

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

 

 

Job Overview

The Territory Manager, Surgical Workplaces Hybrid OR is responsible for developing key relationships, managing partnerships with Getinge imaging partners, liaising with internal resources and divisions on Hybrid OR opportunities, and closing business for Hybrid OR’s with key target customers. The target customers will include Hospitals and Integrated Delivery Network (IDN)’s within a specified area of responsibility that are planning and/or constructing Hybrid OR’s. The role will support the Sales Division by prospecting Hybrid OR project opportunities with the target customers to grow the funnel and close projects with specific goals. The position targets specific IDN/Corporate customers, provides leadership to the organization in developing and closing strategic account level business relationships, and helps develop/execute corporate client level marketing and selling strategies that establish Getinge Surgical Workplace as the Hybrid OR Specialist in the market place. The position partners with Marketing and Sales to implement Hybrid OR development strategies and financial models. This territory covers part Mid-Atlantic and Northeast (South Carolina, North Carolina, Virginia, West Virginia, Ohio, Pennsylvania, Maryland, Delaware, D.C., New Jersey, New York, Connecticut, Rhode Island, Vermont, New Hampshire, Maine, Massachusetts) 

 

Job Responsibilities and Essential Duties

• Prospect incremental Hybrid OR project business through various channels including, but not limited to, Hospitals, IDN’s, Construction reports, IHN (Integrated Health Network) associations, imaging partners, and key personnel.
• Liaise with the Healthcare Planning & Design Managers to further develop relationships with key healthcare Architects and Equipment Planners on Hybrid OR planning.
• Liaise with Getinge Cardiovascular Sales Division to develop and package our product offering to differentiate Getinge from our competitors to close more opportunities.
• Market and educate the C-Suite Level hospital administration on Hybrid OR technology and the key factors in planning Hybrid OR.
• Establish Getinge as the consultant in coordinating all parties within the hospital that need to be involved with Hybrid OR planning and design. Furthermore, articulate that the organization has the total solution offering that no one else can deliver in the market place.
• Assist the sales team in developing and delivering board room presentations with key personnel associated with large projects from the hospital.
• Utilize Microsoft PowerPoint and OR3D tools to deliver effective presentations to target customers.
• Ensure all Hybrid OR opportunities have a potential sales value, cycle time, and account plans that describe the sales objective, strategy, tactics and milestones.  
• Create Key Opinion Leaders that can participate and leverage our ability to further penetrate the Hybrid OR market.
• Assist in training the SW Sales force in Hybrid OR design and layout to gain more prospecting efforts from the direct sales channel.
• Coordinate all customer visits to the Experience Center in Wayne, NJ and Rastatt, Germany.
• Manage all sales opportunities and report Hybrid OR funnel growth.
• Manage bookings and revenue generated from deals originating from prospecting efforts. This includes quota achievement, win rates, cycle times, and number of deals.
• Develop quarterly and annual business plans pertaining to growing Hybrid OR business.
• Effectively execute business plan goals and deliver tangible results in the form of orders and revenue.
• Understand Divisional/Regional budgeting process to determine unit totals through an analysis of total available market and price point in the market.
• Execute market potential reporting and market results analysis.
• Conduct customer visits, contract negotiations, and Getinge group contract partnerships.
• Performs other related duties as required or assigned.

 

Minimum Requirements

• Bachelor’s Degree or equivalent sales experience in medical devices.
• Minimum of 3 years medical device, Imaging capital equipment products, and/or related capital sales experience whic