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Regional WatchCare Leader (West)

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Job Details
Job Order Number
Company Name
Physical Address

Home Office/Virtual, IL
Job Description



The Regional WatchCare Leader will be responsible for closing the gap between WatchCare enabled beds being delivered and Smart Pads being utilized by initiating the implementation of WatchCare Smart Pads at hospitals were the beds are outfitted with WatchCare hardware. This could include point of sale new beds or revisiting accounts with previously installed hardware that are not utilizing Smart Pads. This person will work with internal sales partners, hospital distribution representatives, and hospital contacts to facilitate the Value Analysis approval of Smart Pads, initiate the distribution set up & initial delivery of Smart Pads, and coordinate the initial use of Smart Pads at the hospital level.

The geography for this role is the Western US which includes: Los Angeles, San Diego, San Francisco, Denver, Seattle, Chicago, and Las Vegas.


+ Identify opportunities in the Account Executives funnel that will include WatchCare hardware and determine a plan in collaboration with CSAM to initiate Smart Pad usage as close to time of delivery as possible

+ Evaluate opportunities to go back to install base accounts with WatchCare enabled beds that are not using Smart Pads and develop a plan in collaboration with CSAM to initiate Smart Pad use at these accounts

+ Work with hospital customers both, clinical and financial, to either reinforce the clinical and economic value of the WatchCare system or to establish that value if it has not been established ahead of the hardware purchase. This could include running evaluations of Smart Pads

+ To work with hospital contacts to drive the Smart Pads through the hospitals Value Analysis or other established new products approval process

+ Work with the hospitals Distribution Representative to establish distribution of Smart Pads for the hospital; this will include establishing and loading contracted pricing, approval of any applicable agreements, determining estimated usage and stocking / PAR levels, etc.

+ Work with internal Hillrom partners in both PSS and FLC (for distribution) to ensure logistics, approvals, etc. are being executed in a timely fashion

+ Work with hospital clinical contacts to establish an implementation plan for Smart Pads and then support the execution of that plan including staff education, unit-based logistics, etc. this could also include determining clinical outcome baseline metrics

+ Coordinate a transition plan with Clinical Sales Account Managers (CSAM) to determine the on-going account management plan, including on-going clinical outcome quality measures and business review cadence that will meet customer expectations



+ The minimum level of education should be a bachelor’s degree (4-year college)

+ At least 2-3 years of experience selling products in the healthcare field; capital/durable medical equipment solutions selling preferred or 5 years of Hospital leadership experience to include managing staff, managing budgets, and presenting innovative ideas to executive level healthcare stakeholders


+ Previous experience with selling disposables/consumables and familiarity with hospital value analysis / new product approval process is preferred

+ Previous experience selling in the wound care or Pressure Injury prevention space is not required but would be ideal

+ Demonstrated success in working independently and executing on time-bound project goals

+ Demonstrated success in a previous field-based sales role working with both financial and clinical buyers

+ Ability to learn basic clinical concepts and understand how our capabilities impact those conditions

+ Strong written and verbal communication skills

+ Requires a valid driver’s license


+ Due to the nature of an outside sales representative position, the ability to drive a car, travel in that car up to 60-75% of each day and interact with healthcare providers on site is required.

+ Ability to crouch, bend at the waist, extend arms, reach overhead, push and/or pull when necessary.

+ Ability to lift, push, pull up to 50lbs.

+ Location is flexible but desired candidate resides near a logical airport hub.

Job: Sales

Primary Location: United States-Nevada-Las Vegas

Other Locations: United States-California – Home Office/Virtual, United States-California-Los Angeles, United States-California-Sacramento, United States-Illinois – Home Office/Virtual, United States-California-Los Angeles – Home Office/Virtual, United States-Arizona – Home Office/Virtual, United States-Minnesota – Home Office/Virtual, United States-Nevada – Home Office/Virtual, United States-Illinois-Chicago, IL, United States-Colorado – Home Office/Virtual, United States-Illinois-Chicago – Home Office/Virtual, United States-Iowa – Home Office/Virtual

Schedule Full-time

Travel Yes, 75 % of the Time

Posting Entity Hillrom

Req ID: 21125222

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