Territory Account Manager- Seattle, WA

About Cooper Surgical

Cooper Surgical is a leading fertility and women’s healthcare company dedicated to putting time on the side of women, babies, and families at the healthcare moments that matter most in life. We support patients throughout their lifetimes, from contraception to fertility and birth solutions, to women’s and family care, and beyond.

Deliver quota and revenue growth. Own the territory and be in front of customers ~90% of the time. Drive revenue growth, grow product mix and volume, and new product adoption through disciplined, in‑person relationship development, data‑driven account management, and tight collaboration with commercial teammates.

Essential Functions & Accountabilities:

• Quota attainment and growth:
  Hit/exceed monthly, quarterly and annual quota; expand wallet share and increase mix and volume of products.
• Customer acquisition:
  Add new accounts and reactivate dormant sites.
• New product sell‑through:
  Plan and execute launches that convert to repeat consumable and hardware sales.
• Contract wins:
  Negotiate local agreements that deliver customer value and support margin/revenue goals.
• Forecast accuracy:
  Maintain a reliable, bottoms‑up forecast and pipeline.
• Customer experience:
  Improve NPS/relationship health via proactive, in‑person engagement.

Customer Engagement Cadence (In‑Person First)

• Daily:
  On‑site customer meetings, live case support where appropriate, product positioning, objection handling, and next‑step setting.
• Weekly:
  Territory routing, pipeline and opportunity progression, opportunity hygiene in CRM, and account plan execution.
• Quarterly:
  Decision‑maker level business reviews (QBRs) with clear metrics, progress to goals, product adoption plans, and agreed actions.
• Stakeholders to Engage at Each Account:
  Embryologists, Lab Directors, Reproductive Endocrinologists, procurement/supply chain, clinical staff, and executive leadership (e.g., CFO, COO, CMO, CEO).

Work model:
This is a field role—~90% in person with customers; virtual meetings are complementary, not primary.

Revenue Ownership & Territory Management

• Own territory strategy and account plans with extreme ownership of results; set visit targets, call plans, and close plans by opportunity.
• Prospect, qualify, and convert new accounts; expand buying centers within existing logos.
• Build and communicate differentiated value propositions aligned to clinical and economic outcomes.

Cross‑Functional Selling

• Collaborate tightly with Equipment Sales Managers, Regional Sales Directors, Strategic Account Directors, cross‑functional partners, and the Head of Commercial to orchestrate complex deals, align pricing/terms, plan launches, and resolve barriers to growth.

Inventory & Demand Stimulation

• Conduct inventory audits and consignment checks to ensure product availability and to stimulate demand that converts to consumable and hardware sales; implement pull‑through programs.

Contracts & Value

• Lead local contract negotiations in partnership with internal stakeholders; structure value‑based proposals, terms, and implementation plans.

Forecasting, Analytics & Reviews

• Build a bottoms‑up forecast; maintain 3× pipeline coverage; run QBRs and account reviews with customers and internal leadership.
• Use Power BI to analyze trends (growth/decline, mix/volume, buying patterns), identify risks and whitespace, and translate insights into actions.

Product Mastery & Training

• Maintain command of product knowledge; complete all required training and certifications; educate customers and internal teammates as needed.

Systems & Administration

• Keep CRM fully current at least bi‑weekly (contacts, call notes, next steps, stage, amount, close date).
• Submit accurate activity, funnel, and results reporting as required.

What This Role Is Not

• Not a work‑from‑home position; success requires in‑person customer presence.
• Not customer support or order monitoring; coordinate with Customer Support and Operations for order status, RMAs, and service issues while you stay focused on selling and relationship expansion.

What Great Looks Like (KPIs)

• 100% to quota, new product adds, priority product adoption rate and repeat purchase velocity.
• Pipeline…