ABOUT DORNIER MEDTECH
Dornier MedTech is part of Advanced Medical Technologies Holding (AMTH), with Global Headquarters in Singapore and U.S. Headquarters in Kennesaw, Georgia. For over 50 years, Dornier has been a pioneer in urology, renowned for its German engineering excellence and a relentless commitment to advancing patient care. Our laser, fiber, and lithotripsy platforms set the global standard for quality, reliability, and clinical performance. We are growing aggressively across the U.S. and are seeking exceptional commercial talent to accelerate our growth.
TERRITORY: MN, SD, ND; CANDIDATE LOCATION: Minneapolis, MN
The Territory Manager, Endourology is a high-impact commercial role responsible for driving capital and consumable revenue across a defined geographic territory. You will own the full commercial cycle for Dornier's laser systems, single-use fiber, and related urology products, engaging hospital systems, ambulatory surgery centers, and physician offices as a trusted clinical and business partner.
This is not an order-taking role. We are looking for a consultative, business-minded sales professional who can navigate complex health system stakeholders, manage capital equipment evaluations, deliver clinical education, and close against well-resourced competitors. If you thrive on accountability, love winning, and want to sell technology that measurably improves patient outcomes, this is your seat.
KEY RESPONSIBILITIES
Revenue Ownership and Territory Management
• Meet and exceed quarterly and annual revenue targets for capital equipment and disposable product lines, including lasers and laser fibers.
• Develop and execute a data-driven territory business plan, prioritizing accounts by procedure volume, competitive exposure, and growth potential.
• Manage a structured pipeline using CRM discipline, maintaining accurate stage progression, forecasts, and close plans for all capital opportunities.
• Own the complete sales cycle: prospecting, needs discovery, clinical and economic evaluation, proposal development, contract negotiation, and close.
• Identify and develop new account opportunities in hospitals, IDNs, ASCs, and physician offices while protecting and growing the existing installed base.
• Prepare and present quarterly business plans to senior leadership.
• Manage and account for field inventory.
Clinical Consultation and Product Expertise
• Achieve and maintain deep clinical fluency across Dornier's Endourology portfolio.
• Provide expert in-service education to urologists, OR nursing staff, sterile processing personnel, and clinical administration.
• Attend and support urological procedures to provide real-time clinical guidance and ensure optimal technology utilization.
• Serve as a clinical resource for Endourology procedures and reinforce Dornier's clinical differentiation.
• Collaborate with Clinical Sales Specialist on complex cases, new system installations, and post-sale adoption.
Stakeholder Engagement and Commercial Strategy
• Map and engage multi-level stakeholders within accounts, including urologists, OR directors, supply chain, C-suite administrators, and GPO contacts.
• Build strategic account plans incorporating clinical, financial, and operational value propositions tailored to each institution's goals.
• Demonstrate proficiency in financial business models, cost-per-case analysis, and total cost of ownership arguments, particularly in capital vs. rental conversations.
• Leverage GPO contracts, IDN agreements, and national pricing frameworks to advance and close agreements.
• Monitor and report competitive activity, pricing intelligence, and market trends to leadership and marketing teams.
Cross-Functional Collaboration and Compliance
• Coordinate seamlessly with Field Service, Clinical Support, Contracts, and Marketing to deliver world-class customer experience at every touchpoint.
• Adhere to AdvaMed Code of Ethics, all applicable healthcare facility credentialing requirements, and Dornier compliance policies in every customer interaction.
• Maintain up-to-date hospital credentialing and vendor access compliance across all accounts in the territory.
• Represent Dornier at regional and national urology conferences, trade shows, and clinical symposia.
• Provide accurate and timely CRM data, field activity reports, and market intelligence to support organizational planning.
QUALIFICATIONS
Required
• Minimum 3 years of outside medical device or capital equipment sales experience with a documented track record of quota attainment or over-achievement.
• Experience managing full sales cycles for capital equipment, including multi-stakeholder navigation and financial justification.
• Demonstrated consultative selling skills with the ability to build trust at the physician, clinical, and administrative levels simultaneously.
• Proven ability to develop and execute territory business plans with measurable outcomes.
• Strong proficiency with CRM platforms, Microsoft Office Suite, and field reporting tools.
• Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent professional experience.
• Valid driver's license and ability to travel within the assigned territory. Overnight travel is required approximately 50-60% of the time.
Preferred
• Prior urology, endourology, or surgical laser sales experience.
• Familiarity with urology procedural environments: Ureteroscopy, PCNL, cystoscopy, and BPH management (TURBT and TURP).
• Experience working within GPO, IDN, and integrated health network contract frameworks.
• Existing relationships with high-volume urologists or urology program administrators in the target territory.
• Competitive experience selling against Boston Scientific, Olympus, Coloplast, Karl Storz, or Richard Wolf.
WHAT SETS YOU APART
You are not just a product-pusher. You are a student of urology, a problem-solver, and a trusted advisor. You understand that the best way to win a capital deal is to make the physician the hero in the OR and the administrator the hero in the boardroom. You hold yourself to high standards, you are deeply coachable, and you believe in doing the right thing even when no one is watching. You are competitive, resilient, and motivated by a genuine belief that the technology you represent improves patient outcomes. You understand that grit matters as much as talent, and that sustainable success in this industry is built on relationships, consistency, and continuous learning.
COMPENSATION
• 65K Base, (180K Guarantee); Established Accounts
• Uncapped; most reps in mid 300s
BENEFITS
• Comprehensive Medical, Dental, and Vision coverage
• Company-paid Life and Short-Term and Long-Term Disability Insurance.
• 401(k) with employer match after 3 months.
• Company Car; All travel and fuel reimbursed
• Paid vacation, sick leave, and holidays.
