Territory Sales Manager

Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.

A Brief Overview
The Capital Territory Manager (CTM) drives capital equipment sales for Merz Aesthetics' portfolio, including Ultherapy, to physicians and practices in plastic surgery, dermatology, facial plastic surgery, cosmetic medicine, and medical spas. The CTM owns the full capital sales cycle — prospecting, uncovering client needs, and selling capital equipment based on its clinical and economic value proposition — and leads product demonstrations for physicians and office staff. The CTM partners closely with their field counterparts and may be supported by a Capital Sales Specialist in territory execution.

What You Will Do

Sales Funnel Development

Build and manage a robust sales funnel through cold calling, networking, and phone prospecting; schedule appointments and close capital equipment sales with existing and prospective clients.

Client Engagement & Needs Assessment

Contact and visit existing and potential clients to understand their practice needs and position the company's capital equipment accordingly, addressing questions and objections throughout the sales process.

Resource Coordination

Coordinate clinical, marketing, and service resources as needed to support client evaluations, demonstrations, and post-sale needs.

Territory Budget Management

Manage the territory's sales and expense budget in line with company guidelines.

Sales Process Execution

Execute the full sales process effectively, consistently meeting minimum lead generation and closing requirements for assigned devices

Maintain an accurate, up-to-date sales funnel and appointment schedule in the assigned manner.

Product Demonstrations & Training

Conduct product demonstrations and basic product training for physicians and medical office staff.

Compliance

Follow all company policies, procedures, and regulatory requirements while maintaining a high level of integrity in all client interactions

Business Hygiene

Submit administrative reports, expense reports, and business plans accurately and on time.

Bachelor of Arts (B.A.)

5+ years sales experience, including cold calling, funnel building, and pipeline management

Preferred Qualifications

Aesthetic, plastic surgery, or dermatology background

Experience in medical device or capital equipment sales

Technical & Functional Skills

Excellent planning and organizational skills

Excellent verbal and written communication, presentation and negotiation skills

Ability to understand and explain economic value, including helping clients understand the “fit” of Merz Aesthetics capital product within our portfolio

Ability to work independently and in collaboration with our partners

Strong MS Office skills (Excel, PowerPoint, Word, Outlook etc.) and comfort with a large variety of digital communication tools and AV equipment

Professional image and influential presence

Deep knowledge of the medical device and aesthetics market

Consultative selling, value-based selling and other selling skills

Strong skills in lead generation, account planning & closing techniques

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