Job Description Summary
As the Territory Manager – Neurosurgery/Spine, you will be responsible for developing and executing a strategic, result-oriented sales plan for BK’s intra-operative ultrasound products and services in a defined geographical territory for Neurosurgery and Spine. You will be responsible for managing existing accounts in Neurosurgery and Spine and approach your accounts methodically, building an action plan & sales pipeline based on deep intelligence gathered at accounts, accurate knowledge of capital budgeting cycles and a consultative sales approach.
BK Medical is committed to designing active imaging systems that help surgeons visualize anatomy and lesions, guide interventions, and navigate inside the human body. Our mission at BK is to change the standard of care in surgical interventions with real-time visual guidance, giving surgeons the information needed to immediately make critical decisions.
Now, BK Medical is advancing its mission with GE Healthcare. Together, we will reach more customers and continue to empower surgeons to make critical decisions that allow for better care, faster procedures, and reduced complications.
Job Description
Responsibilities:
- Develop in-depth knowledge of all accounts/hospitals, customer groups, economic drivers, payers, and providers mix in own sales territory. Use procedural data to help guide which accounts/hospitals are driving strong Neurosurgery programs and surgical procedures.
- Work diligently to achieve annual, quarterly, and monthly sales targets by maintaining an accurate CRM sales funnel with detailed account information.
- Provide National Sales Director – Neurosurgery/Spine weekly, monthly, and quarterly forecasts that include rolling 6–12 month outlook.
- Ensure consistent compliance with own CRM data, with specific focus on: sales opportunities (correct and timely staging, estimated order dates and budget amount), quoting, forecasting, win/loss analysis, competitive systems information and updated customer contacts.
- Develop and execute action plans to drive product and service sales. Prospect new accounts and manage existing customers with positioning of upgrades or additional Neurosurgery/Spine products or solutions. Generate proposals, prepare sales quotations, plan customer meetings, and perform product demonstrations to showcase capabilities of ultrasound products.
- Provide analysis to continuously develop sales territory. Communicate gathered market intelligence, including pricing trends and competitive information, field concerns, issues, and customer requirements, through the right company channels.
- Establish long-term customer relationships coupled with the ability to identify and capitalize on opportunities that immediately satisfy customer needs. Maintain positive and productive after-sale relationships in order to periodically upsell products and services.
- Proactively identify issues at customer sites and find resources needed to resolve them. Always leading from the front and delivering a customer experience consistent with BK Medical brand and values.
- Prepare report(s) at manager’s request summarizing monthly sales results achieved, contacts made, hospitals visited, and new opportunities started with emphasis both on existing and competitive accounts.
- When requested, participate in a variety of sales training and planning meetings to learn about new products and marketing promotions.
Qualifications:
- A Bachelor’s degree or equivalent and 2-4 years or more of related experience selling capital equipment/intra-operative imaging devices and/or adjacent technologies.
- Experience selling medical devices in an operating room, Neurosurgery, Spine or related setting. Previous healthcare ultrasound sales experience and selling to managed care / hospital organizations preferred.
- Ability to energize, develop, and build rapport at all levels within an organization. Demonstrated ability to analyze customer data and develop financially sound sales offers. Proven executive relationship building skills in a hospital/healthcare environment.
- Experience interfacing with both internal team members and external customers as a part of a solution-based sales process. Strong communication and clear-thinking skills with the ability to synthesize complex issues into simple messages.
- Excellent oral presentation skills and the ability to think quickly to apply facts in analyzing a problem and explaining that answer to a variety of groups (OR staff, physicians, biomed, C-level).
- Strong written and verbal communication and interpersonal skills. Prefers direct and honest communication with superiors, peers, and direct reports.
- Outstanding organizational, problem-solving, and multi-tasking skills.
- High level of discipline, attention to detail, and ability to meet deadlines in a fast-paced environment while still maintaining a high level of accuracy.
- Self-motivated, proactive, and able to work with minimal supervision.
- Travel approximately 50%
For U.S. based positions only, the pay range for this position is 73,600.00 – 110,400.00 USD Annual (base salary only, not including commission). It is not typical for an individual to be hired at or near the top of the pay range and compensation decisions are dependent on the facts and circumstances of each case. The specific compensation offered to a candidate may be influenced by a variety of factors including skills, qualifications, experience and location. In addition, this position may also be eligible to earn performance-based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). GE HealthCare offers a competitive benefits package, including not but limited to medical, dental, vision, paid time off, a 401(k) plan with employee and company contribution opportunities, life, disability, and accident insurance, and tuition reimbursement.
We expect all employees to live and breathe our behaviors: to act with humility and build trust; lead with transparency; deliver with focus, and drive ownership – always with unyielding integrity.
Our total rewards are designed to unlock your ambition by giving you the boost and flexibility you need to turn your ideas into world-changing realities. Our salary and benefits are everything you’d expect from an organization with global strength and scale, and you’ll be surrounded by career opportunities in a culture that fosters care, collaboration and support.
While GE Healthcare does not currently require U.S. employees to be vaccinated against COVID-19, some GE Healthcare customers have vaccination mandates that may apply to certain GE Healthcare employees.
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Additional Information
GE offers a great work environment, professional development, challenging careers, and competitive compensation. GE is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.
GE will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditioned upon the successful completion of a drug screen (as applicable).
Relocation Assistance Provided: No
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