Territory Manager

Memphis, TNusvia direct

// Job Type

Full Time

// Salary

Not disclosed

// Posted

1 month ago

About the Role

JOB SUMMARY: The Territory Manager (TM) is responsible for driving therapy adoption, opening new accounts, and growing revenue. This is a hunter-oriented commercial role focused on expanding access, building high-impact customer relationships, and integrating the therapy into clinical workflows across implanting centers and community hospitals. JOB RESPONSIBILITIES: Sales & Customer Engagement: <ul> <li>Build and maintain strong relationships with physicians, clinics, administrators, and key stakeholders.</li> <li>Deliver clinical, technical, and strategic presentations to drive therapy understanding and adoption. </li> <li>Lead pricing discussions, contract negotiations, and value-based conversations. </li> <li>Plan and execute educational events focused on hemodynamics, GDMT, published data, biomarkers, patient selection, and local case studies. </li> <li>Provide day-of-procedure support and post-operative troubleshooting as needed. </li> <li>Meet or exceed sales targets and execute quarterly business plans. </li> <li>Collaborate closely with Marketing, Professional Education, and Commercial Excellence teams. </li> <li>Track territory performance, customer engagement, and pipeline activity.</li> </ul> Account Management & Program Development: <ul> <li>Conduct quarterly business reviews with key accounts to assess performance and identify growth opportunities. </li> <li>Partner effectively with Clinical Account Representative to support priority accounts with a unified strategy. </li> <li>Develop long-term relationships with both new and existing customers. </li> <li>Submit timely and accurate sales reports, forecasts, and competitive insights.</li> </ul> Market Development & Competitive Strategy: <ul> <li>Identify, qualify, and convert new business opportunities across implanting and community sites. </li> <li>Use market insights to understand customer needs, emerging trends, and competitive dynamics. </li> <li>Build and execute territory strategies to increase market share and drive sustainable adoption. </li> <li>Maintain strong knowledge of company products, competitive products, and alternative therapies.</li> </ul> Technical & Procedural Support: <ul> <li>Provide on-call technical, clinical, and engineering support for field questions and procedural needs. </li> <li>Offer procedural case coverage across the region, ensuring high-quality support for implanting teams. </li> <li>Support clinics with training, education, clinical data collection, and new product introductions.</li> </ul> Compliance & Cross-Functional Collaboration: <ul> <li>Adhere to FDA regulations, company policies, quality standards, and operating procedures. </li> <li>Maintain accurate documentation of sales activities, customer interactions, and expenses. </li> <li>Work collaboratively with internal partners, customers, contractors, and vendors. </li> <li>Interact with patients, when necessary, in a professional, compliant manner.</li> </ul> QUALIFICATIONS: Required: <ul> <li>Bachelor’s degree in business, Marketing, Life Sciences, Engineering, or related field.</li> <li>3–5 years of direct healthcare sales experience; 2+ years in cardiology structural heart/heart failure preferred.</li> <li>Track record of ≥100% to quota for 2 consecutive years</li> <li>Demonstrated success opening 3–5+ net-new accounts/year or expanding underdeveloped accounts to sustained utilization.</li> <li>Strong understanding of payor and insurance reimbursement landscape.</li> <li>Recent launch experience (Preferred) (last 3–5 years) leading 2–3 program or therapy launches/year with proof of sustainability (e.g., active clinic users, adherence to workflows, utilization trends), including: Pre-launch planning, Stakeholder alignment and executive sponsorship, Training, education, and clinical workflow integration, Post launch support and long-term sustainability plans.</li> <li>Experience driving program implementation and ongoing program maturity, such as: clinic onboarding, Remote monitoring workflow development, Utilization ramp and adoption metrics</li> <li>Strong executive presence, clinical/technical presentations to audiences of 1–50 stakeholders.</li> <li>Proven ability to influence cross-functional buying groups (value analysis committees, supply chain, service line leadership) Influencing multiple key stakeholders to drive growth.</li> <li>Strong understanding of market dynamics</li> <li>Strong commercial acumen with ability to produce data-driven territory strategies, forecasting models, and QBRs using CRM platforms (Salesforce preferred), analytics, and Excel.</li> <li>Willingness to travel 60-70% within territory, including some overnight and early/late case support.</li> </ul> Preferred: <ul> <li>Cath Lab experience preferred</li> <li>2+ years in cardiology structural heart/heart failure preferred.</li> <li>Experience at top MedTech organizations.</li> <li>Experience operating in a competitive market with multiple industry players.</li> <li>Familiarity with Cath lab/OR workflows.</li> </ul>

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