Territory Manager – Surgical Devices
Position Overview
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
Skills Required
- Bachelor's degree or equivalent sales experience
- 2+ years of outside sales experience (preferably medical device or surgical sales)
- 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
- 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
What We Do
Chase MedSearch is a premier medical device sales recruitment firm founded by Jordan Chase. The company rapidly builds commercial teams for dynamic, early-stage medical device organizations, with a niche focused on specialized healthcare recruiting. Its stated areas of expertise include medical devices, wound care, orthopedic bracing, neuromodulation, diabetes, interventional cardiology, and neurosurgical markets, helping medical-device businesses staff their commercial operations.
