Territory Manager, Surgical Workplace (MD, DC, VA, WV)

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, Surgical Workplace (SW) will be responsible for the sales and support of Getinge Surgical Workplace Products consisting of Surgical Lights, Booms, Tables, and assists with Video Integration for both existing and potential customers in the assigned territory. Business opportunities for this position will include a balance of replacement, renovation, and new construction business. Key objectives of this role will be, to increase Getinge market share, develop and encourage strong customer relationships, and build brand loyalty and customer satisfaction. The position must be able to plan, prioritize, monitor, and track all sales cycle events; apply knowledge of the organization’s services, products, and marketing techniques in pursuit of profit margin and market share growth. This territory covers Maryland, Washington DC, Virginia and West Virginia.

Job Responsibilities and Essential Duties

• Responsible for meeting or exceeding sales targets while maintaining expenses within assigned territory.
• Able to develop strategic sales plans for all required sales opportunities, as well as ability to plan, prioritize, monitor, and track all sales cycle events.
• Monitor and update individual forecasted sales data on a weekly basis with a focus on accuracy and completeness of data.
• Provide Return on Investment (ROI) and/or business case information to justify purchasing Getinge Surgical Workplace products.
• Manage forecasting, monitoring, closing and post-sales support of all territory business.
• Where possible, promote all Getinge product offerings, including all equipment lines, training programs, and service contracts.
• Market and sell equipment to installed base as upgrades or replacement.
• Market equipment to new customers to replace competitions installed base.
• Lead follow-up, sales planning, and territory management.
• Identify required resources to effectively position Getinge during the sales and support process.
• Track, report, and analyze sales opportunities with the Regional Sales Manager on a routine basis.
• Manage completion of product demonstration events and assist in installation and post-sales support.
• Monitor and report customer issues with the Regional Sales Director and/or responsible Getinge employee.
• Manage time and resources within the assigned territory in conjunction with near-term plans to ensure the territory’s objectives are achieved.
• Participate in regional and national trade shows when required.
• Enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.
• Ensure compliance with governmental regulations and maintaining honesty, integrity, and excellent work ethics.
• Perform other related duties as required or assigned.

Minimum Requirements

• Bachelor’s Degree or equivalent combination of education and work experience.
• Minimum of 3 years medical device/capital sales experience, which includes direct selling experience to physicians and hospitals; or minimum of 4 years applicable clinical experience with sales aptitude. Experience in the Operation Room (OR) preferred.
• Must have a valid driver’s license.
• Must travel as required to customer sites (75% and above); must reside within the assigned region; must be able to operate an automobile (valid driver’s licensed required).
• Must be able to respond to inquiries and communicate with others in writing and via telephone.
• Must be able to decipher data from computer-generated reports, software programs, technical manuals and written correspondence.
• Must be able to work at PC work station/laptop 1/3 of standard workweek.

Required Knowledge, Skills and Abilities

• Demonstrated record of success or achievement in sales positions.
• Solid understanding of specified functional area, and application of business concepts, procedures, and practices.
• Able to prioritize and multi-task in a highly demanding matrix environment, and ability to function well in a team selling approach.
• 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.
• Ability to influence middle management and external customers on technical as well as new business solutions.
• Excellent communication, listening, interpersonal and organizational skills; self- motivated and directed to achieve assigned goals.
• Intermediate skills in Microsoft Excel, Word, PowerPoint and Outlook and familiarity with Customer Relationship Management CRM) tools

Sales salary range:  Total Compensation= $250,000 - $258,500 (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.  

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.