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IWS Territory Manager - Phoenix, AZ in Phoenix, AZ at Getinge

Date Posted: 1/23/2019

Job Snapshot

  • Employee Type:
  • Location:
    Phoenix, AZ
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:

Job Description

We have a Passion for Life.

We enable hospitals to perform surgeries, we assist healthcare professionals in treating acute health conditions and we ensure safe care for patients during recovery. Our innovative, products and services contribute to saving lives across the world every day.

A career at Getinge Group offers a dynamic, international environment with a market leading company where you can learn, grow and thrive whilst passionately contributing to sustainable healthcare.

Working for Getinge is much more than a job – we offer a career that matters!


Territory covers the Western Region.  Ideal candidate resides in a centrally located major city within the region.

Job Function:
The Surgical Workflows IWS Territory Manager (SWIWSTM) is directly responsible for driving overall Getinge IWS business and sales of IWS products in the assigned territory (Video Integration System, Instrument Tracking Software, Work Flow Management software). The position develops key relationships with Key Opinion Leaders for the establishment of Getinge IWS products. The Territory Manager for IWS Products (TEGRIS, T-DOC, and INSIGHT) will also be actively engaged in developing sales strategies, partnering with all Getinge Group Territory Managers, Corporate Account Managers and Regional Management teams to drive value added services that meet the needs of our customer base. The position requires leadership skills and experience to help the Surgical Workflows product lines to advance its market position in the USA. The position must understand market trends, competitors and setting up annual strategies to meet and exceed the company’s business objectives for Integration products. The SWIWSTM  will also assist in developing market initiatives and partners with Marketing Managers, the VP of Sales  and National Business Manager IWS for incentive programs, quota design and goal attainments. 

Job Functions:

  • Direct prospecting and selling IWS products with the support from SW & IC Territory/Account Managers.
  • Responsible for gross margin analysis and recommendations for improvement.
  • Develop sales and IWS business plans/programs that drive company goals for Infection Control, OR and Hybrid OR solutions to ultimately enhance Getinge’s position in the market for all targeted market segments.
  • Identify, visit and cultivate relationships with experts within the market.  Experts include hospital administrators, IT departments, supply chain, buying groups, physicians, OR nurses, Bio-Medical personnel, and Infection Control departments.
  • Conduct market research as required (VOC (Voice of Customer)), focus groups, surveys, hospitals visits, etc. as needed to evaluate product programs, services and performance).        
  • Provide input to US forecast for new products/software as needed during the product planning process.
  • Support the Marketing Department as required in the commercialization plan and pricing strategy including special promotion programs. 
  • Participate in market analysis in advance of product launch to support commercialization plan and tools.
  • Make recommendations for promotional support materials provided by the German Marketing team in order to meet the needs for the US Market.
  • Develop and assists in implementing Business Plans regarding product(s) and services.
  • Assist in sales and customer support, including participation in product presentations, and providing guidance on product installation and optimization for specific customer needs.
  • Develop the product positioning statements and strategy for the US Market.
  • Conduct market research for segments in which Getinge competes, plan to enter, or which represents future potential growth opportunities.
  • Participate in monthly product management meetings to facilitate communication and provide product updates as required. 

    Perform other duties as required.

    Responsibilities in Metrics include:

    • Bookings and revenue generated from deals originating from prospecting efforts.
    • Sales opportunities with IWS funnel growth.
    • Overall IWS achievement for the US
    • Quota attainment, win rates, cycle times and number of deals

Required Knowledge, Skills and Abilities:

  • Able to articulate with Hospital IT personnel and understand Electronic Medical Records (EMR), connectivity and IT routing verbiage.
  • Able to close business in a matrix style organization with international business partners.
  • Experience introducing new products into established markets.
  • Understanding of National Accounts, Group Purchasing Organization (GPO)’s, Integrated Delivery Network (IDN)’s
  • Understanding of regulated industry requirements and contract negotiation.
  • Understanding of medical equipment functionality.
  • Communication, interpersonal, and organizational skills are essential.
  • Effective prospecting and presentation skills at all levels in the hospital.
  • Able to prioritize and multi-task in a highly demanding environment.
  • Intermediate Microsoft Office skills in Excel, Word, PowerPoint and Outlook and familiarity with Customer Relationship Management (CRM) tools.

Minimum Requirements:  

  • Bachelor’s Degree or equivalent-sales experience in medical devices.
  • Minimum of 3 years healthcare integration or IT/capital/software sales experience which includes direct selling experience to physicians and hospitals; or a minimum 4 years applicable clinical experience with sales and technical aptitude with proven successful sales track record.
  • Must have a valid driver’s license.       

Quality Requirements:

  • Build Quality into all aspects of work and abide by our core values.
  • Ensure compliance to all FDA and Worldwide Quality & Compliance regulations (As applicable to your job function).
  • You must have the education and experience to understand and comply with U.S. and Worldwide medical device regulations (As applicable to your job function).
  • Attend all required Quality & Compliance training at the specified interval.
  • Adopt the “Beyond Compliance Quality Culture” in the work environment; always meet and exceed requirements.
  • Must practice verbatim compliance (exact compliance, no interpretation) with corporate Quality and Regulatory procedures (As applicable to your job function).
  • If your job description requires customer facing activities, you must thoroughly understand and comply with the Customer complaint reporting process and complaint procedures (As applicable to your job function).
  • Must be able to promptly report any non-compliance issues to Chief QA, RA, Compliance officer or appropriate administrator, including the Compliance Hotline.
  • Must be competent with 21 CFR 820, 801, 803, 806 and any other applicable federal regulations, and Quality standards (As applicable to your job function).
  • Must not be debarred by FDA for work in any Medical Device or Pharmaceutical business.

Environmental/Safety/Physical Work Conditions: 

  • Responsible for understanding and conforming with the Environmental Policy to ensure that significant environmental aspects that relate to actual or potential impacts with their work are executed to minimized the effects on the environment.
  • Responsible for bringing to the attention of management any potential improvements that could reduce our environmental impact or to report activities that could result in a negative impact to the environment.
  • Responsible for understanding and conforming with the Health and Safety Policy to ensure that the significant risks that relate to actual or potential hazards with their work are identified.
  • Travel requirement will be up to 75% and above.

Internal and External Contacts/Relationships

  • Field Sales, Service and Surgical Workflows Project Manager teams.
  • Internal department such as Finance, Sales Compensation, Sales Reporting, Supply Chain, Marketing and Service.
  • Hospitals and IDN’s that are planning replacement, renovation and new construction which include OR Integration and instrument tracking software.
  • Physicians, nurses and other hospital personnel.

Getinge Group 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. 




If you share our Passion for Life and innovative healthcare solutions that improve the everyday life for people all over the world, then please apply if this position is of interest to you.

We look forward to your application and hope you will join us on our journey to become the world’s most desired medtech company.


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