Associate Territory Manager - California

Job Description

Job Description

About Dornier MedTech

Dornier MedTech is part of Advanced Medical Technologies Holding (AMTH), with Global Headquarters in Singapore and U.S. Headquarters in Kennesaw, Georgia. For more than 50 years, Dornier has been a pioneer in urology, renowned for German engineering excellence and a relentless commitment to advancing patient care. Our laser, fiber, and lithotripsy platforms set the global standard for quality, reliability, and clinical performance. We are growing aggressively across the U.S. and looking for exceptional commercial talent to accelerate that growth.

Position Summary

The Associate Territory Manager (ATM), Endourology located in Northern California 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.

Compensation and Benefits

• Competitive base salary commensurate with experience and market.
• Performance-based commission tied to territory and individual results.
• Comprehensive Medical, Dental, and Vision coverage effective on date of hire.
• Company-paid Life and Short-Term and Long-Term Disability Insurance.
• 401(k) with employer match after 1 months.
• Car allowance or company vehicle program.
• Paid vacation, sick leave, and holidays.
• Structured onboarding, clinical training, and field development program.
• Mentorship from experienced Territory Managers and leadership team.