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Dornier MedTech

Associate Territory Manager

Miami, FL · On-site

The Associate Territory Manager (ATM), Endourology is a developmental commercial role designed to build the next generation of Dornier MedTech sales leaders. This position supports the Territory ...

Dornier MedTech America

$50K - $69K/yr

Job Overview Assist in the development and sale of Capital Equipment for Dornier MedTech to ... Collaborate with Dornier Territory Managers, Associate Managers, and Service managers in a daily ...

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Associate Territory Manager

Associate Territory Manager

Dornier MedTech

Miami, FL • On-site

Full-time

Medical, Dental, Vision, Life, Retirement

Posted 22 days ago

Job description

The Associate Territory Manager (ATM), Endourology is a developmental commercial role designed to build the next generation of Dornier MedTech sales leaders. This position supports the Territory Manager in driving revenue across laser systems, single-use fibers, and related urology products while developing the clinical, commercial, and territory management competencies required for promotion to a full Territory Manager role.
This is an entry point for driven, high-potential individuals who are ready to earn their place in a competitive, clinical sales environment. You will be expected to learn fast, work hard, take ownership, and demonstrate the kind of accountability and grit that defines a Dornier sales professional. High performers in this role have a clear and accelerated path to territorial ownership.
Key Responsibilities
Revenue Contribution and Account Development
  • Support the Territory Manager in meeting and exceeding territory revenue targets for capital and disposable product lines.
  • Drive independent revenue responsibility in designated sub-territories, accounts, or product categories as assigned.
  • Develop and maintain an active prospect list by identifying new account opportunities across hospitals, ASCs, and physician offices.
  • Execute daily call plans and account coverage schedules with discipline and documentation.
  • Manage CRM records accurately, including call notes, opportunity stages, and forecasted deals.
  • Manage and account for field inventory.

Clinical Consultation and Product Development
  • Develop clinical fluency in Dornier's endourology product portfolio through formal training programs, case observation, and self-directed learning.
  • Assist with in-service education for urologists, OR staff, and sterile processing personnel on laser systems, fibers, and related devices.
  • Provide procedural case coverage support as directed, including OR presence during Endourolgy procedures.
  • Develop working knowledge of urology procedural anatomy and clinical workflows relevant to ThuLEP, HoLEP, laser lithotripsy, and related endourology procedures.
  • Actively build product knowledge on competitive systems to support differentiated selling conversations.

Stakeholder Engagement and Commercial Skill Building
  • Build professional relationships with key clinical stakeholders including urologists, urology nurses, OR technicians, and department administrators.
  • Support Territory Manager in multi-stakeholder account navigation, including participation in facility evaluations, demos, and presentations.
  • Develop foundational understanding of financial business models, GPO contract structures, and cost-per-case analysis as tools for commercial conversations.
  • Attend and contribute to business reviews, quarterly planning sessions, and territory strategy discussions.

Professional Development and Compliance
  • Complete all required Dornier training programs, clinical certifications, and field competency assessments on schedule.
  • Maintain up-to-date hospital credentialing and vendor access compliance across all assigned accounts.
  • Adhere to AdvaMed Code of Ethics and all applicable healthcare facility protocols in every customer interaction.
  • Represent Dornier at regional urology meetings, trade shows, and educational symposia.
  • Participate in coaching sessions, field rides, and performance development reviews with the Territory Manager and Area Sales Director.
Qualifications
Required
  • Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or demonstrated equivalent professional achievement.
  • A documented track record of personal, academic, or professional achievement demonstrating competitive drive, resilience, and a growth mindset.
  • Excellent interpersonal, communication, and presentation skills with the ability to build credibility quickly with clinical and administrative professionals.
  • High initiative, self-direction, and organizational discipline; ability to manage a complex daily schedule without close supervision.
  • Proficiency with Microsoft Office Suite and ability to learn CRM systems quickly.
  • Valid driver's license and ability to travel within the assigned territory, including overnight travel as required, approximately 50-60% of time.
  • Must meet all healthcare facilities credentialing and access requirements.

Preferred
  • 1 to 3 years of outside sales, healthcare, or clinical experience. Medical device, pharmaceutical, surgical, or hospital-related backgrounds are strongly preferred.
  • Prior exposure to urology, surgical, or OR environments.
  • Experience with consultative or needs-based selling approaches.
  • Demonstrated comfort in clinical or procedural settings.
  • Passion for healthcare, patient outcomes, and continuous learning.

Dornier MedTech offers a full benefits package including medical, dental, and vision coverage, company-paid life and disability insurance, 401(k) match, generous PPL, 12 paid holidays, and tuition reimbursement, because we invest in our people as much as our technology.

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