Territory Manager- MN, SD, ND
About The Position
Dornier MedTech, part of Advanced Medical Technologies Holding (AMTH), is a pioneer in urology with a 50-year history of German engineering excellence. We are seeking a Territory Manager to drive revenue for our laser systems, single-use fibers, and related urology products across Minnesota, South Dakota, and North Dakota. This high-impact commercial role involves managing the full sales cycle, from prospecting to closing, and requires a consultative, business-minded approach to engage with hospital systems, ASCs, and physician offices. The ideal candidate will be a trusted clinical and business partner, capable of navigating complex stakeholders, managing evaluations, delivering clinical education, and competing effectively. This role is ideal for someone who thrives on accountability, enjoys winning, and is passionate about selling technology that improves patient outcomes.
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.
- Develop and execute a data-driven territory business plan, prioritizing accounts.
- Manage a structured pipeline using CRM discipline, maintaining accurate forecasts.
- Own the complete sales cycle: prospecting, needs discovery, clinical and economic evaluation, proposal development, contract negotiation, and close.
- Identify and develop new account opportunities 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 healthcare professionals.
- Attend and support urological procedures to provide real-time clinical guidance.
- 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.
- Build strategic account plans incorporating clinical, financial, and operational value propositions.
- Demonstrate proficiency in financial business models, cost-per-case analysis, and total cost of ownership arguments.
- Leverage GPO contracts, IDN agreements, and national pricing frameworks.
- Monitor and report competitive activity, pricing intelligence, and market trends.
- Coordinate seamlessly with Field Service, Clinical Support, Contracts, and Marketing.
- Adhere to AdvaMed Code of Ethics, healthcare facility credentialing requirements, and Dornier compliance policies.
- Maintain up-to-date hospital credentialing and vendor access compliance.
- 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.
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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
