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Job Overview

The Territory Manager, Digital Solutions is a quota-carrying sales professional responsible for driving revenue growth through the consultative sale of healthcare IT solutions (including software as a medical device, SaMD) to hospitals and health systems providing care for high-acuity patients. The position focuses on high acuity care environments, primarily the ICU, requiring deep engagement across a complex, multi-stakeholder hospital environment, from clinical leadership to C-suite executives and IT decision-makers.

The Territory Manager, Digital Solutions will collaborate with our Acute Care Therapies sales organization and leverage the synergy of positioning the healthcare IT solutions in scope together with Getinge capital equipment and disposables. The position will work in partnership with the Getinge Global Product area for Digital Solutions. The position will be responsible for managing all aspects of the sales process and will report to the Manager, Digital Solutions. 

Job Responsibilities and Essential Duties

• Own and manage a defined sales territory, achieving and exceeding assigned revenue quotas for healthcare IT and SaaS-based solutions targeting critical care environments.
• Lead a discovery-driven, consultative sales process to assess client needs, identify gaps, and position solutions that deliver measurable clinical and operational value.
•  Develop and implement successful Territory Business Plan (e.g., weekly, monthly, quarterly) that identifies the needs of particular accounts and defines specific achievable strategies that meet/exceed assigned revenue plans for an assigned territory. Business Plans will be reviewed monthly with Digital Solutions Team Leader to update and refine strategies and help the organization achieve its annual sales goals.
• Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis.
• Build and maintain trusted relationships across a broad set of hospital stakeholders including clinical, operational, financial, and technology leaders.
• Navigate complex enterprise sales cycles involving multiple decision-makers, procurement processes, and compliance requirements.
• Lead commercial discussions including SaaS contract structures - including Statements of Work (SOW), Service-Level Agreements (SLA), Business Associate Agreements (BAA).
• Collaborate cross-functionally with clinical, implementation, and customer success teams to ensure seamless transitions from sale to deployment.
• Maintain current knowledge of the competitive health IT landscape and effectively differentiate our solutions in competitive situations.
• Represent the company at industry conferences, health system events, and professional forums.
• Be able to accurately submit rolling 90-day revenue forecast and meet/exceed established sales forecast accuracy targets.
• Perform other related duties as required or assigned.
• Key Call Points in scope
  • ICU Medical Directors and Critical Care service line leadership
  • Cardiothoracic Surgery and Perfusion leadership
  • ECLS program managers and service line leadership
  • Respiratory Therapy and Critical Care nursing leadership
  • CIO, CMIO, CNIO, and digital health / clinical informatics leaders
  • IT, information security, and data governance stakeholders
  • Value Analysis Committees and hospital finance decision-makers

Minimum Requirements

• Bachelor's Degree or equivalent combination of education and sales experience in healthcare IT or MedTech SaaS solutions.
• Must have a valid driver's license and passport. 
• Minimum of 5 years of experience in direct sales of IT, SaaS and other digital solutions to North American healthcare clients, with a demonstrated track record of quota attainment.

Required Knowledge, Skills and Abilities

• Proven command of consultative, discovery-based selling methodologies in complex, multi-stakeholder hospital environments.
• Ability to introduce innovative technologies in a mature market.
• Demonstrated experience managing a large geographic territory, with strong virtual selling skills.
• Working knowledge of IT infrastructure requirements relevant to clinical software deployments.
• Familiarity with Electronic Medical Record (EMR) platforms, including capabilities, limitations, and integration considerations.
• Familiarity with ECLS, respiratory therapy, or perfusion-related technologies is preferred.
• Strong understanding of SaaS contracting frameworks including SOW, SLA, BAA, and liability management.
• Knowledge of the competitive health IT landscape, particularly within critical care or other high acuity settings.
• Experience selling digital solutions to hospitals and hospital systems, inclusive of the ICU, critical care, or high acuity care environments is preferred.
• Experience working with Value Analysis Committees and navigating hospital IT procurement and finance processes is preferred.
• Ability to engage credibly with both clinical and technical audiences.
• Excellent communication, presentation, and negotiation skills.
• Willingness to travel extensively within assigned territory.
• Basic to intermediate skills in Microsoft in Excel, Word and Outlook and familiarity with CRM tools.
• May work extended hours during peak business cycles
• The position requires travel of approximately 50% and above
• Must be able to lift up to 25 lbs.

Sales salary range:  Total Target Compensation= $215,000 - $225,000 (base + at plan target incentive) depending on experience and location  

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