Sales Manager (DACH) - Medtech

We are looking for a Sales Manager where you'll be the first in a new territory and will be able to play a pivotal role in shaping the clinical sales wing in a newly structured team. This role offers a lot of room for growth and the ability to make a big impact by helping bring novel and disruptive medical robotic tech to the market.

You will play a vital role in supporting customers in the use of a cutting-edge medical device in and around the operating room (OR). Your focus will be on driving utilization, ensuring that new surgeons and surgical disciplines within existing customer sites are trained and proficient in using the device. Additionally, you will manage accounts, build strong relationships, and identify opportunities for upselling additional devices and service contracts.

This role will require a lot of travel around the Dusseldorf region, approx 80% of the time.

Key Responsibilities:

Clinical Support:

• Provide in-depth support to customers within your assigned territory in the use of the device.
• Identify opportunities to support hospitals in regular use of the device.
• In indirect markets, provide support to distributors during their onboarding and customer-facing events such as product demonstrations and training sessions.

Account Management:

• Manage and nurture relationships with existing customers within your territory, ensuring their needs are met and they are satisfied with the device.
• Develop strategic account plans to maximize customer engagement and utilization.

Drive Utilization:

• Work closely with hospital staff and surgeons to identify and overcome barriers to utilization.
• Monitor usage patterns and provide recommendations to increase device utilization within customer sites.

Upselling and Sales Growth:

• Identify opportunities to train additional surgeons/departments to drive utilization.
• Leverage opportunities generated by increased utilization to upsell additional devices to existing customers within your territory.
• Promote and sell service contracts within hospitals to biomedical engineering and relevant departments to ensure optimal performance and maintenance of the device.

Event and Workshop Coordination:

• Organize and conduct workshops, in-service sessions, and demonstrations within your territory to showcase the device and its benefits.
• Facilitate peer-to-peer learning sessions to encourage knowledge sharing among surgeons.

Relationship Building:

• Build and maintain strong relationships with key stakeholders, including surgeons, OR staff, and hospital administrators within your territory.
• Act as a trusted advisor and resource for customers, providing ongoing support and guidance.

Planning and Time Management:

• Develop and execute a strategic plan to achieve KPIs and goals within your territory.
• Efficiently manage time and resources to maximize customer interaction and support.

Data and Reporting:

• Collect and analyze data on device utilization and customer feedback within your territory.
• Provide regular reports to the Sales Director on sales activities, customer engagement, and utilization trends.

Qualifications:

• Bachelor’s degree in a relevant field (e.g., Biomedical Engineering, Healthcare Management, Business Administration).
• Proven track record in driving product utilization and achieving sales targets.
• Strong understanding of surgical environments and the needs of OR staff.
• Excellent communication, presentation, and relationship-building skills.
• Ability to travel frequently and work on-site at various customer locations within your assigned territory.

Key Competencies:

• Account Management
• Customer Relationship Building
• Sales and Upselling
• Training and Education
• Strategic Planning and Time Management
• Data Analysis and Reporting