Senior Territory Manager - Grand Rapids, MI / South Bend, IN
About The Position
The Senior Territory Manager drives launch excellence, adoption, and growth of PROCEPT Robotic Systems across a strategically important territory. The role establishes Aquablation as a standard of care by developing surgeon champions, strengthening hospital partnerships, and executing strategies to increase procedural volume and market penetration. The position guides new physicians through the surgeon pathway in collaboration with Marketing and Clinical teams, helping accounts achieve the training, workflow integration, and operational readiness needed for sustained growth. The manager uses knowledge of surgeon and patient pathways to identify barriers, improve scheduling and efficiency, and expand program maturity across the territory. As a senior field-team member, the role helps shape territory strategy, improve forecast accuracy, and identify expansion opportunities with leadership. It also coaches Territory Managers and Associate Territory Managers and leads customer business reviews that present utilization insights, value realization, and growth opportunities. Success requires strategic, data-driven commercial leadership and effective collaboration with surgeons, hospital administrators, and cross-functional partners.
Requirements
- Bachelor’s degree or equivalent experience.
- 8+ years in medical sales; Urology or OR experience preferred.
- Startup or strategic sales experience; high-growth MedTech experience preferred.
- Demonstrated ability to mentor and lead within field teams.
- Achieve clinical proficiency to cover a case independently within 60 days after graduating from the internal Aqua Academy sales training program. If additional support is needed, 30 days of supplemental coaching may be available.
Nice To Haves
- Advanced territory and account strategy.
- KOL development and surgeon engagement.
- Leadership and mentoring capabilities.
- Cross-functional collaboration with Clinical, Capital, and Marketing teams.
- Data-driven decision making and a strong understanding of program maturity and growth levers.
Responsibilities
- Lead launch excellence and drive system adoption within high-opportunity hospitals.
- Partner with Marketing and Clinical Specialists to onboard and train new physicians through the surgeon pathway.
- Meet or exceed quarterly sales quotas through procedural volume growth in existing and new accounts.
- Build surgeon champions and KOL relationships to accelerate procedural growth and market penetration.
- Partner with leadership on territory expansion, forecast accuracy, and growth strategy.
- Mentor Territory Managers and Associate Territory Managers on account planning, procedural efficiency, and utilization growth.
- Use knowledge of surgeon and patient pathways to identify barriers, optimize patient pathways, and expand program reach.
- Collaborate with Clinical and Marketing teams to maximize procedural scheduling and drive efficiency (“AquaDays”).
- Develop and execute account utilization strategies, including block-time goals, staffing models, workflow integration, and adoption metrics.
- Conduct customer business reviews presenting utilization data, value realization, and growth opportunities.
- Align Clinical, Capital, and Launch partners around shared utilization goals and customer experience standards.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
