Territory Manager (Gebietsleiter / Vertriebsprofi / Regionalvertriebsleiter), Baden-Württemberg (Southwest Germany)

The Opportunity

• Industry: Medical Device Sales
• Salary: €73,000–€85,000, depending on experience
• Target bonus: €38,000–€44,000
• Working details: Remote and field-based, approximately four days per week spent visiting customers
• Location: Southwest Germany—Baden-Württemberg, including Stuttgart, Freiburg and surrounding areas

Medical devices company whose products make a life-changing difference to patients with emphysema and severe COPD. The treatment is minimally invasive, which saves hospital beds, and is strongly endorsed by surgeons and healthcare professionals.

You will inherit a territory with a number of existing accounts, with significant potential for growth. The opportunity is to grow these accounts, target new clients, build referral pathways and help more eligible patients to access treatment.

Company & Market Overview

The company produces valves used to treat emphysema and other COPD, which release trapped air in the lungs. The procedure is minimally invasive and helps patients to breathe more easily, improving their quality of life.

• Strong 10-year clinical data
• Established position in the German market, hospitals and clinical stakeholders
• Germany’s developing lung cancer screening programme is likely to identify more eligible patients
• The key challenge is managing stakeholders so that patients can receive the treatment; you need to build relationships with the right people.

The Role

• Manage the Southwest Germany territory to maximise patient access to treatments and achieve/exceed sales objectives
• 70% of your time will be sales activity, 30% clinical case support - approximately

Sales Work

• Develop established and underrepresented accounts
• Build on existing accounts while identifying new opportunities for growth
• Develop reference centres and centres of excellence
• Build alliances with referrers at treatment centres to improve patient outcomes
• Build referral pathways involving pulmonologists, outpatient centres, referring physicians and other relevant stakeholders
• Deliver presentations, product training and clinical education
• Bring together clinicians, payers, purchasing managers and other stakeholders around patient treatment
• Identify barriers to buying and develop strategies to overcome them
• Maintain accurate customer and account activity records in the CRM system
• Provide timely revenue forecasts and discuss opportunities with your manager
• Collect and report information about competitors, pricing, new products and customer needs

Procedure Delivery

• Case support in theatre and post-procedure follow-up.
• Advising on appropriate technology use to support optimal patient outcomes.
• Provide guidance and training to doctors and medical teams.
• Attend training classes, seminars and clinical education sessions where appropriate.
• Follow up with patients and treatment centres after procedures.
• Provide ongoing support and advice to clinical teams where necessary.

The Person

• 4+ years’ experience in a field sales role within the medical industry.
• Clinical knowledge of medical devices including respiratory, thoracic, interventional or related procedures.
• The ability to both grow existing accounts and build relationships with new customers.
• Strong understanding of the German health system: funding, treatment pathways and referral processes.
• Contacts in respiratory and/or knowledge of COPD treatment is beneficial.
• Strong territory analysis, business planning and forecasting skills.
• Budget management and forecasting skills.
• Confidence working with clinicians, purchasing managers, and decision-makers.
• Experience presenting sales seminars or training sessions to small groups.
• Willingness to travel to meet customers, clinicians and decision-makers.

Personality Fit

• Proactive, motivated to make a difference, and exceed your target.
• Enjoys autonomy and takes ownership.
• Confident in approaching new stakeholders and presenting information clearly.
• Sociable, diplomatic and able to influence a wide range of people.
• Tenacious, resilient and persistent when overcoming market barriers.
• Works with integrity and sound commercial judgement.

Location

Baden-Württemberg (remote and field-based role), including Stuttgart, Freiburg and surrounding areas.

Working hours

Approximately four days per week will be spent visiting hospitals, treatment centres, customers and referral partners. Occasional travel elsewhere in Germany and Europe may be required for training, meetings and company events.

Budgeted salary

€73,000–€85,000, depending on experience.

Bonus / Benefits

• Target bonus of €38,000–€44,000, uncapped bonus structure.
• Quarterly bonus and multiplier structure.
• Competitive and achievable bonuses through consistent territory development.
• Company car & fuel card.
• Field training and joint customer visits with experienced Territory Managers.

Start date

ASAP

Interview process

Four-stage interview process