[Hiring] Territory Sales Manager @Halma plc

Role Description

We are seeking a high‑performing Territory Sales Manager to represent our full portfolio of microsurgical products within an assigned territory. This role is ideal for sales professionals who thrive in the operating room, enjoy building trusted surgeon relationships, and want to operate as both a clinical expert and business consultant.

As a Territory Sales Manager, you will partner closely with surgeons, OR staff, and healthcare leaders to drive adoption of MST solutions that improve surgical efficiency and patient outcomes. This role blends sales execution, clinical education, and strategic account management.

Primary Responsibilities

• Be a Trusted Clinical Partner
  • Build long‑term, trust‑based relationships with surgeons, OR staff, office teams, and Key Opinion Leaders (KOLs).
  • Serve as the primary clinical consultant for your accounts, with deep knowledge of procedures and equipment.
• Own the Operating Room Experience
  • Provide hands‑on OR support during surgical cases, ensuring correct equipment setup and immediate troubleshooting when needed.
  • “Cover cases” by ensuring all required products are stocked and by guiding surgeons and staff in real time during procedures.
• Educate and Train
  • Conduct in-service training to educate surgeons and surgical teams on MST products, including new launches.
  • Train OR technicians, nurses, and staff so they can confidently support product use during cases.
• Drive Territory Growth
  • Analyze market data to identify growth opportunities and manage territory strategy to achieve monthly and quarterly sales goals.
  • Increase surgical conversion rates, product pull‑through, and market share by converting competitive accounts.
• Act as a Business Consultant
  • Present data‑driven business cases to practices using financial modeling and reports (SPIRO, Pipeline, Close).
  • Engage executive‑level stakeholders, including C‑suite leaders, CMOs, and supply chain decision‑makers.
  • Support and participate in complex, multi‑year contract negotiations.
• Operate with Integrity
  • Maintain all required hospital credentials and compliance documentation to ensure uninterrupted OR access.
  • Adhere to all company, hospital, and regulatory requirements, upholding the highest ethical standards.

Qualifications

• Proven ability to build and sustain strong professional relationships with surgeons and clinical stakeholders.
• Comfort and professionalism working in the operating room environment, including real‑time troubleshooting during live surgical cases.
• Strong clinical aptitude with the ability to discuss complex anatomy (e.g., corneal endothelium, vitreoretinal interface, trabecular meshwork) at a high level.
• Demonstrated ability to manage a sales territory, analyze market data, and consistently meet performance expectations.
• Ability to present compelling business and financial value propositions to clinical and executive audiences.
• Willingness and ability to maintain required credentials, vaccinations, and compliance standards for clinical access.
• Willingness and ability to travel extensively within the assigned region.
• Regular time in field: Territory: 4.5 days/week. OR: 3.5 days/week.

Requirements

• Experience in medical device, surgical, or capital equipment sales.
• Ophthalmology knowledge and/or ophthalmic expertise.
• Prior success converting competitive accounts and supporting product trials.
• Confidence engaging senior healthcare executives and procurement leaders.

Benefits

• Estimated total compensation for this position is $212K-$237K depending on skills, qualifications, and performance.
• Base salary of $100K-$125K, up to $100K variable compensation and potential for $12K MBO annual bonus.
• Eligible for a competitive benefits package that includes:
  • Medical, dental, vision, life, and disability insurance.
  • 401K retirement plan.
  • Flexible spending and health savings account.
  • Paid holidays and paid time off.
  • Parental leave.
  • Employee assistance program and other company benefits.