Capital Sales Manager – Surgical Robotics

Location:

Europe / London

Company:
Edge Medical

Employment Type:

Full-time

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

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.

As a Capital Sales Manager, you will be responsible for developing the assigned territory and driving the adoption and sales of Edge Medical’s robotic surgical platform.

You will work closely with hospital executives, surgeons, KOLs, procurement teams and other key stakeholders to identify opportunities, build strong business cases and successfully close complex capital equipment projects.

For distributor-led markets, the focus is not only on sales performance, but also on building, managing and empowering high-performing channel partners to jointly expand the market and strengthen market coverage.

The ideal candidate combines strong capital medical equipment sales experience with excellent relationship-building, negotiation and business development capabilities.

• 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.

• 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.

• 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…