Job Specification: Senior Territory Manager – Orthopaedics
Location: Dublin & Greater Dublin Region
Department: Sales / Surgical Orthopaedics
Reports to: Regional Sales Manager / National Sales Lead
Overview
We are seeking a highly motivated and experienced Senior Territory Manager to drive strategic sales growth within the orthopaedics portfolio across Dublin and the surrounding region. This role is suited to a commercial leader who thrives in clinical environments, builds strong stakeholder relationships, and delivers consultative, value-driven solutions to surgeons, theatre teams, and hospital decision makers.
The successful candidate will take ownership of a high-performing territory, managing established accounts while identifying and converting new opportunities within both public and private hospital systems. This is a senior commercial role requiring deep clinical understanding, strong planning capability, and proven sales leadership.
Key Responsibilities
Territory & Account Management
* Lead and grow a designated territory within the orthopaedic surgery market, achieving and exceeding sales targets.
* Develop and maintain strong relationships with orthopaedic surgeons, theatre managers, nurses, procurement teams, and hospital administration.
* Conduct high-quality product demonstrations, case support, and in-theatre guidance.
* Deliver strategic account plans, forecasting, and pipeline management for all key sites.
Sales Leadership & Strategy
* Identify new business opportunities, competitive conversions, and product pull-through strategies.
* Collaborate with cross-functional teams (marketing, clinical specialists, technical support) to drive territory performance.
* Provide market intelligence, competitor insights, and customer feedback to support product positioning and strategic planning.
Clinical & Technical Expertise
* Maintain expert-level knowledge of the orthopaedic portfolio, including implants, instruments, and enabling technologies.
* Offer high-level clinical support during surgical procedures, ensuring safe and effective product usage.
* Train hospital staff and support continuous education sessions.
Operational Excellence
* Manage territory budgets, pricing discussions, tender processes, and contract negotiations.
* Maintain accurate CRM reporting for activity, opportunities, and customer engagement.
* Represent the organisation at national and regional conferences, workshops, and clinical education events.
Skills & Experience
Required
* Minimum 3–5 years’ sales experience in medical devices, ideally within orthopaedics, trauma, spine, or related surgical fields.
* Proven track record of exceeding territory targets and driving sustainable revenue growth.
* Demonstrated ability to influence senior clinical stakeholders and support procedures in operating theatres.
* Strong commercial acumen, negotiation capability, and strategic planning skills.
* Full, clean driving licence and willingness to travel across the Dublin region.
Preferred
* Experience in premium surgical implant portfolios (e.g., joint reconstruction, sports medicine, trauma).
* Background supporting case coverage in theatre environments.
* Knowledge of Irish hospital procurement pathways and tender processes.
Personal Attributes
* Highly self-driven, organised, and accountable.
* Strong communicator with the ability to build trust quickly.
* Comfortable working independently while collaborating with broader commercial teams.
* Adaptable, resilient, and solutions-oriented.
* Passion for continuous learning and maintaining clinical expertise.
Package
* Competitive base salary with uncapped performance-based bonus.
* Company vehicle or car allowance.
* Pension, healthcare, and additional benefits package.
* Full product and clinical training, with ongoing professional development.
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