Supports Capital Territory Managers in selling aesthetic medical devices and capital equipment to physicians and medical practices. Responsibilities include cold calling, prospecting, lead qualification, scheduling and delivering product demonstrations, customer follow-up, pipeline updates, territory reporting, and administrative support. The role develops capabilities in needs assessment, value-based selling, negotiation, and closing while preparing the employee for advancement into a full territory sales position.
About Us
Founded in 1908, Merz is a successful, family-owned specialty healthcare company with a rich history. As a leading global aesthetics business, our award-winning portfolio of injectables, devices, and skincare products empowers healthcare professionals to enhance confidence through aesthetic medicine. Our purpose is to fuel confidence by helping people look better, feel better, and live better. We believe you do not have to choose between living life and making a living. Live your best life with Merz Aesthetics.
A Brief Overview
The Capital Sales Specialist is a developmental capital sales role that supports Capital Territory Managers (CTMs) in selling Merz Aesthetics' capital equipment, including Ultherapy, to physicians and practices in plastic surgery, dermatology, facial plastic surgery, cosmetic medicine, and medical spas. Working with multiple CTMs across an assigned region, the Capital Sales Specialist (CSS) helps build the sales funnel through cold calling and prospecting, supports and delivers product demonstrations, and serves as a liaison between customers and the capital sales team to ensure a responsive, well-coordinated buying experience. This role is designed to build the skills, territory knowledge, and sales track record needed to progress into a full Capital Territory Manager role.
What You Will Do
- Sales Funnel Development
- Support assigned CTM(s) in building the sales funnel through cold calling, networking, and phone prospecting; help identify and qualify new leads across the supported territory.
- Demonstration Support & Delivery
- Schedule and coordinate product demonstrations; assist CTMs during demonstrations and, as readiness allows, independently deliver product demonstrations to physicians and office staff.
- Customer Liaison
- Serve as a day-to-day liaison between customers and the CTM/capital sales team, following up on customer questions, coordinating logistics, and ensuring timely, professional communication throughout the sales cycle.
- Basic Product Training
- Assist with pipeline data entry, funnel updates, and territory reporting to keep pipeline and account information current and accurate.
- Territory Administration
- Assist with pipeline data entry, funnel updates, and territory reporting to keep pipeline and account information current and accurate.
- Sales Process Development
- Shadow and actively participate in the full capital sales process alongside supported CTM(s) to build proficiency in prospecting, needs assessment, value-based selling, and closing, in preparation for advancement to a CTM role.
- Compliance
- Follow all company policies and procedures in a compliant manner while maintaining a high level of integrity.
- Business Hygiene
- Submit administrative reports, expense reports, and activity updates accurately and on time.
Minimum Requirements
- Bachelor of Arts (B.A.)
- 1-2 years' experience in sales, customer-facing, or business development roles, including cold calling or prospecting
Preferred Qualifications
- Aesthetic, plastic surgery, or dermatology background
- Experience or strong interest in medical device or capital equipment sales
- Demonstrated readiness and interest in progressing to a full territory sales role
Technical & Functional Skills
- Strong planning and organizational skills
- Excellent verbal and written communication skills
- Foundational presentation and negotiation skills
- Solid MS Office skills (Excel, PowerPoint, Word, Outlook, etc.) and comfort with a large variety of digital communication tools and AV equipment
- Ability to learn and articulate the economic and clinical value of Merz Aesthetics capital products and full portfolio
- Coachability and demonstrated drive to develop into a full capital sales role
- Professional image and influential presence
- Theoretical knowledge and first experience in lead generation, account planning, closing techniques
- Foundational knowledge of medical device and aesthetics market
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.
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