Territory Manager, Airway

This is a fully remote position, open to applicants in Australia.

📋 Description

• Create and implement a business plan for the Victoria West and Tasmania territories, concentrating on capital growth, expansion of consumables, and BFlex adoption.

• Take ownership of sales outcomes for Verathon’s Airway portfolio throughout Victoria West and Tasmania.

• Safeguard and grow the existing GlideScope installation base by recognizing underutilised accounts, opportunities for replacements, additional departmental needs, and possibilities for workflow expansion.

• Compile lists of target accounts and departments to identify prospective accounts and expansion opportunities.

• Promote the adoption of GlideScope and BFlex in various settings including ICU, Operating Theatres, Emergency Departments, Ambulance services, Respiratory, Anaesthesia, and other airway user environments.

• Facilitate clinical evaluations with defined objectives, success metrics, stakeholder alignment, and clear commercial follow-up actions.

• Formulate account-level strategies that engage clinical users, departmental leaders, biomedical engineering, procurement teams, executive stakeholders, and decision-makers for tenders.

• Establish relationships with key opinion leaders and clinical advocates within airway management and bronchoscopy processes.

• Leverage clinical evidence, workflow advantages, infection control aspects, and economic reasoning to assist customers in their decision-making.

• Keep an up-to-date sales pipeline that includes opportunity staging, closing dates, probabilities, next steps, and competitive insights.

• Record customer interactions in the CRM system to enhance institutional knowledge.

• Gather market intelligence regarding competitor activities, pricing dynamics, tender updates, customer perceptions, and potential portfolio opportunities.

• Collaborate with sales leadership, clinical support, marketing, customer care, operations, and service teams.

• Oversee pricing, approvals, evaluations, demo resources, expenses, and compliance requirements in accordance with Verathon policies.

• Represent Verathon in hospitals, clinical environments, conferences, workshops, and educational settings for customers.

⛳️ Requirements

• Proven track record in medical device sales, capital equipment, healthcare technology, or complex B2B sales environments.

• Experience in sales within hospitals, health systems, emergency care settings, operating theatres, intensive care, or similar clinical environments.

• Demonstrated capability to manage a sales territory encompassing both existing accounts and new growth avenues.

• Strong commercial acumen, which includes pipeline management, account planning, forecasting, and opportunity assessment.

• Proficient in engaging clinical, technical, procurement, and executive stakeholders.

• Comfortable leading product evaluations, clinical demonstrations, and customer education sessions.

• Excellent written and verbal communication abilities.

• Willingness to travel frequently throughout Victoria West and Tasmania.

• Valid driver’s license and capability to work within hospital and healthcare settings.

• Bachelor's Degree required.

• Experience in airway management, anaesthesia, intensive care, emergency medicine, respiratory care, bronchoscopy, endoscopy, or surgical technology.

• Familiarity with video laryngoscopy, single-use endoscopy, bronchoscopy, infection control, or capital equipment procurement.

• Understanding of the procurement landscape in both Australian public and private hospitals.

• Experience with navigating tenders, pricing approvals, evaluations, and multi-stakeholder hospital purchasing processes.

• Proficient in utilizing CRM systems for managing pipeline, account strategy, and customer engagement.

• Ability to apply clinical evidence and commercial value propositions to facilitate purchasing decisions.

• Established relationships within the hospital networks of Victoria or Tasmania.

🏝️ Benefits

• No benefits, perks, or compensation extras are explicitly stated in the posting.