Job Specification: Senior Territory Manager – Orthopaedics

Location: Dublin & Greater Dublin Region
Department: Sales / Surgical Orthopaedics
Reports to: Regional Sales Manager / National Sales Lead

Overview

We are seeking a highly motivated and experienced Senior Territory Manager to drive strategic sales growth within the orthopaedics portfolio across Dublin and the surrounding region. This role is suited to a commercial leader who thrives in clinical environments, builds strong stakeholder relationships, and delivers consultative, value-driven solutions to surgeons, theatre teams, and hospital decision makers.

The successful candidate will take ownership of a high-performing territory, managing established accounts while identifying and converting new opportunities within both public and private hospital systems. This is a senior commercial role requiring deep clinical understanding, strong planning capability, and proven sales leadership.

Key Responsibilities

Territory & Account Management

• Lead and grow a designated territory within the orthopaedic surgery market, achieving and exceeding sales targets.

• Develop and maintain strong relationships with orthopaedic surgeons, theatre managers, nurses, procurement teams, and hospital administration.

• Conduct high-quality product demonstrations, case support, and in-theatre guidance.

• Deliver strategic account plans, forecasting, and pipeline management for all key sites.

Sales Leadership & Strategy

• Identify new business opportunities, competitive conversions, and product pull-through strategies.

• Collaborate with cross-functional teams (marketing, clinical specialists, technical support) to drive territory performance.

• Provide market intelligence, competitor insights, and customer feedback to support product positioning and strategic planning.

Clinical & Technical Expertise

• Maintain expert-level knowledge of the orthopaedic portfolio, including implants, instruments, and enabling technologies.

• Offer high-level clinical support during surgical procedures, ensuring safe and effective product usage.

• Train hospital staff and support continuous education sessions.

Operational Excellence

• Manage territory budgets, pricing discussions, tender processes, and contract negotiations.

• Maintain accurate CRM reporting for activity, opportunities, and customer engagement.

• Represent the organisation at national and regional conferences, workshops, and clinical education events.

Skills & Experience

Required

• Minimum 3–5 years’ sales experience in medical devices, ideally within orthopaedics, trauma, spine, or related surgical fields.

• Proven track record of exceeding territory targets and driving sustainable revenue growth.

• Demonstrated ability to influence senior clinical stakeholders and support procedures in operating theatres.

• Strong commercial acumen, negotiation capability, and strategic planning skills.

• Full, clean driving licence and willingness to travel across the Dublin region.

Preferred

• Experience in premium surgical implant portfolios (e.g., joint reconstruction, sports medicine, trauma).

• Background supporting case coverage in theatre environments.

• Knowledge of Irish hospital procurement pathways and tender processes.

Personal Attributes

• Highly self-driven, organised, and accountable.

• Strong communicator with the ability to build trust quickly.

• Comfortable working independently while collaborating with broader commercial teams.

• Adaptable, resilient, and solutions-oriented.

• Passion for continuous learning and maintaining clinical expertise.

Package

• Competitive base salary with uncapped performance-based bonus.

• Company vehicle or car allowance.

• Pension, healthcare, and additional benefits package.

• Full product and clinical training, with ongoing professional development.