Territory Manager, Sales

4 weeks ago

Columbus, United States Getinge Full time

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.

The Territory Manager, Sales will be responsible for building strong customer relationships, managing and growing existing accounts as well as bringing in new business w/in your territory (US/Canada).
Proposed Duties:
  • Initial Commercial client development - responsible for building a productive sales pipeline inUS/Canada
  • Driving sales process from door opening through contracting. Key competencies required:
  • Door opening - starting a conversation with key stakeholder who may have limited knowledge about Talis technologies.
  • Technical Demonstration - capability to demonstrate the technology in person or virtually. Flexibility and ease in navigating the user interface, while communicating with the attitude of a teacher.
  • Value Creation - Conversations with key leaders to determine and support the operational and clinical value of the technology. Requires knowledge and awareness in positioning the technology to help solve key problems.
  • Executive Sponsorship - Cultivation of support of project with key project sponsor. Determining who are the most influential stakeholders to help drive the process forward in spite of barriers.
  • Managing IT Assessment Process - Facilitating appropriate conversations between IT leaders and Talis experts to answer security, network, interface, and other technical questions.
  • Closing and Contracting - Quarterback the negotiation and execution of MSA, BAA, SOW, and Quote.
  • Facilitate productive technical demonstrations by:
    • Preparing information about meeting attendees and their roles.
    • Preparing information about organization's status quo or problems that technology needs to address.
    • Assist demo experts in tailoring technical presentations to address key business needs.
    • Asking discovery questions to uncover key needs.
  • In addition to managing personal opportunity pipeline, also must manage territory pipeline of channel partners and field sales representatives by:
    • Coordinating prep phone calls with field reps to understand the landscape of opportunity.
    • Coordinate initial demonstration (virtual or in-person) with stakeholders.
    • Coordinate follow-up tasks to move sales process forward.
    • Manage updates and quarterly projections of deal flow.
    • Meet company determined revenue targets.

  • Supports team in development of needed sales and marketing collateral.
  • Supports implementation resources with project background and stakeholder relationships. Ensures successful hand-off to implementation by providing accurate documentation.
  • Other duties as assigned

Necessary Skills:

  • Assessment of an organization's key problems that determine need for technical solutions.
  • Understanding leadership structures that drive and influence buying process.
  • Confidently execute a customer's buying process, by using a team based selling approach.
  • Strong written and verbal communication skills.
  • Determination to succeed, in spite of, continuous barriers and objections
  • Creativity to use unconventional methods to open doors and overcome objections.
  • Willingness to remove emotion in order to honestly assess performance.
  • Attitude of learning to understand clinical and technical landscape (Anesthesia, Perfusion, ECLS, Critical Care, Labor and Delivery).
  • Technical Selling, must have ability to discuss technical specifications of product with IT leadership.

Required Experience

  • Bachelor's Degree or other applicable experience
  • 5-7 years Sales and marketing experience
  • Pipeline growth, lead development
  • Medical sales experience required, HIT preferred
  • Use of CRM or Data base management system software
  • Proficient in use of Word, Excel, Powerpoint, and other software

#LI-AS1

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.

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

120-135k base plus 30-50k Commission (150-180k total comp)

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