Territory Manager
Job Summary
We are seeking a high-performing, field-based Territory Manager to accelerate growth and expand our footprint within a defined geographic territory. This role involves driving Zio platform adoption among cardiologists and electrophysiologists through strategic sales and relationship management. The ideal candidate will thrive in an innovation-driven environment and possess a proven track record in medical device sales.
Responsibilities
- Identify and secure new business with key clinical stakeholders.
- Execute territory growth plans and manage the full sales cycle.
- Deliver high-impact presentations and build KOL relationships.
- Maintain sales pipeline and report performance via CRM.
- Coordinate with internal teams for operational account management.
Required Skills
- 5+ years in medical device or healthcare technology sales.
- Expertise in cardiology/electrophysiology market.
- Strategic planning and complex sales cycle management.
- Proficiency in Salesforce or similar CRM.
- Strong negotiation and communication skills.
Job Details
Responsibilities:
New Business Development & Market Expansion
- Proactively identify and cultivate new business opportunities through strategic targeting of EPs, cardiologists, and healthcare administrators within hospitals, IDNs, and private practices.
- Develop and execute a territory growth plan that emphasizes market penetration, product adoption, and long-term customer value.
- Lead the full sales cycle, from lead generation and needs assessment to contract close and onboarding.
Strategic Selling & Customer Engagement
- Deliver high-impact, data-driven sales presentations that effectively communicate clinical and economic value of the Zio platform.
- Establish and deepen relationships with key opinion leaders (KOLs), physicians, and executive stakeholders to develop champions and long-term advocacy.
- Navigate complex healthcare environments to drive strategic partnerships and account conversions.
Account & Territory Management
- Build and maintain a robust sales pipeline using Salesforce.com to ensure accurate forecasting, territory planning, and timely reporting.
- Manage the ongoing performance and operational health of accounts, including training, inventory management, workflow optimization, and usage growth.
- Collaborate with cross-functional teams including KAMs, CX, FSRs, Payer Relations, Billing, Customer Success and Marketing to ensure a seamless customer experience.
Market Intelligence & Performance Monitoring
- Continuously analyze territory performance, market trends, and competitive activity to refine strategies and identify opportunities for differentiation.
- Provide ongoing feedback to leadership on territory dynamics, customer needs, and market shifts.
- Consistently meet or exceed quarterly and annual sales goals.
Required Qualifications:
- Bachelor's degree required.
- 5+ years of successful sales experience, with a minimum of 3 years in medical device or healthcare technology sales.
- Strong preference for candidates with experience in cardiology, electrophysiology, and integrated delivery networks (IDNs).
- Proven success in capturing market share, launching new territories/products, or displacing incumbents through value-based selling.
- Demonstrated ability to develop and execute strategic sales plans in complex environments.
- Exceptional communication, negotiation, and interpersonal skills.
- Entrepreneurial mindset with strong business acumen, adaptability, and resilience.
- Experience with Salesforce.com or similar CRM systems is preferred.
- Willingness to travel extensively within the territory (approx. 4.5 days/week in field, with periodic weeknights and overnight travel as required).