Surgical Integration Territory Manager (Philadelphia, PA)

Job Description

In conjunction with the respective Surgical and Endoscopy sales managers as well as industry consultants, equipment planners, architects and other strategic related medical device companies, this role is responsible for all aspects of the sales process for Systems Integration / Solutions. This includes understanding in-depth technical product application requirements and conveying architectural room environment related installation requirements to customers to ensure that products operate as designed in the customer's facility.

Job Duties

• Achieves sales and MBO targets. Prepares a comprehensive annual business plan designed to grow franchise and achieve required sales objectives. Works diligently to achieve stated goals effectively managing obstacles and continually updates plan as appropriate
• Contributes to funnel growth through continuous salesforce engagement and proactive territory development.
• Serve as the product system and technology expert on OR Design infrastructure requirements, Integrated Operating Room Systems and boom and light solutions. Understands how systems interrelate both within the operating room and with other departments within the hospital environment.
• Develops and maintains a thorough understanding of our software- based clinical workflow solutions to be able to effectively communicate the benefits to a diverse group of end-users and stakeholders; with particular attention to navigating hospital IT departments to gain acceptance of our solutions.
• Develop drawings, cost estimates, statements of work and proposals to support pre-sales opportunities which align all Systems Integration and Infrastructure stakeholders to ensure sales-opportunity requirements are clearly defined and updated according to project needs.
• Supports training of salesforce through on the job training and actively grow engagement of salesforce.
• Partners with the customer to identify functionality requirements that promote effective workflow and positive clinical outcomes. Provides deliverables that establish the basis guidelines and definition of the project; coordinates the project definition through its refinement process to sign off.
• Performs other related duties as assigned.

Job Qualifications

Required:

• Bachelor’s degree strongly preferred or equivalent sales/business experience.
• Minimum of two years of prior sales or marketing experience is required.
• Strong technical competency in audiovisual systems, boom and lights, video endoscopy systems, network based systems, image management systems, EMR connectivity and advanced audio visual systems and components. Special emphasis placed on how these devices are and would be used in the hospital environment particularly in the Surgical Endoscopy specialty.
• Detailed understanding of the operating room, operating room design systems and subsystems used in general and specialty surgery. Special emphasis on the application of these devices in Endoscopy minimally invasive surgery and image-guided interventions.
• Strong competency in reading, understanding and interpreting architectural drawings.
• Strong competency in operating room layout, workflow and design by specialty.
• Ability to analyze, interpret and communicate to team members technical documents, government proposals, market reports and business trend analysis.
• Establishes, develops or maintains field contact with key customers, clinicians and researchers, and other decision makers in assigned accounts including travel to customer facilities and onsite support. Employees must adhere to all customer vendor credentialing requirements when visiting medical facilities.
• Ability to travel up to 50%+ and ability to work flexible hours (may include some weekends and evenings). Ability to travel within territory frequently. Occasional need and ability to travel outside territory within region. Overnight stays will be necessary.

Preferred:

• Prior sales or marketing experience with medical devices or within a hospital/medical environment preferred. 
• Specialized knowledge of human anatomy physiology and related diseases of the body where Olympus products might be utilized is preferred.
• Knowledge and understanding of LAN/WAN networking HCIS (HIS) PACS and EMR systems used in hospitals is preferred.
• Existing relationships with Architects and Equipment Planners is preferred.
• Infrastructure Design Skills: Ability to work with facility management construction planning Architects on analyzing and advising on blue prints/OR Designs.
• Knowledge of Operating Room and endoscopy market preferred. Knowledge and understanding of computer networking and the HCIS systems used in hospital.
• Demonstrated knowledge of technical competency in video endoscopy systems computer based systems audiovisual systems and image capture devices desired.