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.