Territory Manager

Lobby Co; Buffalo (NY); On-site; USD 100,000 - 230,000; Full time

Benefits offered by this job

RSUs at sign-on

Car allowance

Full benefits

Job summary

Lobby Co. is seeking a seasoned Territory Manager to drive the commercial success and clinical adoption of robotic therapy across Western New York.

You will guide surgeons and care teams through the adoption curve, train new physicians, and build lasting relationships with hospital leadership. You will lead strategic account plans, forecast pipeline, and coordinate cross-functional teams to ensure seamless execution from pre-installation to post-launch.

Qualifications

• Bachelor's degree or equivalent experience required.
• 5+ years of OR-based medical devices sales experience.
• Proven success driving procedural adoption and quota attainment.
• Ability to cover a case independently within 60 days after training completion.

Responsibilities

• Lead system launches and establish the company’s therapies as preferred treatment options.
• Meet or exceed quarterly sales quotas through procedural volume growth.
• Develop territory and account plans with forecasting and pipeline management.
• Build strong relationships with surgeons, OR teams, KOLs, and hospital stakeholders.
• Coordinate onboarding and training of new physicians through the surgeon pathway.
• Collaborate with Clinical, Capital and Launch teams for cross-functional execution.
• Provide case coverage as needed to ensure procedural success.
• Optimize patient pathways and expand access within the territory.

Skills

Account management

Forecasting

Relationship building

Education

Bachelor's degree or equivalent experience

Tools

CRM software

Job description

The Opportunity That Awaits You

As a Territory Manager, you will play a pivotal role in driving the commercial success and clinical adoption of the Robotic across your territory. You will lead the expansion of the therapy by developing strategic account plans, driving procedural growth, and ensuring surgeons and hospital systems experience the full value of the company’s technology. This is a high-impact, customer-facing role that directly influences market penetration, utilization, and long-term account performance.

In this position, you will guide surgeons and care teams through the adoption curve—supporting training, onboarding, and practice integration to maximize procedural success. You will cultivate deep relationships with clinical and administrative stakeholders, ensuring strong engagement from active surgeons while reactivating dormant accounts and identifying new opportunities for program expansion. Your work will require balancing tactical execution of field programs with strategic decision-making that aligns with hospital needs, surgeon workflows, and broader commercial goals.

We are seeking a proven medical device professional who thrives in complex OR-based selling environments and has demonstrated success driving procedural adoption and quota attainment. You will partner closely with Clinical, Capital, and Launch teams to ensure seamless cross-functional execution, smooth account transitions, and operational efficiency across your territory. Your ability to influence surgeon behavior, optimize scheduling, and deliver a consistently positive customer experience will be essential to your success.

This opportunity is ideal for a commercially driven, relationship-oriented leader who wants to shape market growth while representing a transformative robotic therapy. You will have significant autonomy to drive business outcomes, backed by a collaborative organization invested in your success.

What Your Day-To-Day Will Involve

• Lead system launches and establish the company’s therapies as the preferred treatment options
• Meet or exceed quarterly sales quotas through procedural volume growth within existing and new accounts
• Develop comprehensive territory and account plans, including accurate forecasting and pipeline management
• Build strong relationships with surgeons, OR teams, KOLs, and hospital stakeholders
• Partner with Marketing and Clinical Specialists to onboard and train new physicians through the surgeon pathway
• Collaborate proactively with Clinical Specialists, Capital, and Launch teams to coordinate account planning, share insights, and ensure seamless execution across pre- and post-installation phases
• Provide case coverage support as needed (typically ~1 day per week) to ensure optimal customer experience and procedural success
• Collaborate with surgeons and hospital teams to optimize patient pathways and expand patient access.
• Understand the pathway of a patient inside the office of the surgeon dedicating time each week integrating into the practice
• Facilitate customer change-management and drive standardization of workflows to overcome adoption barriers (e.g., surgeon behavior, scheduling blocks, OR learning curve)
• Synthesize customer insights and market trends to inform Marketing and R&D priorities

What Success Looks Like

• Sales Performance: Quota attainment through procedural volume growth
• Account Retention: Sustained engagement of active accounts and reactivation of dormant surgeons
• Operational Efficiency: Increased procedural efficiency and optimized scheduling
• Collaboration: Effective cross-team handoffs and change management across Sales, Clinical, and Capital teams
• Surgeon Satisfaction: Positive surgeon feedback

The Qualifications We Need You to Possess

• Bachelor’s degree or equivalent experience
• 5+ years of experience in OR-based medical devices sales
• Proven success driving procedural adoption, account growth, and quota attainment
• Strong business acumen with ability to manage complex hospital selling environments and practice integration experience selling inside a practice / clinic setting
• As a condition of employment, you must achieve clinical proficiency such that you can cover a case independently within 60 days post-graduation of our internal sales training program. Should you need additional support to achieve this milestone there is a possibility for 30 days supplemental coaching to gain sign-off.

The Qualifications We Would Like You to Possess

• Strong solution-selling and strategic account management skills
• Proficient in surgeon training and onboarding
• Relationship building across surgeons and hospital staff
• Skilled in forecasting and CRM utilization
• Demonstrated ability to have delivered financial results (e.g., quota)

Territory: Western New York

Compensation: 100K base, 130K variable, total comp is 230K at plan, uncapped, RSU’s at sign-on, full benefits, $700 car allowance