Medtronic Area Sales Manager, Situate Division (San Diego) in San Diego, California

Area Sales Manager, Situate Division (San Diego)


San Diego, California, United States

Requisition #:


Post Date:

Jul 14, 2017


Together, we can change healthcare worldwide. At Medtronic, we push the limits of what technology can do to help alleviate pain, restore health and extend life.We challenge ourselves and each other to make tomorrow better than yesterday. It is what makes this an exciting and rewarding place to be.

We can accelerate and advance our ability to create meaningful innovations - but we will only succeed with the right people on our team.Let’s work together to address universal healthcare needs and improve patients’ lives.Help us shape the future.


Joining the Medtronic Situate team means joining a team dedicated to using technology to benefit patients by eliminating retained surgical items and improving surgical efficiencies, with patient safety as our highest priority.RF Assure Detection Technology employs detection devices to transmit reliable, non-ionizing, low frequency radio waves to detect tagged cotton disposables.

Primary Function of Position

A Situate Area Sales Manager is responsible for selling Situate to hospitals within the Area Sales Manager’s assigned territory. This requires a number of capabilities including knowledge of the operating room, the ability to build a team of clinical champions within each hospital, strong solution selling skills, and enough tenacity to insure sales objectives are met on a consistent basis. Situate Area Sales Managers are expected to provide an extraordinary degree of information gathering and presenting to buying teams throughout the capital equipment purchasing process.

Roles and Responsibilities

  • Manage the complex sales process of Situate into new hospitals and upgrades into existing hospitals.Product: initial capital sale, then reoccurring cotton sales

  • Build support from surgeons and administration for the Situate System . Identify key institutions, generate market awareness, and drive sales of the Situate System in an assigned sales territory.

  • Main call-points are Chief Medical Officer, VP of Quality, Director of Risk, Chief of Surgery

  • Ability to manage 6-10 prospects, while focusing on a smaller subset that can move forward to close in the current quarter

  • Ability to develop an account strategy based upon their own research; key personnel’s background, quality issues, what they care about, etc.

  • Effectively manage transition of initial sale and installation to the clinical team to drive procedural volume and growth.

Performance Objectives

  • Achieve quarterly sales targets.

  • Work with the Situate Regional Sales Director to develop a sales plan for the Area Sales Manager’s local territory.

  • Build high level clinical support at each hospital.

  • Develop initial contact and relationship with hospital executive leadership team.

  • Organize and manage the sales process.

  • Develop knowledge of the OR and efficiency gained through Situate implementation.

  • Make business case for system purchase and ask for the business.

  • Condense timelines

  • Resolve contractual issues and coordinate system installation upon purchase approval.

  • Handle all communications and administrative follow-up.


Core Competencies, Skills and Experience Requirements

Qualifications Required:

  • Bachelor’s Degree Required

  • Medical sales experience, Knowledge of the operating room environment

  • Solution Sales experience – capital preferred.Hunter mentality, comfortable with a longer sales cycle

  • Strong presentation skills; orally and with power point. Need to be comfortable using Excel to create product comparison spending analysis

  • Familiarity with The Challenger Sale model is a plus.

  • General understanding of healthcare economics; how best practices aligned with corporate quality initiatives to generate a positive ROI

  • Excellent communication and interpersonal skills

  • Extensive travel- ability to travel 50-75%


It is the policy of Medtronic to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Medtronic will provide reasonable accommodations for qualified individuals with disabilities.

This employer participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http at :// at


The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.