Territory Manager - Medical Equipment - East Midlands
50K - 55K
Bonus - Uncapped
Car
PHC
Pension
Company Summary
Our client is a well-established international healthcare organisation with a strong presence in specialist surgical markets. The business provides high-quality surgical equipment, associated consumables and technical solutions to healthcare providers across NHS and private settings.
This is an excellent opportunity to join a successful commercial team selling a market-leading surgical machine, associated consumables and ancillaries, with further new technology due to be launched soon. The role will suit a driven, credible and technically minded sales professional who can sell value, clinical benefit and technical differentiation rather than relying on price.
Role Overview
The Surgical Equipment Specialist will be responsible for driving sales across a defined East Midlands territory, managing existing accounts, identifying new opportunities and developing strong relationships with clinical and non-clinical stakeholders.
This is a field-based commercial role focused on surgical equipment, associated consumables and related products. The successful candidate will be expected to build a strong opportunity pipeline, manage a longer capital sales cycle, support product launches and deliver against territory sales targets.
The ideal candidate will have experience selling surgical equipment, ideally within a theatre environment. Candidates with broader medical device sales experience may also be considered, provided they can demonstrate strong sales success, technical selling capability and the ability to compete on value rather than price.
Key Responsibilities
- Drive sales of surgical capital equipment, associated consumables and ancillaries across the allocated territory.
- Achieve territory sales targets through new business development, account growth and effective opportunity management.
- Manage existing NHS and private sector accounts, ensuring strong relationships, retention and continued business growth.
- Identify and develop new leads, new accounts and new commercial opportunities across the territory.
- Launch and support the adoption of new surgical technologies and product innovations into target accounts.
- Build territory business plans, including stakeholder mapping, opportunity prioritisation and strategic account planning.
- Manage multiple accounts and opportunities at different stages of the sales cycle.
- Develop and maintain a strong sales pipeline, using CRM systems to track activity, opportunities, forecasting and progress.
- Present technical, scientific and clinical information clearly to surgeons, theatre teams and other relevant healthcare professionals.
- Engage effectively with both clinical and non-clinical decision-makers, including procurement, finance and senior management stakeholders.
- Understand customer challenges, clinical priorities and commercial drivers in order to position appropriate solutions.
- Build tailored commercial proposals that demonstrate value, performance, clinical benefit and long-term return.
- Sell competitively by clearly articulating technical differentiation and value rather than relying on price.
- Work closely with internal colleagues, including regional sales management, key account teams, product specialists, marketing and customer services.
- Maintain regular territory coverage and customer contact in line with business expectations.
- Represent the company professionally, ethically and with a strong customer-first approach.
Candidate Profile
The successful candidate will be a tenacious, commercially focused and technically credible sales professional with a strong track record of delivering results.
Experience selling surgical equipment would be highly advantageous, particularly in a theatre-based environment. Broader medical device sales experience may also be suitable where there is clear evidence of technical selling, competitive selling and success in a longer or more complex sales cycle.
You will be comfortable working with surgeons, theatre staff, procurement teams and other stakeholders involved in clinical and commercial decision-making. You will need to be confident presenting technical information, building relationships, asking for the business and managing opportunities through to successful close.
Key Skills and Experience
- Strong evidence of sales success in surgical equipment, medical devices or a related healthcare market.
- Experience selling surgical equipment would be highly desirable.
- Theatre sales experience would be a strong advantage.
- Experience selling capital equipment and associated consumables would be beneficial.
- Ability to sell technical differentiation, clinical value and commercial benefit rather than competing mainly on price.
- Proven ability to manage a longer or more complex sales cycle.
- Strong account management and relationship-building skills.
- Hunter mentality with the ability to identify and develop new business opportunities.
- Experience managing multiple accounts and opportunities at the same time.
- Ability to engage with a wide range of clinical and non-clinical stakeholders.
- Confident presenting technical, scientific or clinical information to healthcare professionals.
- Knowledge of NHS structures, procurement processes and private healthcare accounts would be beneficial.
- Strong communication, organisation and territory planning skills.
- Ability to analyse opportunities, forecast accurately and manage a sales pipeline through CRM.
- Scientific or technical background would be advantageous but is not essential.
- Strong work ethic, positive attitude and growth mindset.
Additional Information
- Field-based role covering the East Midlands.
- Focus on surgical capital equipment, associated consumables and ancillaries.
- Market-leading surgical technology portfolio.
- Further new technology launches planned.
- Sales target responsibility.
- New lead generation and account growth focus.
- No direct line management responsibility.
- Regular engagement with NHS and private healthcare accounts.
Why Apply?
This is an excellent opportunity for a driven surgical or medical device sales professional to join a growing commercial team with a market-leading technology portfolio. The role offers genuine scope to develop a territory, grow strategic accounts, launch new technology and sell high-value surgical solutions in a competitive healthcare market.