Territory Manager
On-site · Memphis, Tennessee, United States
Job Summary
Territory Manager responsible for driving therapy adoption, opening new accounts, and growing revenue across implanting centers and community hospitals. Lead 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, biomarkers, patient selection, and local case studies. Provide day-of-procedure support and post-operative troubleshooting; meet or exceed sales targets and BOM plans; collaborate with Marketing and Professional Education teams; track territory performance, customer engagement, and pipeline activity. Drive account management and program development with quarterly business reviews, partner with Clinical Account Representatives, develop long-term customer relationships, and submit timely sales reports. Build territory strategies to increase market share, maintain knowledge of products and competitive therapies, provide on-call technical, clinical, and engineering support, and support clinics with training, data collection, and new product introductions. Adhere to FDA regulations and company policies, maintain accurate documentation, and work collaboratively with internal partners and customers. Willingness to travel 60-70% within territory.
Required Qualifications
- 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
- Strong understanding of payor and insurance reimbursement landscape
- Recent launch experience (Preferred) leading 2–3 program or therapy launches/year with proof of sustainability
- Experience driving program implementation and ongoing program maturity (clinic onboarding, remote monitoring workflow development, utilization ramp and adoption metrics)
- Strong executive presence and clinical/technical presentations
- Proven ability to influence cross-functional buying groups
- Strong understanding of market dynamics
- Strong commercial acumen with ability to produce data-driven territory strategies, forecasting models, and QBRs
- Willingness to travel 60-70% within territory, including overnight and case support
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