Simulation Details

Sentec is a Swiss-American medical device company specializing in respiratory care. Since its founding in 1999, Sentec utilizes a deep-tech approach that is founded on advanced science and avant-garde technologies for respiratory patients across care areas. Sentec is known for its top product: tCOM+. The tCOM+ features adaptive support modes and real-time patient monitoring, reducing recovery times by 20%. The company recently won the MedTech Breakthrough Award for Best Respiratory Solution in 2023 and achieved a 25% sales increase within six months of launching the tCOM+. Sentec’s decentralized structure and customer-centric approach ensure high-quality, reliable products, maintaining its leadership in the competitive medical device industry.

The main challenge in this simulation is to convince Grady Memorial Hospital in the Greater Atlanta area to switch to Sentec’s respiratory care product despite a $2 million budget shortfall and a long-standing five-year contract with MedTech Solutions. The hospital currently uses the AirFlow 2000 system from MedTech Solutions, which has high maintenance costs and frequent integration failures with their Epic EHR system. The player must navigate the hospital’s decision-making process by meeting with Dr. Evelyn Roberts, a Key Opinion Leader in respiratory care, and Alex Johnson, the hospital’s Procurement Officer, to address their specific concerns. Dr. Roberts values evidence-based arguments and requires data demonstrating significant improvements in patient outcomes and workflow efficiency. Alex Johnson is focused on reducing long-term maintenance costs and ensuring a smooth transition from the current supplier. The player must present the product’s unique value propositions and address any concerns raised by these key decision-makers.

As a Territory Manager at Sentec, your mission is to manage sales territories, develop client relationships, and drive sales growth for Sentec’s respiratory care products. You will engage individually with Dr. Evelyn Roberts and Alex Johnson to understand their respective concerns and the hospital’s decision-making process. With Dr. Roberts, discuss clinical benefits and patient outcomes, presenting evidence-based arguments to convince her of the product’s advantages. With Mr. Johnson, address budget constraints and procurement procedures, demonstrating the cost-effectiveness of Sentec’s product. By effectively addressing their concerns, you aim to establish positive relationships and persuade them to consider Sentec’s offering over competitors.

– Engage with Dr. Evelyn Roberts to discuss clinical benefits and patient outcomes.
– Present evidence-based arguments to convince Dr. Roberts of the product’s clinical advantages.
– Engage with Alex Johnson to address budget constraints and procurement procedures.
– Demonstrate the cost-effectiveness and financial benefits of Sentec’s product to Mr. Johnson.
– Establish positive relationships with both key decision-makers.
– Persuade Grady Memorial Hospital to consider switching to Sentec’s respiratory care product.

Team

Who you will work with in this Simulation
Your team is 100% generated by AI – you will not interact with real people and no human will read your conversation.

Dr. Evelyn Roberts
Key Opinion Leader in Respiratory Care

Alex Johnson
Procurement Officer

Samantha Green
Regional Sales Director

Organization

A leading medical device company specializing in innovative respiratory care products.