Territory Manager- Pacific Nw

Job Description
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. In the role of Territory Manager - Neurosurgery/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.
Products

• • All active imaging devices: bkActiv, bk5000, bk3000, bkSpectro, bkFusion

Minimum Requirements

• 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.

Job Requirements

• Develop in depth knowledge of all accounts/hospitals, customer groups, economic drivers, payers and providers mix in own sales territory. Using 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.
• Self-driven to continuously learn about company's products and services, relevant clinical developments, and industry trends.

Compensation Information
Base: Depends on experience
Total Comp: $225k
Additional Benefits
Health (employee-paid unless otherwise noted; certain caps/maximums apply)

• Employees with 30+ hours scheduled per week
  • PPO
  • High deductible with HSA
  • Rx, Optum
  • Wellness program
  • One plan
  • Base plan
  • Buy-up plan
  • Dependent
  • Healthcare
  • Employee and Spouse Supplemental Life and AD&D
  • Child Supplemental Life
• Medical, UHC, available start date of employment
• Dental, UHC, available start date of employment
• Vision, EyeMed, available start date of employment
• Flexible Spending Accounts
• Life insurance (1 times salary paid by Company)
• Short-term Disability (paid by Company)
• Long-term Disability
• Accident Insurance
• Critical Illness Insurance
• Employee Assistance Program

Welfare

• 401k, Fidelity
• Company matches 100% of the first 4% employee saves (up to IRS salary cap)

Other

• Tuition Reimbursement
• Employee Referral Program
• 529 Savings Plan
• Parental Leave for Bonding
• (2022) 10 Corporate Holidays, 2 floating holidays
• Sick days (up to 5, pro-rated depending on start date)
• Vacation days (15 per year, pro-rated month of hire for year one; 20 days 6th anniversary; 25 days 10th anniversary)
• Monthly car allowance

Location

• Territory Parameters: Washington, Oregon, Utah, Montana, Wyoming, Colorado, Idaho, Hawaii
• Acceptable Candidate Location: Seattle, Washington area, Salt Lake City, Utah and Denver, Colorado- accessible city within the territory