Territory Account Manager- Chicago, IL at CooperSurgical · Chicago

Job Summary:

Deliver quota and revenue growth. Own the territory number. 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.  If you are competitive, enjoy partnering with customers and helping patients achieve their family goals, then we encourage you to apply!  

 

Essential Functions & Accountabilities:

 

What You’ll Deliver (Outcomes)

• 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 (all levels): Embryologists; Lab Directors; Reproductive Endocrinologists (REIs); 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.

 

Key Responsibilities

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—not to perform marketing or customer service tasks.

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 health (coverage, stage aging), forecast accuracy (±10%), and CRM hygiene compliance.
• In‑person activity metrics (target visits per week) and executive access across the account.
• Contracted wins and on‑time implementation; improved customer experience metrics.

Qualifications

• Bachelor’s degree or equivalent experience; background in fertility/ART, genetics, or embryology a plus.
• Documented sales success (medical devices, diagnostics, or related).
• Proficiency with Power BI, CRM, and Microsoft 365/Google Workspace.
• Valid driver’s license; ability to travel extensively within territory.

 

Work Environment/Tools:

How We Work—Team & Culture

• Extreme ownership + great teammate: Positive, solutions‑first mindset; reliable partner to internal colleagues across Sales, Marketing, Medical/Clinical, Contracts, Supply Chain, and Customer Support.
• High performance orientation and standards of integrity, compliance, and customer centricity.

 

As an employee of CooperSurgical, you'll receive an outstanding total compensation plan. As we believe your compensation goes beyond your paycheck, we offer a great compensation package, medical coverage, 401(k), parental leave, fertility benefits, paid time off for vacation, personal, sick and holidays, and multiple other perks and benefits. Please visit us at www.coopersurgical.com to learn more about CooperSurgical and the benefits of becoming a member of our team.

To all agencies: Please, no phone calls or emails to any employee of CooperSurgical about this opening. All resumes submitted by search firms/employment agencies to any employee at CooperSurgical via-email, the internet or in any form and/or method will be deemed the sole property of CooperSurgical, unless such search firms/employment agencies were engaged by CooperSurgical for this position and a valid agreement with CooperSurgical is in place. In the event a candidate who was submitted outside of the CooperSurgical agency engagement process is hired, no fee or payment of any kind will be paid.

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal opportunity workplace.  If you are interested in applying and require special assistance or accommodations due to a disability, please contact us at talent.acquisition@coopersurgical.com

 

For U.S. locations that require disclosure of compensation, the starting base pay for this role is between $100,000-120,000 with total earnings potential up to $175,000 at target. The actual base pay includes many factors, and is subject to change and modification in the future.  This position may also be eligible for other types of compensation and benefits.