Capital Territory Manager - South

Merz Aesthetics; Indianapolis (IN); On-site; USD 90,000 - 150,000; Full time

Job summary

Merz Aesthetics, founded in 1908, is a global aesthetics leader offering injectables, devices, and skincare products. The Capital Territory Manager will drive capital equipment sales to physicians and practices in plastic surgery, dermatology, and medical spas, managing the full sales cycle from prospecting to closing.

The role requires 5+ years of sales experience, including cold calling and pipeline management, and a strong ability to build funnels, present economic value, and coordinate

Qualifications

• BA degree or higher in a relevant field.
• 5+ years of sales experience with cold calling, funnel management and pipeline development.
• Experience in aesthetic medical devices or capital equipment is a plus.

Responsibilities

• Develop and manage a robust sales funnel from lead generation through closing.
• Prospect, engage, and close capital equipment sales with physicians and practices.
• Coordinate clinical, marketing, and service resources for demonstrations and evaluations.
• Manage territory budget and align with company guidelines.
• Deliver product demonstrations and training to physicians and staff.
• Ensure compliance with company policies and regulatory requirements.

Skills

Sales experience

Cold calling

Funnel building

Pipeline management

Lead generation

Account planning

Closing techniques

Presentation skills

Negotiation skills

Communication skills

Education

BA degree

Tools

MS Office

Job description

Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.

A Brief Overview

The 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
• 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.
• 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
• 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

Ideal candidates should live in Indiana, Ohio, Kentucky or West Virginia