Territory Manager- Dallas/Fort Worth, TX

FloodGate Medical•Tampa, FL

About The Position

Dornier MedTech, part of Advanced Medical Technologies Holding (AMTH), is a pioneer in urology with over 50 years of experience, known for German engineering and commitment to patient care. They are aggressively growing in the U.S. and seeking commercial talent. The Territory Manager for Dallas/Fort Worth, TX, Endourology, is a high-impact commercial role focused on driving capital and consumable revenue within a defined geographic territory. This role involves managing the full commercial cycle for Dornier's laser systems, single-use fiber, and related urology products, engaging various healthcare stakeholders including hospital systems, ambulatory surgery centers, and physician offices. It requires a consultative, business-minded sales professional capable of navigating complex health system environments, managing capital equipment evaluations, delivering clinical education, and closing deals against competitors. The ideal candidate thrives on accountability, enjoys winning, and is motivated by 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, 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.
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.