Job Description

Territory Manager – Surgical Devices

The Territory Manager is responsible for driving sales growth and market share within an assigned geographic territory by promoting and selling a comprehensive portfolio of surgical products, including capital equipment, surgical instrumentation, implants, disposables, and consumables. This role involves developing strong relationships with surgeons, operating room staff, materials management, and healthcare administrators to support clinical and operational needs.

The Territory Manager will serve as the primary point of contact for customers and will be responsible for executing strategic sales initiatives, identifying new business opportunities, and providing product support and education.

Key Responsibilities

Sales and Territory Management

• Achieve and exceed assigned revenue quotas and growth objectives within the territory

• Develop and execute a strategic territory plan to identify and target new business opportunities

• Maintain and grow relationships with existing customers while actively prospecting new accounts

• Promote and sell a broad portfolio of surgical products, including capital equipment, surgical instruments, implants, and consumables

• Manage the full sales cycle from prospecting and product demonstration to closing and implementation

Clinical and Product Support

• Provide in-service training and product education to surgeons, nurses, and operating room personnel

• Support surgical cases and product evaluations as needed

• Serve as a clinical and technical resource for customers

• Assist customers with product selection and workflow optimization

Account Management and Customer Relations

• Develop strong relationships with key decision-makers, including surgeons, operating room leadership, supply chain, and hospital administration

• Maintain regular contact with customers to ensure satisfaction and identify additional opportunities

• Respond promptly to customer inquiries and resolve issues professionally

Business Development

• Identify and develop new accounts within hospitals, ambulatory surgery centers, and specialty clinics

• Maintain accurate pipeline management and forecasting

• Participate in trade shows, industry events, and regional meetings as needed

• Stay current on industry trends, competitive products, and market dynamics

Administrative Responsibilities

• Maintain accurate customer records and activity within CRM system

• Provide timely and accurate sales forecasts and reports

• Manage territory expenses responsibly

Qualifications

Required

• Bachelor’s degree or equivalent sales experience

• 2+ years of outside sales experience, preferably in medical device, surgical sales, or healthcare-related field

• Proven track record of achieving or exceeding sales quotas

• Strong interpersonal, communication, and presentation skills

• Ability to build relationships with clinical and administrative stakeholders

• Strong organizational and time management skills

• Valid driver’s license and ability to travel within assigned territory

Preferred

• Medical device or surgical sales experience

• Experience selling capital equipment and/or consumable products

• Experience calling on operating rooms, surgeons, and hospital systems

• Clinical knowledge of surgical environments

Key Competencies

• Relationship building and account management

• Consultative selling skills

• Clinical and technical aptitude

• Territory planning and execution

• Problem solving and adaptability

• Self-motivation and accountability

Work Environment

• Frequent travel within assigned territory

• Regular presence in hospitals, surgery centers, and clinical environments

• Occasional evening or early morning case coverage

• Ability to lift and transport product and equipment as needed

Compensation and Benefits

• Competitive base salary plus commission and performance incentives

• Comprehensive benefits package including medical, dental, and vision insurance

• Retirement plan with company match

• Vehicle allowance or company vehicle

• Expense reimbursement and sales support tools