Associate Territory Manager - Miami, FL

Job Description

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.