Territory Manager

OrganOx is a commercial stage organ technology company dedicated to developing technologies to improve outcomes for patients with acute or chronic organ failure. The company was established as a spin out of the University of Oxford in 2008 and is now part of the Terumo Group. OrganOx is a pioneer in normothermic machine perfusion (NMP). Its flagship platform, the metra®, is available for use in the U.S., Europe, Canada, and Australia. It has been utilized in over 7,000 liver transplants to date to keep donor livers in a metabolically active state outside the body, enabling longer preservation times and functional assessment of the organ prior to transplant, leading to an increased number of organs available for transplant.

About the role

The Territory Manager (TM) is the primary contact for all aspects of OrganOx commercial business in an assigned territory. This field-based, customer-facing position interacts at multiple levels within hospitals, requiring total account management skills and a high level of business acumen. The TM ensures sales targets are met or exceeded, understands market needs, establishes strong customer relationships, and communicates the value of OrganOx products. The role involves routine air and overnight travel.

Responsibilities

• Collaborate with the Director of Sales, North America to develop and execute sales strategy and plan in accordance with company directives.
• Identify and address potential barriers to the integration and adoption of designated products, and identify new customers and opportunities.
• Manage sales and customer support in a designated territory.
• Implement and execute launch strategies developed by the Sales and Marketing organization, including product introductions and in-services for customers.
• Complete a thorough analysis of the territory and identify key target accounts.
• Generate and follow up on sales leads.
• Monitor competition by gathering information and sharing it with the marketing team.
• Build and maintain relationships with multiple customers within an account, keeping them informed of supply and inventory.
• Resolve customer complaints by investigating problems and making recommendations to management.
• Support market development efforts to increase the number of patients available to receive OrganOx treatments.
• Support the Director of Marketing and VP Clinical Engagement in executing education programs for physicians and other health professionals to accelerate adoption of the metra®.
• Demonstrate a high level of clinical aptitude with a thorough understanding of the liver transplant disease space, clinical studies, and medical device products.
• Foster and maintain strong customer relationships through professionalism and excellent interpersonal skills, including virtual and in-person presentations.
• Work cohesively with Clinical Specialists, marketing, medical, leadership, and the broader matrix team to meet customer needs.
• Represent the company and its products at trade shows, conferences, and other industry events.
• Prioritize and manage a large geography requiring routine air travel and overnights.
• Adhere to OrganOx's Code of Conduct and all other company policies.

Requirements

• Bachelor’s degree in business or a medically related field.
• Minimum of five years of sales experience in the medical device or transplant industry, with a proven track record of meeting or exceeding targets.
• Minimum of five years of sales experience related to hospital total account management.
• An entrepreneurial mindset with resourcefulness, ingenuity, and personal credibility to identify and resolve barriers to product utilization.
• Excellent presentation skills, both virtually and in front of a live audience.
• Exceptional interpersonal and communication skills, with active listening to uncover unmet needs.
• Strong attention to detail and ability to work in a high-stress environment with non-routine daily responsibilities.
• Deep understanding of the medical device market, preferably with experience in organ transplantation.
• Proven ability to develop and execute effective sales strategies.
• High degree of professionalism, integrity, and ethical behavior.
• Ability and willingness to travel extensively.

Benefits

• Competitive compensation and comprehensive benefits available from day one, including health, dental, vision, and disability coverage.
• Flexible spending accounts.
• 401(k)-retirement plan with company matching after 90 days.
• Paid time off, holidays, and additional leave benefits.
• Employee discounts and access to an onsite wellness facility.
• Support for work-life balance and opportunities for ongoing professional development.