Territory Manager, Airway

🕒 September 16

🇦🇺 Australia – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Account Manager

👻 Ghost score 10%

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Verathon

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 1984

🏥 Healthcare

🏭 Manufacturing

⚕️ Healthcare Insurance

Healthcare • Manufacturing • Healthcare Insurance

Verathon is a medical technology company that specializes in airway management and bladder scanning solutions. They offer innovative products such as video laryngoscopes and single-use bronchoscopes, designed to improve patient care in various medical specialties including anesthesia, emergency medicine, and critical care. With a commitment to advancing healthcare practices, Verathon combines advanced technology with a focus on sustainability and social impact.

📋 Description

• Develop and execute a territory business plan for Victoria West and Tasmania, focused on capital growth, consumable expansion, and BFlex adoption • Own sales performance for Verathon’s Airway portfolio across Victoria West and Tasmania • Protect and expand the existing GlideScope install base by identifying underutilised accounts, replacement opportunities, additional department needs, and workflow expansion opportunities • Build target account and department lists covering prospect accounts and expansion opportunities • Drive adoption of GlideScope and BFlex across ICU, Operating Theatres, Emergency Department, Ambulance, Respiratory, Anaesthesia, and other airway users • Lead clinical evaluations with clear objectives, success criteria, stakeholder alignment, and commercial next steps • Develop account-level strategies involving clinical users, department leaders, biomedical engineering, procurement, executive stakeholders, and tender decision-makers • Build relationships with key opinion leaders and clinical champions across airway management and bronchoscopy workflows • Use clinical evidence, workflow value, infection control considerations, and economic rationale to support customer decisions • Maintain an accurate sales pipeline with opportunity staging, close dates, probability, next steps, and competitive context • Document customer interactions in CRM to build institutional knowledge • Provide market intelligence on competitor activity, pricing pressure, tender developments, customer sentiment, and portfolio opportunities • Collaborate with sales leadership, clinical support, marketing, customer care, operations, and service teams • Manage pricing, approvals, evaluations, demo assets, expenses, and compliance requirements in line with Verathon policy • Represent Verathon in hospitals, clinical settings, conferences, workshops, and customer education environments

🎯 Requirements

• Proven success in medical device, capital equipment, healthcare technology, or complex B2B sales • Experience selling into hospitals, health systems, emergency care, operating theatres, intensive care, or adjacent clinical environments • Demonstrated ability to manage a sales territory with both existing accounts and new growth opportunities • Strong commercial discipline, including pipeline management, account planning, forecasting, and opportunity qualification • Ability to engage clinical, technical, procurement, and executive stakeholders • Confidence leading product evaluations, clinical demonstrations, and customer education discussions • Strong written and verbal communication skills • Ability to travel regularly across Victoria West and Tasmania • Current driver’s licence and ability to work in hospital and healthcare environments • Bachelor's Degree • Experience in airway management, anaesthesia, intensive care, emergency medicine, respiratory care, bronchoscopy, endoscopy, or surgical technology • Familiarity with video laryngoscopy, single-use endoscopy, bronchoscopy, infection control, or capital equipment procurement • Understanding of the Australian public and private hospital procurement environment • Experience navigating tenders, pricing approvals, evaluations, and multi-stakeholder hospital purchasing processes • Experience using CRM systems to manage pipeline, account strategy, and customer engagement • Ability to use clinical evidence and commercial value propositions to support purchasing decisions • Existing relationships across Victorian or Tasmanian hospital networks

🏖️ Benefits

• No benefits, perks, or compensation extras are explicitly stated in the posting

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