A Brief OverviewThe Capital Territory Manager (CTM) drives capital equipment sales for Merz Aesthetics' portfolio, including Ultherapy, to physicians and practices in plastic surgery, dermatology, facial plastic surgery, cosmetic medicine, and medical spas. The CTM owns the full capital sales cycle - prospecting, uncovering client needs, and selling capital equipment based on its clinical and economic value proposition - and leads product demonstrations for physicians and office staff. The CTM partners closely with their field counterparts and may be supported by an Capital Sales Specialist in territory execution.
What You Will Do- Sales Funnel Development
- Build and manage a robust sales funnel through cold calling, networking, and phone prospecting; schedule appointments and close capital equipment sales with existing and prospective clients.
- Client Engagement & Needs Assessment
- Contact and visit existing and potential clients to understand their practice needs and position the company's capital equipment accordingly, addressing questions and objections throughout the sales process.
- Resource Coordination
- Coordinate clinical, marketing, and service resources as needed to support client evaluations, demonstrations, and post-sale needs.
- Territory Budget Management
- Manage the territory's sales and expense budget in line with company guidelines.
- Sales Process Execution
- Execute the full sales process effectively, consistently meeting minimum lead generation and closing requirements for assigned devices
- Pipeline & Appointment Management
- Maintain an accurate, up-to-date sales funnel and appointment schedule in the assigned manner.
- Product Demonstrations & Training
- Conduct product demonstrations and basic product training for physicians and medical office staff.
- Compliance
- Follow all company policies, procedures, and regulatory requirements while maintaining a high level of integrity in all client interactions
- Business Hygiene
- Submit administrative reports, expense reports, and business plans accurately and on time.
Minimum Requirements- Bachelor of Arts (B.A.)
- 5+ years sales experience, including cold calling, funnel building, and pipeline management
Preferred Qualifications- Aesthetic, plastic surgery, or dermatology background
- Experience in medical device or capital equipment sales
Technical & Functional Skills- Excellent planning and organizational skills
- Excellent verbal and written communication, presentation and negotiation skills
- Ability to understand and explain economic value, including helping clients understand the "fit" of Merz Aesthetics capital product within our portfolio
- Ability to work independently and in collaboration with our partners
- Strong MS Office skills (Excel, PowerPoint, Word, Outlook etc.) and comfort with a large variety of digital communication tools and AV equipment
- Professional image and influential presence
- Strong relationship management & physician engagement skills
- Deep knowledge of the medical device and aesthetics market
- Consultative selling, value-based selling and other selling skills
- Strong skills in lead generation, account planning & closing techniques
