Surgical Territory Manager - Midlands

Job description

If you’re an experienced hospital sales professional who thrives in complex clinical environments, this is a chance to own a high-impact territory where outcomes, relationships, and commercial performance genuinely sit in your hands. You’ll work across NHS and private providers, leading consultative, education-led selling cycles for a portfolio of surgical products and associated consumables—building long-term partnerships, driving adoption, and growing market share through value (not just volume).

The Role

As Surgical Territory Manager, you’ll be the key point of contact across a defined territory—managing existing accounts while proactively developing new business. You’ll operate as a credible clinical-facing partner: identifying stakeholders, guiding evaluations, delivering training, and progressing opportunities through to close with disciplined pipeline management and accurate forecasting.

Key Responsibilities

• Own and grow a territory across NHS and private surgical providers, delivering against agreed revenue and growth targets.
• Manage day-to-day needs of existing accounts, ensuring retention, service excellence, and long-term relationship development.
• Identify and engage key stakeholders (clinical and non-clinical), mapping influence and decision-making to progress opportunities.
• Lead consultative sales conversations focused on discovery, education, and problem-solving—understanding core drivers, challenges, and longer-term goals.
• Deliver product demonstrations, clinical/technical education, and structured user training—ensuring safe, competent adoption and ongoing support.
• Support implementation of complex products into clinical settings, including guided learning, feedback loops, and competency assurance where required.
• Provide high-quality account support (e.g., prompt query resolution, service support, practice development activity, and outcome/usage data review).
• Maintain strong awareness of competitor landscape, using insights to differentiate and protect/grow share.
• Build, manage, and report a healthy pipeline in Salesforce, tracking activity, forecasting accurately, and executing to plan.
• Create territory business plans including account prioritisation, stakeholder mapping, strategic planning, and tangible action plans.
• Work collaboratively with internal specialists and cross-functional partners to coordinate activity, unblock challenges, and accelerate wins.
  

What Success looks like (KPI's)

• Performance vs. Territory sales targets
• Sales growth vs. Prior period
• New product uptake / product mix growth
• Coverage and frequency against target accounts
• Quality and accuracy of forecasting and pipeline hygiene (Salesforce)
• Account planning discipline and stakeholder mapping
  

What you'll Bring (Essential)

• Proven track record of growing revenue and winning business in a hospital/clinical sales environment.
• Confidence supporting the implementation of complex products into clinical settings.
• Strong commercial acumen with a structured, results-driven sales approach.
• Consistent pipeline discipline: activity tracking, opportunity management, and accurate forecasting via CRM (Salesforce experience ideal).
• Ability to build credibility quickly with a broad range of stakeholders and maintain professionalism in clinical environments.
• Strong negotiation skills—closing efficiently and professionally, with clear ownership and accountability.
• High personal organisation: meticulous follow-up, dependable execution, and customer-first service standards.
• Resilience, self-discipline, and drive in a competitive, target-led environment.
  

Desirable

• Understanding of NHS structures and procurement frameworks.
• Experience navigating complex selling cycles, tenders, and contractual agreements.
• Medical device / surgical consumables / capital equipment sales experience.
• Ability to acquire and communicate detailed clinical/technical information to varied audiences.
  

How You'll Work

• Intellectually curious: you proactively learn the customer, market, and competitive landscape to spot opportunities early.
• Credible educator: you can translate technical detail into customer-relevant value and confident adoption.
• Collaborative operator: you engage internal partners early and plan activity with purpose.
• Structured and disciplined: you keep momentum through distractions and execute a clear territory plan.
• Professional in theatre/clinical settings: you maintain the right standards around etiquette, infection prevention, confidentiality, and site protocols.
  

Key Relationships

• External: NHS and private sector stakeholders at all levels (clinical and non-clinical).
• Internal: Regional Sales leadership, field sales colleagues, customer services, key account management, product specialists, marketing, and product management.

Extra information

Status

Open

Education Level

Secondary School

Location

Birmingham

Type of Contract

Full-time jobs

Published at

14-02-2026

Full UK/EU driving license preferred

No

Car Preferred

No

Must be eligible to work in the EU

No

Cover Letter Required

No

Languages

English