About this role
Job title: Territory Manager, Digital Solutions
About the Role The Territory Manager, Digital Solutions is a quota-carrying sales professional responsible for driving revenue growth through the consultative sale of healthcare IT solutions to hospitals and health systems providing care for high-acuity patients. The role focuses on ICU environments and requires deep engagement across a complex, multi-stakeholder hospital environment, from clinical leadership to C-suite executives and IT decision-makers. The Territory Manager will collaborate with the Acute Care Therapies sales organization and leverage the synergy of positioning the healthcare IT solutions in scope together with Getinge capital equipment and disposables. The position will work with the Getinge Global Product area for Digital Solutions and will manage all aspects of the sales process, reporting to the Manager, Digital Solutions.
What You'll Do
- Own and manage a defined sales territory, achieving and exceeding assigned revenue quotas for healthcare IT and SaaS-based solutions targeting critical care environments.
- Lead a discovery-driven, consultative sales process to assess client needs, identify gaps, and position solutions that deliver measurable clinical and operational value.
- Develop and implement Territory Business Plan (weekly, monthly, quarterly) to meet/exceed revenue plans; reviewed monthly with Digital Solutions Team Leader.
- Sell products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives.
- Build and maintain trusted relationships across hospital stakeholders including clinical, operational, financial, and technology leaders.
- Navigate complex enterprise sales cycles involving multiple decision-makers, procurement processes, and compliance requirements.
- Lead commercial discussions including SaaS contract structures.
- Collaborate cross-functionally with clinical, implementation, and customer success teams to ensure seamless transitions from sale to deployment.
- Maintain current knowledge of the competitive health IT landscape and differentiate our solutions in competitive situations.
- Represent the company at industry conferences, health system events, and professional forums.
- Be able to accurately submit rolling 90-day revenue forecast and meet/exceed forecast accuracy targets.
- Perform other related duties as required or assigned.
What We're Looking For
- Bachelor’s Degree or equivalent with healthcare IT or MedTech SaaS; minimum 5 years direct sales experience to North American healthcare clients with quota attainment.
- Valid driver’s license and passport.
- Proven command of consultative, discovery-based selling in complex, multi-stakeholder hospital environments; ability to manage large geographic territory with strong virtual selling skills.
- Working knowledge of IT infrastructure for clinical software deployments; familiarity with EMR platforms and integration considerations.
- Familiarity with ECLS, respiratory therapy, or perfusion technologies preferred.
- Strong understanding of SaaS contracting frameworks and liability management.
- Knowledge of competitive health IT landscapes in critical care; experience selling to ICU/high acuity settings preferred; experience with Value Analysis Committees and hospital IT procurement/finance preferred.
- Excellent communication, presentation, and negotiation skills; credible in both clinical and technical audiences.
- Willingness to travel extensively within assigned territory; travel approximately 50% or more; lift up to 25 lbs; basic to intermediate MS Excel, Word, Outlook and CRM familiarity.
- May work extended hours during peak business cycles.
Nice to Have
- Familiarity with ECLS, respiratory therapy, or perfusion technologies.
- Experience with Value Analysis Committees and hospital IT procurement/finance processes.
Compensation & Benefits
- Salary: Total Target Compensation (TTC) $215,000 - $225,000 per year (USD).
- Travel requirement: approximately 50%+ of time; lift up to 25 lbs.