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Therapy Specialist II

Company: Getinge Group
Location: Wayne
Posted on: November 23, 2020

Job Description:

Job Function Summary:

The Therapy Specialist II sells, promotes and provides strategic account management of Getinge products and drives revenue growth in the defined geographic territory by new account development and the expansion of existing accounts, to meet sales quota based on the company's sales goals. The Therapy Specialist II will be responsible for managing all aspects of the sales process and will report to the Regional Manager.

Job Functions: (Primary "essential" duties and responsibilities)

* Serve as a key business partner to Getinge clients in the field and develop and maintain strong relationships.

* 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.

* Develop and implement sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians.

* Develop and implement business plans (i.e., weekly, quarterly, monthly) along with providing timely, accurate forecasting by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with the Regional Sales Manager to help the organization achieve its annual sales goals.

* Determine the needs (e.g., product and pricing), goals, product usage, and types of cases handled by specific customers by meeting with and asking in-depth questions of physicians and other hospital personnel to learn which GETINGE products can best address their specific needs.

* Successfully negotiate contracts through Local Market Agreements at the facility and/or IDN level by working with relevant Getinge personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies.

* Respond to customer needs and complaints regarding products and service by developing creative and feasible solutions or working with other related personnel (e.g. clinical research, pricing and/or marketing) to develop optimal solutions.

* Develop relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales.

* Educate customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments, often with the help of incentive programs and services made available to the account being developed.

* Observe actual procedures in the operating room of hospital accounts to gain insight into the specific nuances of each physician and member of the lab staff.

Required Knowledge, Skills and Abilities:

* Bachelor's Degree or equivalent sales experience in medical devices.

* Minimum of 5 years medical device sales experience and 5+ years of selling and/or clinical support of mechanical circulatory systems such as pulmonary & hemodynamic support; with a minimum of 3 years of capital equipment sales

* Demonstrated record of success or achievement in sales positions.

* Ability to meet and exceed the assigned sales plan on an annual basis.

* Solid understanding of specified functional area, and application of business concepts, procedures and practices.

* Capable of managing time and resources within the assigned territory in conjunction with near-term plans to ensure the territory's objectives are achieved.

* Ensure compliance with governmental regulations and maintaining honesty, integrity and excellent work ethics.

* Be able to enhance teamwork within the region and maintain a collaborative relationship with all levels of the organization.

* Carry out operations within an established budget.

* Must have sound knowledge of a variety of alternatives and their impact on the business, and be able to exercise judgment in selecting innovative and practical methods to achieve problem resolution in the assigned territory.

* 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.

* Participate in the development of less experienced staff by setting an examples, providing guidance and offering counsel. May lead a project team and participate in determining goals and objectives for projects.

* Basic to intermediate skills in Microsoft in Excel, Word and Outlook and familiarity with CRM tools.

* Must have a valid driver's license.

Minimum Requirements:

* Same as Required Knowledge, Skills and Abilities

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/Physical Work Conditions:

* Ensures environmental consciousness and safe practices are exhibited in decisions.

* Ensure up-to-date knowledge and compliance with all environmental, safety and health policies. Make management aware of any actual or potential hazards in work environment and recommend any improvements to reduce exposure

* Use of computer and telephone equipment and other related office accessories/devices to complete assignments

* Will be required to lift up to 137 Ibs.

* The position requires travel of approximately 50% and above.

Internal and External Contacts/Relationships

* Field Sales and Service teams.

* Internal department such as Finance, Sales Compensation, Sales Reporting, Marketing and Service.

* Physicians, nurses and other hospital personnel.

Disclaimer:

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.

Getinge is an equal opportunity employer M/F/Veteran/Disability
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status

Keywords: Getinge Group, Wayne , Therapy Specialist II, Healthcare , Wayne, New Jersey

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