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Territory Manager, Cardiac Surgery Specialist

2 months ago

Miami, Florida, United States Getinge Full time
Job Title: Territory Manager, Cardiac Surgery

Job Summary:

We are seeking a highly motivated and experienced Territory Manager to join our team at Getinge. As a Territory Manager, you will be responsible for promoting and selling Getinge products to hospitals and healthcare institutions in the defined geographic territory. Your primary goal will be to drive revenue growth and meet sales quota based on the company's sales goals.

Key Responsibilities:

  • Serve as a key business partner to Getinge clients in the field, developing and maintaining strong relationships.
  • Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by the company.
  • Develop and implement successful Territory Business Plans that identify the needs of particular accounts and define specific achievable strategies that meet/exceed assigned revenue plans for an assigned territory.
  • Develop and implement sales strategies by determining the relevant factors (e.g., product, competition, and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.
  • Be able to accurately submit rolling 90-day rolling revenue forecast and meet/exceed established sales forecast accuracy targets.
  • Determine the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which Getinge products can best address their specific needs.
  • Establish multiple offering pricing packages (Local and Integrated Delivery Network level) by working with relevant Getinge personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.
  • Respond to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g., clinical research, pricing and/or marketing) to develop optimal solutions.
  • Develop relationships with hospital personnel (e.g., through casual conversation, scheduled quarterly contract review meetings, participation in conferences) to make new contacts in other departments within the hospital and to identify key purchasing decision makers in order to facilitate future sales.
  • Educate customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.
  • Observe actual procedures in the operating room, ICU, or appropriate department of hospital accounts to gain insight into the specific nuances of each physician and member of the lab staff.

Requirements:

  • Bachelor's Degree and/or a minimum of 3 years of applicable medical device experience selling/supporting cardiac surgery therapies and products in the Operating Room or ICU environment.
  • Must have a valid driver's license.
  • Demonstrated record of success or achievement in personally negotiating and closing/renewing local account sales contracts and Integrated Delivery Network (IDN) contracts throughout all departments within customer accounts.
  • Knowledge of and ability to drive capital sales process for products that support consumable/diagnostic sales (Scopes, power supplies, etc.).
  • Ability to meet and exceed the assigned annual sales revenue targets.
  • Solid understanding of specified functional area, and application of business concepts, procedures, and practices.
  • Capable of efficiently managing time and resources within the assigned territory in conjunction with near-term plans to ensure the territory's objectives are achieved.
  • Ensure compliance with governmental regulations and maintaining honesty, integrity, and excellent work ethics.
  • Be able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
  • Carry out operations within an established budget.
  • Must have sound knowledge of a variety of alternatives and their impact on the business and be able to exercise judgment in selecting innovative and practical methods to achieve problem resolution in the assigned territory.
  • Establish and cultivate an extensive network of support to facilitate completion of assignments.
  • Basic to intermediate skills in Microsoft in Excel, Word and Outlook and familiarity with CRM tools.
  • Must be able to lift up to 10 lbs.
  • The position requires travel of approximately 50% or more.

About Getinge:

Getinge is a leading global provider of innovative medical solutions that improve clinical outcomes and optimize workflows. Our products and solutions are designed to meet the evolving needs of healthcare professionals and patients around the world.

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
  • Commuter Benefits
  • Parental and Caregiver Leave
  • Tuition Reimbursement

Getinge is an equal opportunity employer:

We are committed to diversity and inclusion in the workplace. 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.