Territory Manager, Airway - NSW

Company Overview:

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

Overview:

Be Part of Our Story

You have the opportunity to bring your talents and develop your career in a rapidly growing and industry leading global medical device company in the airway management and single-use bronchoscopy device markets.

We operate with a singular focus of empowering healthcare professionals to better serve their patients. Our unique products and services help clinicians see the hidden realities of the human body, giving them insights they need to optimize patient care.

For us, it starts with people: our team, our customers, and the patients they serve. Our innovation is based on finding new ways to offer simplicity where complexity exists. We also look for opportunities to increase the velocity of patient care, ultimately providing solutions that improve and extend patients’ lives.

Your Business:

GlideScope®:

We developed the first video laryngoscope in 1999 and have since become the global market leader in video laryngoscope solutions. Today we offer a broad range of tools that include visualization systems, single-use and reusable blades, stylets, stats and video batons to support a variety of workflows and specialties.

BFlex™:

We introduced BFlex bronchoscopes in 2019. Since then, we have expanded the range of the BFlex product line to support a variety of patient types and procedures. BFlex single-use bronchoscopes combine the convenience and accessibility of single-use tools with the performance you expect from a reusable bronchoscope. Paired with GlideScope, BFlex delivers the industry’s first total airway solution.

Our 7 Core Values

By living the values, our amazing team members are empowered to be all they can be, both professionally and personally. We are proud of the values and the people who together make up our culture. It is what makes Verathon such a special place to work.

Our Customers are at the Center of Everything We Do

Winning Together

Continuous Improvement Creates Competitive Advantage

Be Better Be Different

Do the Right Thing; Do Things Right

We Are Genuine

Enjoy the Journey

Responsibilities:

How will you add Value?

Generate a high volume of sales activity including in-person prospecting, product evaluations, phone calls, proposal generation, customer presentations, and negotiations

Strategically manage a sales pipeline to maximize revenue opportunities and 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 market.

Understand the buying process for each account

Manage relationships with key customer stakeholders like Anaesthesia, ICU, Consultants, 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 and 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 by continuously learning new industry and market information, as well as skills and techniques that lead to increased success

Qualifications:

Who are we looking for?

4+ years of sales experience, with capital equipment, consumable sales, and selling into hospitals experience preferred

Anaesthesia, Respiratory, ICU, ED & Theatre Sales Experience Preferred

Documented record of achieving sales quotas and other related KPI’s required

Bachelor’s degree or an equivalent combination of education and related experience

Track record of sales success including exceeding sales quotas, winning sales contests, and double-digit sales growth year-over-year.

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 comprehensive way

Able to handle rejection and manage time well, while maintaining motivation to continue pursuing new business

NSW Tender Process Experience Preferred

Learn and continuously improve on industry and product knowledge, selling skills.

Strong computer skills and experience with common computer applications, such as MS Office, Excel and CRM (Salesforce.com)

Must have a valid driver’s license and a vehicle suitable to transporting our products and equipment which requires at least a mid-sized SUV or equivalent

Must be able to lift up to 25 kilograms and carry up to 12 kilograms

Must reside within 45 minutes of Sydney

Travel is required on a short notice basis so you should not have any impediments as there will be two 1-week trips overseas in your first three months

The Benefits of Working with Us

Compensation: $110,000 Base Salary + Commission

Commission: Annual Target is $65,000 (This is paid monthly, based on attainment and bookings. Target is based on 100% quota attainment. Commissions are earned on each dollar booked and uncapped. Actual commission may be lower or higher depending on quota attainment.)

Additional Benefits: Competitive auto allowance and petrol expense card, plus superannuation fund contribution.

Growth & Development. Professional development programs, internal promotions, certification courses, and tuition reimbursement.

Fun & Employee Engagement. Team appreciation events, team building activities and celebrations with a culture centered on employee engagement.