Territory Manager - Critical Care - Verathon

Verathon is looking for a Territory Manager Critical Care to become the newest member of our Visualization sales team located in the Grand Rapids, MI area.

• Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations
• Manage a sales pipeline to maximize revenue opportunities, to achieve revenue targets
• Analyze pipeline coverage percentage and target, in-forecast hit rate, and pipeline deal profile
• Ensure that pipeline supports achievement of monthly, quarterly, and annual goals.
• Adhere to established pipeline management processes, and adjust process as requested.
• Execute sales strategies and techniques to realize sales opportunities identified in the Total Available Market (TAM) segmentation and analysis.
• Understand the buying process for each account
• Manage relationships with key customer stakeholders like Clinical Nursing, C-suite Executives, Administration, and BioMed contacts
• Understand needs, build rapport, and influence decision-making and strategy with customers.
• Deliver proposals and presentations to customers that include creative solutions to customer problems, effective benefit selling statements, economic solutions, and skillful demonstration of products
• Utilize CRM (Salesforce.com) daily to record and update customer information, share product details, prepare quotes, update sales stages, maintain an accurate forecast, and close deals.
• Research market opportunities in assigned territory
• Engage in strategic business planning and execution to consistently achieve or exceed sales quota
• Provide accurate and thorough sales reporting to leadership, including monthly forecasting
• Adapt to shifts in market demands and strategies
• Learn new industry and market information, as well as skills and techniques that lead to increased success continuously
• Must be able to keep up to date with hospital credentialing including but not limited to routine background screening, inoculations, and training

• Bachelor's degree required
• 2 years of B2B outside sales experience, with capital equipment, medical sales, or selling capital equipment into hospitals experience preferred
• Documented record of achieving sales quotas and other related KPI's required
• Track record of skillful sales pipeline management that led to sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth
• Proven ability to manage a long-term sales process preferred
• Working knowledge of financial terms and their applications, including standard financial reports, and business metrics
• Ability to create clear and concise business communications that demonstrate deep understanding of the market and company products
• Ability to synthesize and present product information in a very detailed, accurate, and comprehensible way
• Ability to handle rejection and manage time well, while maintaining motivation to continue pursuing new business
• Learn and improve on industry and product knowledge, selling skills.
• Strong computer skills and experience with computer applications, such as MS Office and Salesforce.com
• Must be insurable and have a valid driver's license
• Able to meet vendor credentialing requirements for all healthcare systems.
• Must be able to lift 100 pounds and carry up to 25 pounds
• Overnight travel (4-8 nights per month) is required

COVID-19 Vaccine Statement: Verathon is a medical device company and the health and safety of our customers and employees is our highest priority. Our mission: "We are Verathon. Proud to deliver innovative and specialized medical solutions that empower health care providers to improve and extend patients' lives." In support of our mission and nature of our business, Verathon has adopted a COVID-19 vaccination policy to safeguard the health and well-being of our customers and employees. As a condition of employment, all employees based in the U.S. are required to be fully vaccinated for COVID-19 prior to starting employment at Verathon. Proof of full COVID-19 vaccination will be required upon joining Verathon.

Verathon is an equal opportunity employer and strongly supports diversity in the workplace. We believe that diverse ideas, opinions and perspectives will build a strong foundation for success. In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Verathon will be based on merit, qualifications, and abilities. Verathon does not discriminate in employment opportunities or practices on the basis of race, color, religion, sexual orientation, gender identity, national origin, age, disability, or any other characteristic protected by law.

JOB DESCRIPTION / TEMP-0268 / REV-00