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