Territory Manager, Critical Care (Northeast)

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 Critical Care Territory Manager (CCTM) is responsible for the sales and support of Getinge Critical Care products to both existing and potential customers. The goals of this position will be to increase Getinge’s market share, develop and encourage strong customer relationships, build brand loyalty, and to provide customer satisfaction. The position will report to the Critical Care Regional Manager. This territory covers Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut and Northeast New York.

Job Responsibilities and Essential Duties

• Sell equipment to all potential and existing customers in aforementioned territory.
• Create strategic selling business plans for all customer opportunities.
• Serve as a key business partner to Getinge clients in the field and develop and maintain strong relationships. 
• Track, report and analyze sales each opportunity with the Regional Manager (RM) on a routine basis.
• Develop relationships with hospital personnel through casual conversation, meetings, participation in conferences, make new contacts within hospital and to identify key purchasing decision makers to facilitate future sales.
• Determine 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. Learn which Getinge products can best address their specific needs.
• Forecasting, monitoring, closing and providing post-sales support of all territory business.
• Promote all Getinge product offerings, including all equipment lines, training programs and service contracts.
• Responds 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.
• Plan, prioritize, monitor, and track all sales cycle events.
• Lead follow-up, sales planning, and territory management.
• Manage or complete product demonstration events and assist in installation and post-sales support.
• Monitor and report customer satisfaction, support, or issues, to the Regional Manager.
• Monitor and update individual forecasted sales data on weekly basis with focus on accuracy.
• Responsible for meeting individual order and sales targets as provided by Getinge Management.
• Work in conjunction with the RM to provide succession planning and participate in training lesser experienced representatives.
• Solid understanding and application of business concepts, procedures, and practices.
• Demonstrated ability to exceed business plan/quota, and able to develop sales plans for all required opportunities.
• Capable of 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.
• Able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
• Implement assigned operations within an established budget.
• Able to influence others and function effectively in a team selling approach.
• Excellent interpersonal, organizational, communication and listening skills.
• Participate in the development of less experienced staff by setting examples, providing guidance, and offering counsel.
• Basic to intermediate Microsoft Office skills in Excel, Word and Outlook and familiarity with Customer Relationship Management (CRM) tools.

Minimum Requirements

• Bachelor’s Degree or equivalent combination of education and relevant experience. 
• Minimum of 3 years medical device and preferably high dollar capital sales experience which includes direct selling experience to physicians, other clinicians and hospitals/IDNs (Integrated Delivery Network).

Required Knowledge, Skills and Abilities

• Certification relevant to Ventilation, Anesthesia, Monitoring products, or Respiratory Therapy/Nursing is preferred.
• Proven sales track record in the relevant product line, and Miller Heiman Strategic Selling certification preferred.
• Must have a valid driver’s license.
• May work extended hours during peak business cycles.
• Will be required to lift up to 57Ibs.
• Travel of approximately 65% to 75% required.

Sales salary range:  Total Compensation= $194,000 - $199,000 (base + at plan target incentive) depending on experience and location

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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.  

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 Reimbursement

Getinge 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.