Territory Manager, Airway

• Develop and execute a territory business plan for Victoria West and Tasmania, focused on capital growth, consumable expansion, and BFlex adoption
• Own sales performance for Verathon’s Airway portfolio across Victoria West and Tasmania
• Protect and expand the existing GlideScope install base by identifying underutilised accounts, replacement opportunities, additional department needs, and workflow expansion opportunities
• Build target account and department lists covering prospect accounts and expansion opportunities
• Drive adoption of GlideScope and BFlex across ICU, Operating Theatres, Emergency Department, Ambulance, Respiratory, Anaesthesia, and other airway users
• Lead clinical evaluations with clear objectives, success criteria, stakeholder alignment, and commercial next steps
• Develop account-level strategies involving clinical users, department leaders, biomedical engineering, procurement, executive stakeholders, and tender decision-makers
• Build relationships with key opinion leaders and clinical champions across airway management and bronchoscopy workflows
• Use clinical evidence, workflow value, infection control considerations, and economic rationale to support customer decisions
• Maintain an accurate sales pipeline with opportunity staging, close dates, probability, next steps, and competitive context
• Document customer interactions in CRM to build institutional knowledge
• Provide market intelligence on competitor activity, pricing pressure, tender developments, customer sentiment, and portfolio opportunities
• Collaborate with sales leadership, clinical support, marketing, customer care, operations, and service teams
• Manage pricing, approvals, evaluations, demo assets, expenses, and compliance requirements in line with Verathon policy
• Represent Verathon in hospitals, clinical settings, conferences, workshops, and customer education environments

• Proven success in medical device, capital equipment, healthcare technology, or complex B2B sales
• Experience selling into hospitals, health systems, emergency care, operating theatres, intensive care, or adjacent clinical environments
• Demonstrated ability to manage a sales territory with both existing accounts and new growth opportunities
• Strong commercial discipline, including pipeline management, account planning, forecasting, and opportunity qualification
• Ability to engage clinical, technical, procurement, and executive stakeholders
• Confidence leading product evaluations, clinical demonstrations, 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 and healthcare environments
• Bachelor's Degree
• Experience in airway management, anaesthesia, intensive care, emergency medicine, respiratory care, bronchoscopy, endoscopy, or surgical technology
• Familiarity with video laryngoscopy, single-use endoscopy, bronchoscopy, infection control, or capital equipment procurement
• Understanding of the Australian public and private hospital procurement environment
• Experience navigating tenders, pricing approvals, evaluations, and multi-stakeholder hospital purchasing processes
• Experience using CRM systems to manage pipeline, account strategy, and customer engagement
• Ability to use clinical evidence and commercial value propositions to support purchasing decisions
• Existing relationships across Victorian or Tasmanian hospital networks

• No benefits, perks, or compensation extras are explicitly stated in the posting