Territory Manager- Mid-Atlantic

FloodGate Medical • Tampa, FL

1d

About The Position

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. POSITION SUMMARY 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.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• 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.
• 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.
• 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.
• 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.

Benefits

• Competitive base salary commensurate with experience.
• Uncapped commission structure with significant earning potential tied to performance.
• Comprehensive Medical, Dental, and Vision coverage effective on date of hire.
• Company-paid Life and Short-Term and Long-Term Disability Insurance.
• 401(k) with employer match after 3 months.
• Car allowance or company vehicle program.
• Paid vacation, sick leave, and holidays.
• Annual recognition programs for top performers.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1-10 employees