[Hiring] Territory Manager @Verathon

Role Description

Verathon ANZ is entering an important growth phase across its Airway portfolio. This role is for a Territory Manager who can convert that foundation into disciplined, sustainable growth.

• Responsible for developing and executing the commercial plan for Verathon’s Airway portfolio across Victoria West and Tasmania.
• Primary call points include Intensive Care, Operating Theatres, Emergency Departments, Ambulance services, and other clinical teams using video laryngoscopy and bronchoscopy.
• Protect and grow the existing GlideScope install base, expand consumable utilisation, build BFlex adoption, and identify capital opportunities.
• Focus on the quality of customer conversations and the ability to identify real opportunities.

Responsibilities

• Protecting and growing existing customers through strong account management and clinical engagement.
• Expanding utilisation across departments, shifts, and clinical workflows.
• Building a disciplined pipeline of capital, consumable, and conversion opportunities.
• Developing a clear territory strategy that identifies where to defend, expand, and convert.
• Building a territory that becomes more predictable, defensible, and commercially productive over time.

Specifically, You Will

• Develop and execute a territory business plan for Victoria West and Tasmania.
• Protect and expand the existing GlideScope install base.
• Build a defined list of target accounts and target departments.
• Drive adoption of GlideScope and BFlex across various clinical settings.
• Lead clinical evaluations with clear objectives and success criteria.
• Develop account-level strategies that include various stakeholders.
• Build strong relationships with key opinion leaders and clinical champions.
• Use clinical evidence and economic rationale to support customer decision-making.
• Maintain a disciplined sales pipeline with accurate opportunity staging.
• Document customer interactions in CRM with detailed information.
• Provide market intelligence on competitor activity and emerging portfolio opportunities.
• Work collaboratively with various teams to deliver a strong customer experience.
• Manage pricing, approvals, evaluations, and compliance requirements.
• Represent Verathon professionally in various settings.

What Good Looks Like

• Clear ownership of the territory number and the activities that drive it.
• Strong account planning and proactive account coverage.
• Ability to turn an installed base into measurable growth.
• Consistent progression of opportunities from clinical interest to commercial outcome.
• Strong clinical credibility with various stakeholders.
• Commercial confidence in conversations involving price and procurement.
• High-quality CRM discipline that reflects customer interactions.
• Strong judgement on where to invest time.
• Willingness to receive coaching and act on feedback.
• A growth mindset supported by preparation and accountability.

Qualifications

• Proven success in medical device, capital equipment, or complex B2B sales.
• Experience selling into hospitals, health systems, or adjacent clinical environments.
• Demonstrated ability to manage a sales territory with existing accounts and new growth opportunities.
• Strong commercial discipline, including pipeline management and account planning.
• Ability to engage clinical, technical, procurement, and executive stakeholders.
• Confidence leading product evaluations 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 environments.
• Bachelor's Degree.

Desirable Experience

• Experience in airway management, anaesthesia, or intensive care.
• Familiarity with video laryngoscopy and capital equipment procurement.
• Understanding of the Australian public and private hospital procurement environment.
• Experience navigating tenders and multi-stakeholder hospital purchasing processes.
• Experience using CRM systems to manage pipeline and customer engagement.
• Ability to use clinical evidence to support purchasing decisions.
• Existing relationships across Victorian or Tasmanian hospital networks.