Role Summary
The Territory Manager is responsible for driving revenue growth across a defined geographical area, managing both existing accounts and developing new business opportunities within NHS and private hospital settings.
This is a field-based, customer-facing role focused on building strong clinical and commercial relationships, supporting product adoption, and delivering sustainable growth across both revenue and capital product lines.
Key Responsibilities
Territory Ownership & Growth
* Take full ownership of a defined territory, delivering against revenue targets and growth objectives
* Develop a detailed understanding of each account, including clinical decision-makers, procurement processes, and current product usage
* Identify opportunities to expand the use of existing products and introduce new solutions
* Monitor competitor activity and position solutions effectively within the market
Territory Planning & Strategy
* Build and maintain a structured territory plan, identifying gaps and growth opportunities across accounts
* Conduct regular account reviews, adapting strategy to overcome barriers and maximise opportunities
* Work proactively to convert insights into actionable sales activity
Business Development & Sales Execution
* Generate and progress new business opportunities through a combination of networking, customer engagement, and marketing-led activity
* Manage the full sales cycle from initial engagement through to close
* Deliver compelling, tailored proposals and presentations aligned to customer needs
* Utilise structured sales methodologies to effectively qualify and progress opportunities
Customer Engagement & Relationship Management
* Build and maintain strong relationships with clinicians, procurement teams, and key stakeholders
* Engage customers through a mix of face-to-face and remote interactions
* Act as a trusted partner, supporting clinical teams with product knowledge and application
Clinical Support & Product Adoption
* Support product implementation, onboarding, and ongoing usage within hospital departments
* Deliver training and education sessions to ensure confident and effective product use
* Identify and develop clinical advocates to drive engagement and long-term adoption
* Provide feedback on product performance and customer experience to internal teams
Collaboration & Cross-Functional Working
* Work closely with marketing on local campaigns, events, and lead generation activity
* Collaborate with Business Development Managers to support capital sales opportunities
* Share market intelligence, customer insights, and pipeline updates with internal stakeholders
What We’re Looking For
* Proven experience in medical device or healthcare sales, ideally across NHS and private sectors
* Strong track record of managing and growing a territory
* Ability to build credibility with healthcare professionals and key decision-makers
* Commercially aware with a consultative, solutions-focused approach
* Self-motivated and organised, with the ability to manage a varied and autonomous workload
* Understanding of NHS structures and procurement pathways
* Experience in clinical environments or supporting product adoption is advantageous