TERRITORY MANAGER, CARDIAC SURGERY (GREATER ORLANDO)
Company: Getinge
Location: Miami
Posted on: October 19, 2024
Job Description:
With a passion for life
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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.Job OverviewThe Territory Manager, Cardiac Surgery provides
strategic account management and expertise with respect to Getinge
products, to promote and sell Getinge products and drive revenue
growth in the defined geographic territory by new account
development and the expansion of existing accounts, to meet sales
quota based on the company's sales goals. The Territory Manager,
Cardiac Surgery will be responsible for managing all aspects of the
sales process and will report to the Regional Manager. The
territory covers the Greater Orlando, FL area.Job Responsibilities
and Essential Duties
- Serve as a key business partner to Getinge clients in the
field, develop and maintain strong relationships.
- Sell products by scheduling sales calls to meet with current
and potential customers to fulfill revenue and unit growth
objectives assigned by company on a monthly/quarterly/annual
basis.
- Develop and implement successful Territory Business Plan that
identifies the needs of particular accounts and defines specific
achievable strategies that meet/exceed assigned revenue plans for
an assigned territory. Business Plans will be reviewed monthly with
Regional Sales Manager to update and refine strategies and help the
organization achieve its annual sales goals.
- 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.
- Knowledge of all competitive product features and ability to
compare/contrast Getinge technologies as superior to protect
current business and position competitive conversions.
- 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.
- Comply with all health and safety codes and procedures as
mandated by Getinge policies, customer requirements and regulatory
agencies.
- Perform other related duties as required or assigned.Minimum
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.Required Knowledge, Skills
and Abilities
- 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.Sales
salary range: Total Compensation= $250,000 - $256,000 (base + at
plan target incentive) depending on experience and locationAbout
usWith 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.Benefits at Getinge:At Getinge, we
offer a comprehensive benefits package, which includes:
- 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 ReimbursementGetinge is an equal opportunity employer
and 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. Reasonable accommodations are
available upon request for candidates taking part in all aspects of
the selection process.
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Keywords: Getinge, Sunrise , TERRITORY MANAGER, CARDIAC SURGERY (GREATER ORLANDO), Healthcare , Miami, Florida
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