Strategic Account Manager - Mountain West

With a passion for life

Join our diverse teams of passionate people and a career that allows you to develop both personally and professionally. At Getinge we exist to make life-saving technology accessible for more people. To make a true difference for our customers – and to save more lives, we need team players, forward thinkers, and game changers.

Are you looking for an inspiring career? You just found it.

Paragonix Technologies markets organ transportation devices that safeguard organs during the journey between donor and recipient patients. Our devices incorporate clinically proven and medically trusted cold preservation techniques in a novel suspension system to provide unprecedented physical and thermal protection. Our product portfolio spans cardiac, thoracic, and abdominal preservation devices to improve donor organ quality and extend donor organ transport time.

Position Overview:

This commercial role will report directly to the Area Sales Director. This position will be primarily responsible for sales results & clinical account management within assigned Organ Procurement Organizations. Sales results include direct account sales as well as driving transplant center demand via consignment and collaboration with territory managers on product pull through. Successful collaboration across the national sales, logistics and clinical teams is critical to success in this role.

This role is a variable leveled role, dependent on experience and performance. Applicable Job Titles for this role include Strategic Account Specialist & Strategic Account Manager.

Primary responsibilities will include:

• Achieve a minimum of 100% monthly, quarterly, and annual quota.
• Maintain and/or increase ASP where applicable, gain market share quarter over quarter and year over year within aligned territory.
• Serving as the in-person face and primary representative of Paragonix to the OPO.
• Differentiate Paragonix products & services, from the current standard of care and competitive products. Call points will include but are not limited to OPOs, adult and pediatric transplant surgeons, medical directors, medical transplant physicians, fellows, transplant administration and Csuite.
• Closely monitor all cases within assigned OPO for quality, customer experience and staff competence. Provide escalation trouble shooting as needed or requested.
• Develop and leverage relationships with multiple stakeholders across the transplant eco-system, including but not limited to: OPO leadership, AOCs, Preservationists, Perfusionists, buyers and inventory managers. Transplant center Surgeons, especially Kidney Surgeons.
• Differentiate Paragonix products by discussing clinical data; conducting in-services & training; attending local, regional, and national conferences, and supporting cases on a regular basis.
• Cross-sell Paragonix full product portfolio
• Communicate territory needs, trends, and problems to Area Director.
• Providing guidance and recommendations to medical transplant teams in the proper, safe, and effective use of highly specialized organ preservation equipment for use in organ transplant procedures. This position requires highly specialized knowledge of the organ preservation device and the ability to make

quick, independent decisions and provide independent guidance on the proper and effective use of the organ preservation equipment.

• Responsible for guidance and recommendations on the use of the Paragonix App and training customers to enable the safe and effective use of organ preservation equipment on a case-by-case basis to meet their particular circumstances.
• Provide guidance and recommendations to medical teams with case support on usage of organ preservation devices and associated applications on an independent, case-by-case basis in matters of time-critical transplant situations in order to gain incremental business.
• Collaborates with and provides feedback to Product team, Clinical team, Logistics team and local sales teams as required.
• Required to maintain supply of field inventory as needed by Paragonix for local OPO back-up.
• OPO owned and consigned inventory management across all products.
• Case support coverage for assigned OPOs as designated by customer or management request.
• In person & remote customer training and education for all Paragonix devices.
• May be responsible for providing field intelligence reports on competitive activity, changes in markets, distribution, and pricing, as well as input on customer preferences and product features.
• Cost effectively manage time and assets.
• Maintain proficient level of product knowledge in all assigned product lines

Required Skills:

Strong clinical understanding of the transplant system. Solid OPO knowledge, organization, communication and fundamental understanding of transplant clinical considerations and operations. Ability to communicate effectively and train others. Project, relationship and account management. Leading through influence.

Other Requirements:

• This role is a remote (US), field based position with expectations of regular in-person sales & clinical support in OPOs and hospitals.
• Must be willing to travel domestic and/or internationally, including overnights and air travel, up to 75% of the time.
• Must be willing to be available after-hours and formally on-call related to the nature of conducting clinical support in the transplant space. Primary for clinical escalation coverage at assigned OPOs as needed (including holidays, weekend, evenings).
• Must be able to carry bulky items up to 30 lbs, stand for extended periods of time and prolonged, unpredictable hours in high stress environments such as operating rooms.
• Excellent with interpersonal, customer service, clinical and technical skills.

Minimum Education:

• Minimum B.A./B.S.or equivalent education or experience in related field Minimum Experience:
• At least 3 years of OPO, Transplant, Medical Device experience, Nursing or equivalent experience

Preferred Qualifications:

• • At least 2 years of Paragonix clinical experience.
  • Sales Experience
  • Account Management Experience
  • Previous OPO Preservationist or perfusionist.

Salary range: Total comp of $260k (including base of $85k plus target incentive)

#LI-LG1

About us 

With a firm belief that every person and community should have access to the best possible care, Getinge provides hospitals and life science institutions with products and solutions aiming to improve clinical results and optimize workflows. The offering includes products and solutions for intensive care, cardiovascular procedures, operating rooms, sterile reprocessing and life science. Getinge employs over 12,000 people worldwide and the products are sold in more than 135 countries.  

Benefits at Getinge:

At Getinge, we offer a comprehensive benefits package, which includes:

• Health, Dental, and Vision insurance benefits
• 401k plan with company match
• Paid Time Off
• Wellness initiative & Health Assistance Resources
• Life Insurance
• Short and Long Term Disability Benefits
• Health and Dependent Care Flexible Spending Accounts
• Commuter Benefits
• Parental and Caregiver Leave
• Tuition Reimbursement

Getinge is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, pregnancy, genetic information, national origin, disability, protected veteran status or any other characteristic protected by law. Reasonable accommodations are available upon request for candidates taking part in all aspects of the selection process.