Territory Manager, Sales - West Coast Job Details | Getinge

At Getinge we have the passion to perform

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge, our passion is to secure that every person and community have access to the best possible care, offering hospitals and life science institutions products and solutions that aim to improve clinical results and optimize workflows. Every day we collaborate to make a true difference for our customers - and to save more lives.

Are you looking for an inspiring career? You just found it.

The Territory Manager, Sales will be responsible for building strong customer relationships. , managing and growing existing accounts as well as bringing in new business w/in your territory (West Coast).

Proposed Duties:

• Initial Commercial client development - responsible for building a productive sales pipeline in

US/Canada

• Driving sales process from door opening through contracting. Key competencies required:

• Door opening - starting a conversation with key stakeholder who may have limited knowledge about Talis technologies.

• Technical Demonstration - capability to demonstrate the technology in person or virtually. Flexibility and ease in navigating the user interface, while communicating with the attitude of a teacher.

• Value Creation

• Conversations with key leaders to determine and support the operational and clinical value of the technology. Requires knowledge and awareness in positioning the technology to help solve key problems.

• Executive Sponsorship

• Cultivation of support of project with key project sponsor. Determining who are the most influential stakeholders to help drive the process forward in spite of barriers.

• Managing IT Assessment Process

• Facilitating appropriate conversations between IT leaders and Talis experts to answer security, network, interface, and other technical questions.

• Closing and Contracting

• Quarterback the negotiation and execution of MSA, BAA, SOW, and Quote.

• Facilitate productive technical demonstrations by:

• Preparing information about meeting attendees and their roles.

• Preparing information about organization's status quo or problems that technology needs to address.

• Assist demo experts in tailoring technical presentations to address key business needs.

• Asking discovery questions to uncover key needs.

• In addition to managing personal opportunity pipeline, also must manage territory pipeline of channel partners and field sales representatives by:

• Coordinating prep phone calls with field reps to understand the landscape of opportunity.

• Coordinate initial demonstration (virtual or in-person) with stakeholders.

• Coordinate follow-up tasks to move sales process forward.

• Manage updates and quarterly projections of deal flow.

• Meet company determined revenue targets.

• Supports team in development of needed sales and marketing collateral.

• Supports implementation resources with project background and stakeholder relationships. Ensures successful hand-off to implementation by providing accurate documentation.

• Other duties as assigned

Necessary Skills:

• Assessment of an organization's key problems that determine need for technical solutions.

• Understanding leadership structures that drive and influence buying process.

• Confidently execute a customer's buying process, by using a team based selling approach.

• Strong written and verbal communication skills.

• Determination to succeed, in spite of, continuous barriers and objections

• Creativity to use unconventional methods to open doors and overcome objections.

• Willingness to remove emotion in order to honestly assess performance.

• Attitude of learning to understand clinical and technical landscape (Anesthesia, Perfusion, ECLS, Critical Care, Labor and Delivery).

• Technical Selling, must have ability to discuss technical specifications of product with IT leadership.

Required Experience

• Bachelor's Degree or other applicable experience

• 5-7 years Sales and marketing experience

• Pipeline growth, lead development

• Medical sales experience required, HIT preferred

• Use of CRM or Data base management system software

• Proficient in use of Word, Excel, Powerpoint, and other software

Salary- Base 85K-100K + Commission

Travel Requirement - estimated 60%

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About us

Getinge is on an exciting transformation journey constantly looking for new ways to innovate together with our customers to meet the healthcare challenges of the future. We are committed to diversity, equity and inclusion and to sustainability with a goal to be CO2 neutral by 2025. We believe in giving our employees the flexibility they need and make every effort to foster a learning culture that supports their personal development and creativity. Our passionate people hold our brand promise 'Passion for Life' close to heart.

If you share our passion and believe that saving lives is the greatest job in the world, then we look forward to receiving your application and resume. We hope you will join us on our journey to become the world's most respected and trusted medtech company.