Territory Manager, MIS - Washington D.C./ Baltimore

About the role

Position summary: This sales role is responsible for territory sales objectives and representing Aesculap within the assigned geography across the Minimally Invasive Laparoscopic product portfolio. The individual will work cross-functionally with marketing, national sales leadership, corporate accounts, and other internal partners to align commercial strategy with field execution and business objectives. The role is a remote field sales position; the selected candidate should reside within the assigned geography and be willing to travel throughout the territory (>40% travel) and near a major airport.

Responsibilities

• Achieve and/or exceed territory objectives, quotas, and performance expectations aligned with division goals and growth priorities.
• Develop and execute territory business plans that expand market share, increase customer penetration, and accelerate adoption of the laparoscopic surgery portfolio.
• Support product evaluations, trials and conversions, ensuring smooth onboarding and comprehensive training for new customers.
• Lead in-field product demonstrations and clinical education for surgeons, nurses and OR staff to ensure proper product adoption and utilization.
• Partner with marketing and national sales leadership on go-to-market strategy, product launches, campaigns, and commercial initiatives.
• Build and maintain strong relationships with surgeons, nursing staff, supply chain / procurement staff within health systems.
• Support strategic account development and help facilitate complex health systems and IDN sales environments.
• Deliver accurate forecasting, business reviews, and performance updates to regional sales leadership.
• Call on customers and prospects; provide technical, education, marketing and administrative product information and demonstrations; quote appropriate customer prices.
• Respond to customer needs, influence customer decision‑making criteria, resolve problems in accordance with Company policy, and act as a liaison between customer, Customer Service, and commercial departments.
• Develop relationships with appropriate personnel within target accounts.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• Minimum of 5‑7 years of progressive sales experience, with significant experience in medical device, surgical, or healthcare sales.
• Demonstrated success in building, developing, and maintaining assigned sales territory in a growth‑oriented environment.
• Strong track record of delivering revenue growth and sales execution.
• Experience working with surgeons, hospital systems, and complex healthcare selling environments.
• Strong communication and cross‑functional collaboration skills.
• Ability to analyze market opportunities, interpret performance data, and translate insights into action.
• Proficiency with CRM systems, forecasting tools, and standard business applications.

Skills

• Experience in minimally invasive surgery, laparoscopic surgery, or related surgical specialties (preferred).
• Experience in selling within surgical capital and consumables products model (preferred).
• Exposure to strategic account management, GPO/IDN environments, and executive‑level customer engagement (preferred).
• Knowledge of relevant business practices and procedures; ability to use standard theories, principles and concepts to propose a course of action.
• Judgment required in resolving complex problems based on experience.
• Ability to work under minimal supervision, relying on experience and judgement to plan and accomplish assigned goals.
• Ability to periodically assist in orienting, training, and/or reviewing the work of peers.
• Valid driver's license and passport; ability to work non‑standard schedule as needed.

Benefits

• Healthcare coverage
• 401(k) plan
• Tuition reimbursement

Pay

Base salary range: $89,000 – $121,000 (plus commission).