Job Description
Territory Manager - Pulmonary Diagnostics About the Opportunity A fast-growing medical device company is seeking a driven, relationship-focused Territory Manager to expand the adoption of an innovative pulmonary function testing platform.
The company's compact, portable system brings full diagnostic pulmonary function testing-including true plethysmography-directly into physician offices, pulmonary function laboratories, hospitals, and health systems. This differentiated technology eliminates many of the space, staffing, and cost limitations associated with traditional testing equipment.
This is a remote, field-based sales position offering meaningful autonomy and the opportunity to build a high-potential territory within a large, underpenetrated market.
Key Responsibilities - Manage the entire sales process, including prospecting, pipeline development, clinical demonstrations, contract negotiations, closing, and post-sale account growth.
- Sell a capital equipment platform supported by recurring disposable revenue.
- Conduct compelling in-person demonstrations for healthcare providers, administrators, and clinical staff.
- Translate the product's clinical capabilities into a clear business case centered on workflow, reimbursement, return on investment, and patient access.
- Develop long-term relationships with physicians, practice leaders, hospital administrators, and health-system decision-makers.
- Navigate both transactional sales and complex, multi-stakeholder capital equipment purchasing processes.
- Partner with clinical, implementation, and customer success teams to support installations, training, customer satisfaction, repeat purchases, and referrals.
- Maintain an accurate pipeline, activity history, and territory plan within Salesforce.
- Represent the organization at regional and national medical conferences.
- Travel regularly throughout the assigned territory.
- Independently manage a high-volume field schedule, typically requiring 40-50 hours per week.
Key Customers The Territory Manager will engage healthcare professionals who order, perform, or influence pulmonary function testing, including:
- Pulmonologists
- Allergists and immunologists
- Primary care physicians
- Otolaryngologists
- Cardiologists
- Rheumatologists
- Respiratory and pulmonary function testing professionals
- Practice administrators and office managers
- Hospital and health-system decision-makers
Sites of Service The role requires the ability to tailor the product's value proposition across several healthcare environments:
- Independent physician practices: Positioning in-office pulmonary function testing as a way to improve patient access, workflow, and practice revenue.
- Hospital outpatient departments: Demonstrating how a compact system can provide true plethysmography with a smaller footprint and lower investment than a traditional body box.
- Integrated delivery networks and health systems: Managing longer, multi-stakeholder sales processes involving clinical, financial, operational, and procurement teams.
Qualifications - Bachelor's degree required.
- At least three years of successful B2B sales experience.
- Medical device, diagnostic, healthcare technology, or capital equipment sales experience strongly preferred.
- Documented history of achieving or exceeding sales quotas.
- Proven ability to prospect, generate new business, negotiate pricing, and close deals.
- Experience educating customers on a technical, clinical, or complex product.
- Ability to translate clinical benefits into a compelling financial, reimbursement, and operational value proposition.
- Strong presentation, communication, and relationship-building skills.
- Resourceful, organized, and comfortable building a territory from the ground up.
- Ability to independently manage a high-density field territory.
- Proficiency with Salesforce or a comparable CRM platform.
- Valid driver's license and clean driving record.
- Willingness to travel regularly and attend industry conferences as needed.
Ideal Candidate The ideal candidate is a true hunter and strong closer who combines disciplined prospecting with a consultative, relationship-driven sales approach. This individual is comfortable creating opportunities from the ground up, presenting clinical technology to physicians, navigating pricing discussions, and advancing deals through close.
Why Join? - Represent a genuinely differentiated technology in a large, underpenetrated market.
- Sell a capital platform with recurring revenue potential.
- Join a growing organization where individual performance can have a visible impact.
- Work with a collaborative team and maintain direct access to company leadership.
- Receive comprehensive product training and ongoing clinical support.
- Participate in the growth of an emerging medical device company with a strong product roadmap.
- Remote, field-based working environment.
- Stock options available.
Job Tags
Contract work, Work at office, Remote work