Capital Sales Manager （Surgical Robotics）

Capital Sales Manager – Surgical Robotics

Location: Europe / Frankfurt, Germany

Company: Edge Medical

Employment Type: Full-time

About the Company

Edge Medical is a rapidly growing surgical robotics company focused on advancing minimally invasive surgery through innovative robotic technology.

About the Role

As we continue expanding our international presence, we are looking for an experienced Capital Sales Manager to lead the commercial development of our surgical robotics business within the assigned territory. This is a highly entrepreneurial role for a commercially driven sales professional who enjoys building markets, developing strategic hospital relationships and taking complex capital equipment opportunities from initial engagement through to system placement.

Responsibilities

• Develop and execute territory business plans to achieve revenue and market development objectives.
• Identify and develop new hospital accounts, strategic opportunities, surgeons and KOL relationships.
• Build long-term relationships with hospital executives, procurement teams, department heads and clinical stakeholders.
• Lead the complete capital sales cycle, from prospecting and opportunity development to product demonstrations, business case development, quotations, tenders, negotiations, contracting and payment collection.
• Develop and maintain a high-quality sales pipeline and provide accurate sales forecasts.
• Understand hospital capital budgeting, procurement and tender processes and effectively navigate complex decision-making structures.
• Develop compelling value propositions and business cases for robotic surgery investment, including clinical and economic considerations.
• Lead commercial negotiations with hospitals and other strategic customers.
• Develop, support and manage distributors where applicable.
• Work closely with Clinical Sales and Clinical Application teams to support demonstrations, evaluations, installations and customer adoption.
• Collaborate with Marketing, Service Engineering, Clinical and Global Commercial teams to ensure successful customer implementation and long-term account development.
• Monitor market trends, competitor activities, customer needs and emerging opportunities within the territory.
• Represent Edge Medical at medical conferences, exhibitions, workshops, hospital meetings and other industry events.
• Maintain accurate CRM records and regularly report on pipeline, forecasts, market development and key opportunities.

Distributor Market Responsibilities

• Manage and develop distributor partnerships across assigned markets, ensuring effective channel coverage and sustainable business growth.
• Empower distributors through product training, clinical education, sales tools and go-to-market support to enhance their professional capabilities.
• Work closely with distributors to strengthen their sales and clinical support teams and improve their product knowledge and market development capabilities.
• Develop joint business plans with key distributors and collaborate on customer acquisition, market development, KOL engagement and educational activities.
• Continuously optimize channel coverage and identify opportunities to expand into new territories, hospitals and customer segments.
• Monitor distributor performance against agreed business objectives, identify gaps and provide appropriate support to drive growth.
• Work collaboratively with distributors on key accounts and strategic projects, leveraging both distributor resources and company resources to accelerate market penetration.

Qualifications

• Bachelor’s degree or above.
• 5+ years of experience in medical device sales, preferably in capital equipment or high-value medical technology.
• Proven track record of selling capital equipment to hospitals or healthcare institutions.
• Experience managing complex, multi-stakeholder sales cycles.
• Strong understanding of hospital procurement, tendering and capital investment processes.
• Demonstrated ability to engage with senior hospital management and clinical decision-makers.
• Strong commercial, negotiation and relationship-building skills.
• Highly self-motivated and entrepreneurial, with the ability to build a market and operate independently.
• Strong business development and strategic account management capabilities.
• Fluent English; additional European languages are highly desirable.
• Willingness to travel extensively within the assigned territory.

Preferred Skills

• Experience in one or more of the following areas is highly preferred:
• Surgical Robotics
• Laparoscopy
• Orthopaedics
• Surgical Navigation
• Medical Imaging
• Operating Room Equipment
• Other high-value capital medical equipment
• Candidates with existing relationships with major hospitals, surgeons, KOLs and healthcare decision-makers will be highly valued.

Pay range and compensation package

• Competitive base salary and performance-based incentive package.
• Significant international exposure and collaboration with global commercial and clinical teams.
• Entrepreneurial and highly collaborative working environment.
• Clear opportunities for career progression as the international organization grows.
• Opportunity to make a direct impact on the expansion of Edge Medical’s robotic surgery platform across international markets.

Equal Opportunity Statement

Edge Medical is committed to diversity and inclusivity.