Territory Manager, Surgical Workplace NC/SC

About the Role

The Territory Manager, Surgical Workplace (SW) will be responsible for the sales and support of Getinge Surgical Workplace Products, including Surgical Lights, Booms, Tables, and Video Integration for both existing and potential customers in the assigned territory. This role focuses on a balance of replacement, renovation, and new construction business. Key objectives include increasing Getinge market share, developing strong customer relationships, and building brand loyalty and customer satisfaction.

The position requires planning, prioritizing, monitoring, and tracking all sales cycle events, applying knowledge of the organization’s services, products, and marketing techniques to drive profit margin and market share growth.

Responsibilities

• Meet or exceed sales targets while maintaining expenses within the assigned territory.
• Develop strategic sales plans for all required sales opportunities, including planning, prioritizing, monitoring, and tracking all sales cycle events.
• Monitor and update individual forecasted sales data on a weekly basis, ensuring accuracy and completeness.
• 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.
• Promote all Getinge product offerings, including equipment lines, training programs, and service contracts where possible.
• Market and sell equipment to the installed base as upgrades or replacements.
• Market equipment to new customers to replace competitors' 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 to ensure objectives are achieved.
• Participate in regional and national trade shows when required.
• Enhance teamwork within the region and maintain collaborative relationships across all levels of the organization.
• Ensure compliance with governmental regulations, maintaining honesty, integrity, and excellent work ethics.
• Perform other related duties as required or assigned.

Requirements

• Bachelor’s Degree or equivalent combination of education and work experience.
• Minimum of 3 years of medical device/capital sales experience, including direct selling experience to physicians and hospitals; or minimum of 4 years of applicable clinical experience with sales aptitude.
• Experience in the Operating Room (OR) preferred.
• Alternatively, minimum of 4 years of experience in roles focusing on building and maintaining strong client relationships, problem-solving, creating and executing strategic plans, and coordinating with multiple stakeholders to drive organizational success and growth, if it demonstrates strong sales aptitude.
• Must have a valid driver’s license.

Skills

• Demonstrated record of success or achievement in professional positions, including meeting or exceeding performance goals.
• Solid understanding of the specified functional area and application of business concepts, procedures, and practices.
• Able to prioritize and multi-task in a highly demanding matrix environment and function well in a team selling approach.
• Ability to carry out operations within an established budget.
• Sound knowledge of a variety of alternatives and their impact on the business, with the ability to exercise judgment in selecting innovative and practical methods for problem resolution.
• Ability to 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.

Pay

Total Compensation: $154,000 - $163,000 (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.

Benefits

• 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.