Healthcare Planning & Design Manager, SWP

About the role

The Surgical Workplaces Healthcare Planning and Design Manager (HPDM) reports to the Manager, Healthcare Planning and Design, with alignment to a specific geographical region. The role focuses on the development and successful outcome of project-based opportunities for hospitals, ASCs, or other key accounts (Hybrid ORs, non-Health System targeted IDNs, supporting Getinge imaging partners, construction companies, architects, equipment planners, and other hospital project leaders) to gain opportunities for Surgical Workplaces.

The position supports the Sales Department with targeted presentations, educational materials, and Request for Proposals (RFP). It also supports the Corporate Accounts Team (GPO & IDN) related initiatives, assists in new product and service initiatives, and helps develop/execute corporate client-level marketing and selling strategies that establish Getinge Surgical Workplace as the Hybrid OR expert in the marketplace.

The HPDM works in partnership with the Regional Managers, Surgical Workflows over the geographical region it supports.

Responsibilities

• Build, grow, and support the sales process for the project-based sales funnel, specifically within the Hybrid OR space.
• Prospect and pursue targeted prospects/accounts to expand the customer base for construction-specific products.
• Manage and distribute sales leads acquired from any source; prioritize and communicate updates to leadership.
• Represent the Getinge brand and build the company’s reputation through relationships with key customers, architects, and the design/planning community.
• Establish Getinge as the consultant in coordinating all parties within the hospital involved in OR planning and design, articulating Getinge’s total solution offering.
• Generate and deliver customer presentations and proposals to secure project and Hybrid OR sales.
• Support sales efforts and identify opportunities to promote long-term initiatives.
• Build relationships at executive and departmental levels to achieve high customer satisfaction.
• Forecast and achieve annual objectives.
• Maintain project lead schedules and conduct regular project reviews with leadership.
• Support Regional Managers on the RFP process at the regional level.
• Ensure compliance with regulatory requirements and maintain honesty, integrity, and work ethics.
• Maintain accurate and updated records in Sales Force/GForce or other CRM tools.
• Support the Project Management team on key Surgical Workflows installations as required.
• Attend approved trade shows to make new contacts, qualify prospects, or obtain leads.
• Complete administrative requests from management as needed.
• Deliver monthly presentations to the planning community, encouraging new ideas and introducing Getinge design characteristics and value-based solutions.
• Utilize Microsoft PowerPoint and OR3D tools to deliver effective presentations.
• Perform other related duties as required or assigned.

Requirements

• Bachelor’s Degree or equivalent combination of education and relevant work experience.
• Minimum of 5 years of medical device, imaging capital equipment products sales experience (including direct selling to architects, equipment planners, physicians, and hospitals) or minimum 4 years of applicable clinical experience with sales aptitude.
• Proven understanding of medical construction engineering and local codes and standards.
• Valid driver’s license.

Skills

• Outstanding selling skills and proven track record of revenue goal attainment.
• Excellent negotiating skills and ability to gain trust and persuasively influence stakeholders.
• Able to develop and maintain senior-level customer relationships.
• Able to persuasively articulate competitive advantages of Getinge solutions and conduct strategic analyses to support sales efforts.
• Able to formulate and execute initiatives to support order growth.
• Exceptional follow-up skills and adept at identifying customer needs and strategic opportunities.
• Able to enhance teamwork within the region, resolve conflict, and maintain collaborative relationships.
• Excellent project management skills, financial acumen, writing, and presentation skills.
• Intermediate skills in Microsoft Excel, Word, PowerPoint, Outlook, and 3D software; familiarity with Customer Relationship Management (CRM) tools.

Pay

Total Compensation: $195,000 - $205,000 (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 its products are sold in more than 135 countries.