Surgical Workflows Hybrid OR Territory Manager - Atlanta, GA in Atlanta, GA at Getinge

Date Posted: 6/7/2018

Job Snapshot

  • Employee Type:
  • Location:
    Atlanta, GA
  • Experience:
    Not Specified
  • Date Posted:

Job Description

Together we can make a difference

At Getinge we are dedicated and passionate about helping our customers save lives and ensure excellent care. A career at Getinge provides career opportunities that both inspire and challenge. Here, you can make a difference every day.

Job Function Summary:

The Surgical Workplaces Hybrid OR Territory Manager (SWHORTM) is responsible for developing key relationships, managing partnerships with GETINGE imaging partners, liaising with internal resources and divisions on Hybrid OR opportunities and closing business for Hybrid OR’s with key target customers. The target customers will include; Hospitals and Integrated Delivery Network (IDN)’s within a specified area of responsibility that are planning and/or constructing Hybrid OR’s. The role will support the Sales Division by prospecting Hybrid OR project opportunities with the target customers to grow the funnel and close projects with specific goals. The position targets specific IDN/Corporate customers, provides leadership to the organization in developing and closing strategic account level business relationships, and helps develop/execute corporate client level marketing and selling strategies that establish Getinge Surgical Workplace as the Hybrid OR Specialist in the market place. The position partners with Marketing and Sales to implement Hybrid OR development strategies and financial models. 

Job Functions: (Primary “essential” duties and responsibilities)

  • Prospect incremental Hybrid OR project business through various channels including but not limited to Hospitals, IDN’s, Construction reports, IHN (Integrated Health Network) associations, imaging partners and key personnel.
  • Liaise with the Business Development Managers to further develop relationships with key healthcare Architects and Equipment Planners on Hybrid OR planning.
  • Liaise with GETINGE Cardiovascular Sales Division to develop and package our product offering to differentiate Getinge from our competitors to close more opportunities.
  • Market and educate the C-Suite Level hospital administration on Hybrid OR technology and the key factors in planning Hybrid OR.
  • Establish GETINGE as the consultant in coordinating all parties within the hospital that need to be involved with Hybrid OR planning and design. Furthermore, articulate that the organization has the total solution offering that no one else can deliver in the market place.
  • Assist the sales team in developing and delivering board room presentations with key personnel associated with large projects from the hospital.
  • Utilize Microsoft PowerPoint and OR3D tools to deliver effective presentations to target customers.
  • Ensure all Hybrid OR opportunities have a potential sales value, cycle time and account plans that describe the sales objective, strategy, tactics and milestones.  
  • Create Key Opinion Leaders that can participate and leverage our ability to further penetrate the Hybrid OR market.
  • Assist in training the SW Sales force in Hybrid OR design and layout to gain more prospecting efforts from the direct sales channel.
  • Coordinate all customer visits to Surgical Academy in Wayne, NJ and Rastatt, Germany.
  • Manage all sales opportunities and report Hybrid OR funnel growth.
  • Manage bookings and revenue generated from deals originating from prospecting efforts. This includes quota achievement, win rates, cycle times and number of deals.
  • Developing quarterly and annual business plans pertaining to growing Hybrid OR business.
  • Effectively execute business plan goals and deliver tangible results in the form of orders and revenue.
  • Understand Divisional/Regional budgeting process to determine unit totals through an analysis of total available market and price point in the market.
  • Execute market potential reporting and market results analysis.
  • Conduct Customer visits, contract negotiations and GETINGE group contract partnerships.
  • Performs other related duties as required or assigned.

Required Skills and Abilities:

  • Understanding of regulated industry requirements and contract negotiation.
  • Communication, interpersonal, and organizational skills are essential.
  • Effective prospecting and presentation skills at all levels in the hospital.
  • Ability to prioritize and multi-task in a highly demanding environment.
  • Proven successful sales track record and goal oriented.
  • Capability to close business in a matrix style organization with international business partners.
  • Technical skills include understanding of medical equipment functionality and intermediate skills in Microsoft Excel, PowerPoint Word and 3D software.

Experience and Education Requirements:

  • Bachelor’s Degree or equivalent sales experience in medical devices.
  • Minimum of 3 years medical device, Imaging capital equipment products, and/or related capital sales experience which includes direct selling experience to physicians and hospitals; and/or minimum 4 years. applicable clinical experience with sales aptitude.
  • Must have valid driver’s license.

Quality Requirements:

  • Build Quality into all aspects of work.
  • 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 Responsibilities:                              

  • 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.
  • The position requires travel of approximately 75% and above.

Internal and External Contacts/Relationships:


The above information in this description is intended to describe the general nature and level of work performed. It does not contain nor is it intended to be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.




We look forward to receiving your application.


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