Territory Manager, Digital Health Solutions (West)

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.

Job Overview

The Territory Manager, Digital Health Solutions (DHS) is directly responsible for driving overall Getinge DHS business and sales of DHS products in the assigned territory (Video Integration System, Instrument Tracking Software, Work Flow Management software). The position develops key relationships with Key Opinion Leaders for the establishment of Getinge DHS products. The Territory Manager for DHS Products (TEGRIS, T-DOC, and Torin) will also be actively engaged in developing sales strategies, partnering with all Getinge Territory Managers, Corporate Account Managers and Regional Management teams to drive value added services that meet the needs of our customer base. The position requires leadership skills and experience to help the Surgical Workflows product lines to advance its market position in the USA. The position must understand market trends, competitors and setting up annual strategies to meet and exceed the company’s business objectives for Integration products. The role will also assist in developing market initiatives and partners with Marketing Managers and Sales Leadership for incentive programs, quota design, and goal attainments. 

Job Responsibilities and Essential Duties

• Meet and exceed quarterly order and revenue goals for DHS products.
• Direct prospecting and selling all DHS products and solutions. Work with Surgical Workplaces (SW), Infection Control (IC) and Acute Care Therapies (ACT) Territory/Account Managers to promote total solution sales.
• Responsible for gross margin analysis and recommendations for improvement.
• Develop sales and DHS business plans/programs that drive company goals for Infection Control, OR and Patient Flow solutions to ultimately enhance Getinge’s position in the market for all targeted market segments.
• Identify, visit, and cultivate relationships with experts within the market. Experts include hospital administrators, IT departments, supply chain, buying groups, physicians, OR nurses, Bio-Medical personnel, and Infection Control departments.
• Conduct market research as required (VOC (Voice of Customer)), focus groups, surveys, hospitals visits, etc. as needed to evaluate product programs, services and performance).
• Provide input to US forecast for new products/software as needed during the product planning process.
• Support the Marketing Department as required in the commercialization plan and pricing strategy including special promotion programs. 
• Participate in market analysis in advance of product launch to support commercialization plan and tools.
• Make recommendations for promotional support materials provided by the German Marketing team in order to meet the needs for the US Market.
• Develop and assists in implementing Business Plans regarding product(s) and services.
• Assist in sales and customer support, including participation in product presentations, and providing guidance on product installation and optimization for specific customer needs.
• Develop the product positioning statements and strategy for the US Market.
• Conduct market research for segments in which Getinge competes, plan to enter, or which represents future potential growth opportunities.
• Participate in monthly product management meetings to facilitate communication and provide product updates as required. 
• Perform other duties as required.
• Responsibilities in Metrics include:
• Bookings and revenue generated from deals originating from prospecting efforts.
• Sales opportunities with DHS funnel growth.
• Overall DHS achievement for the US.
• Quota attainment, win rates, cycle times and number of deals.

Minimum Requirements

• Bachelor’s Degree or equivalent combination of education and work experience selling medical devices.
• Minimum of 3 years healthcare integration or IT/capital/software sales experience which includes direct selling experience to physicians and hospitals; or a minimum 4 years applicable clinical experience with sales and technical aptitude with proven successful sales track record.
• Must have a valid driver’s license.

Required Knowledge, Skills and Abilities

• Experience selling software or hardware solutions into the healthcare environment.
• Able to close business in a matrix style organization with international business partners.
• Experience introducing new products into established markets.
• Understanding of National Accounts, Group Purchasing Organization (GPO)’s, Integrated Delivery Network (IDN)’s
• Understanding of regulated industry requirements and contract negotiation.
• Understanding of medical equipment functionality.
• Communication, interpersonal, and organizational skills are essential.
• Effective prospecting and presentation skills at all levels in the hospital.
• Able to prioritize and multi-task in a highly demanding environment.
• Intermediate Microsoft Office skills in Excel, Word, PowerPoint and Outlook and familiarity with Customer Relationship Management (CRM) tools.

Sales salary range: Total Target Compensation= $120,000 - $140,000 (base + at plan target incentive) depending on experience and location.

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.