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 ResponsibilitiesRevenue 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- 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.
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