Territory Manager, Airway - Western Victoria and Tasmania

Verathon is a global medical device company focused on supporting customers by being their trusted partner, delivering high-quality products that endure over time and ensure clinical and economic utility. Two areas where Verathon has significantly impacted patient care, and become the market leader in each, are bladder volume measurement and airway management. The company’s BladderScan portable ultrasound and GlideScope video laryngoscopy & bronchoscopy systems effectively address unmet needs for healthcare providers and meaningfully raise the standard of care for patients. Verathon, a subsidiary of Roper Technologies, is headquartered in Bothell, Washington, USA and has international subsidiaries in Canada, Europe and Asia Pacific. For more information, please visit www.verathon.com.

The Opportunity

Verathon ANZ is entering an important growth phase across its Airway portfolio. With a strong installed base across Victoria West and Tasmania, this territory is not a greenfield market. It is a territory with an existing foundation, meaningful customer relationships, and significant opportunity to expand how hospitals use GlideScope and BFlex across critical airway workflows.

This role is for a Territory Manager who can convert that foundation into disciplined, sustainable growth.

You will be responsible for developing and executing the commercial plan for Verathon’s Airway portfolio across Victoria West and Tasmania, with primary call points across Intensive Care, Operating Theatres, Emergency Departments, Ambulance services, and other clinical teams using video laryngoscopy and bronchoscopy. The role requires someone who can protect and grow the existing GlideScope install base, expand consumable utilisation, build BFlex adoption, and identify capital opportunities that strengthen Verathon’s position as the airway partner of choice.

The successful candidate will be commercially sharp, clinically credible, and disciplined in how they plan, execute, and follow through. This is not a role built around activity volume alone. It is about the quality of customer conversations, the ability to identify real opportunities, and the consistency to move those opportunities forward.

The Territory

Victoria West and Tasmania is an established Airway territory with a strong GlideScope install base and meaningful opportunity for expansion. Success in this territory will come from balancing three priorities:

1. Protecting and growing existing customers through strong account management and clinical engagement.
2. Expanding utilisation across departments, shifts, and clinical workflows where GlideScope and BFlex can deliver value.
3. Building a disciplined pipeline of capital, consumable, and conversion opportunities across public and private hospitals.

This territory requires a Territory Manager who understands that an install base is not the same as market control. Strong equipment placement creates access, but growth comes from disciplined execution, stakeholder mapping, evaluation planning, procurement navigation, and consistent follow-up.

Sales Results and Commercial Ownership

You will own the sales performance for the Airway portfolio across Victoria West and Tasmania. This includes capital equipment sales, single-use video laryngoscope consumables, BFlex single-use bronchoscopes, and related portfolio opportunities.

You will be expected to develop a clear territory strategy that identifies where to defend, where to expand, and where to convert. This includes understanding current customer utilisation, competitor activity, tender signals, product gaps, and the clinical workflows that drive purchasing decisions.

Strong performance in this role means more than achieving a number. It means building a territory that becomes more predictable, more defensible, and more commercially productive over time.

Building a High-Quality Sales Territory

Great territory management at Verathon means earning the right to be seen by customers as a trusted clinical and commercial partner.

The standard is not simply visiting accounts. The standard is preparing for each interaction with a clear purpose, engaging the right stakeholders, identifying the next commercial step, and documenting the account knowledge needed to build future opportunity.

A strong Territory Manager should be able to clearly answer:

• Which accounts are growing and why?
• Which accounts are underutilising the installed base?
• Where is BFlex adoption strongest and where is it blocked?
• Which departments are influencing airway decisions?
• Which customers are vulnerable to competitor pressure?
• Which capital opportunities are real, funded, and moving?
• What is the next step that advances each meaningful opportunity?

Specifically, You Will

• Develop and execute a territory business plan for Victoria West and Tasmania, focused on capital growth, consumable expansion, and BFlex adoption.
• Protect and expand the existing GlideScope install base by identifying underutilised accounts, replacement opportunities, additional department needs, and workflow expansion opportunities.
• Build a defined list of target accounts and target departments, including both prospect accounts and material expansion opportunities.
• Drive adoption of GlideScope and BFlex across ICU, Operating Theatres, Emergency Department, Ambulance, Respiratory, Anaesthesia, and other airway users.
• Lead clinical evaluations with clear objectives, success criteria, stakeholder alignment, and commercial next steps.
• Develop account-level strategies that include clinical users, department leaders, biomedical engineering, procurement, executive stakeholders, and tender decision-makers.
• Build strong relationships with key opinion leaders and clinical champions across airway management and bronchoscopy workflows.
• Use clinical evidence, workflow value, infection control considerations, and economic rationale to support customer decision-making.
• Maintain a disciplined sales pipeline with accurate opportunity staging, close dates, probability, next steps, and competitive context.
• Document customer interactions in CRM with enough detail to build institutional knowledge, not just activity history.
• Provide market intelligence on competitor activity, pricing pressure, tender developments, customer sentiment, and emerging portfolio opportunities.
• Work collaboratively with sales leadership, clinical support, marketing, customer care, operations, and service teams to deliver a strong customer experience.
• Manage pricing, approvals, evaluations, demo assets, expenses, and compliance requirements in line with Verathon policy.
• Represent Verathon professionally in hospitals, clinical settings, conferences, workshops, and customer education environments.

What Good Looks Like

A high-performing Territory Manager in this role will demonstrate:

• Clear ownership of the territory number and the activities that drive it.
• Strong account planning, not reactive account coverage.
• Ability to turn an installed base into measurable consumable and capital growth.
• Consistent progression of opportunities from clinical interest to commercial outcome.
• Strong clinical credibility with ICU, OT, ED, Ambulance, Anaesthesia, and airway stakeholders.
• Commercial confidence in conversations involving price, budget, procurement, tenders, competitor positioning, and ROI.
• High-quality CRM discipline that reflects the substance of customer interactions.
• Strong judgement on where to invest time and where to walk away.
• Willingness to receive coaching, act on feedback, and raise the standard of execution.
• A growth mindset, supported by preparation, accountability, and follow-through.

Required Experience

• Proven success in medical device, capital equipment, healthcare technology, or complex B2B sales.
• Experience selling into hospitals, health systems, emergency care, operating theatres, intensive care, or adjacent clinical environments.
• Demonstrated ability to manage a sales territory with both existing accounts and new growth opportunities.
• Strong commercial discipline, including pipeline management, account planning, forecasting, and opportunity qualification.
• Ability to engage clinical, technical, procurement, and executive stakeholders.
• Confidence leading product evaluations, clinical demonstrations, and customer education discussions.
• Strong written and verbal communication skills.
• Ability to travel regularly across Victoria West and Tasmania.
• Current driver’s licence and ability to work in hospital and healthcare environments.
  
• Bachelor's Degree

Desirable Experience

• Experience in airway management, anaesthesia, intensive care, emergency medicine, respiratory care, bronchoscopy, endoscopy, or surgical technology.
• Familiarity with video laryngoscopy, single-use endoscopy, bronchoscopy, infection control, or capital equipment procurement.
• Understanding of the Australian public and private hospital procurement environment.
• Experience navigating tenders, pricing approvals, evaluations, and multi-stakeholder hospital purchasing processes.
• Experience using CRM systems to manage pipeline, account strategy, and customer engagement.
• Ability to use clinical evidence and commercial value propositions to support purchasing decisions.
• Existing relationships across Victorian or Tasmanian hospital networks.