Territory Sales Manager

Description

TSP is engaged in a direct hire search with a global leading medical technology organization dedicated to advancing innovative solutions that help healthcare providers diagnose, monitor, and manage heart failure. This is an exciting opportunity to make a meaningful impact on patient outcomes while working with a high-growth therapy platform in a dynamic and rewarding commercial environment.

Description

TSP is engaged in a direct hire search with a global leading medical technology organization dedicated to advancing innovative solutions that help healthcare providers diagnose, monitor, and manage heart failure. This is an exciting opportunity to make a meaningful impact on patient outcomes while working with a high-growth therapy platform in a dynamic and rewarding commercial environment. Our clients offers a collaborative culture, strong professional development opportunities, competitive benefits, and the chance to partner with healthcare professionals who are transforming patient care.

Position Overview

The Territory Manager is responsible for driving therapy adoption, developing new business opportunities, and expanding utilization across assigned accounts. This is a highly strategic, hunter-oriented sales role focused on building strong customer relationships, increasing market penetration, and integrating innovative heart failure solutions into clinical workflows across implanting centers and community hospitals. The successful candidate will combine strong commercial acumen, clinical credibility, and relationship-building skills to drive sustainable growth throughout their territory.

Key Responsibilities

Sales & Customer Engagement

• Build and maintain relationships with physicians, heart failure clinics, administrators, and key decision makers.
• Deliver clinical, technical, and business-focused presentations to support therapy adoption.
• Lead pricing discussions, contract negotiations, and value-based conversations.
• Plan and execute educational programs covering hemodynamics, guideline-directed medical therapy, clinical evidence, biomarkers, patient selection, and case studies.
• Provide procedural support and post-implementation troubleshooting as needed.
• Achieve or exceed territory sales objectives and execute quarterly business plans.
• Partner cross-functionally with internal stakeholders ie - marketing, training, and commercial excellence teams.
• Monitor territory performance, customer engagement, and sales pipeline activity.

Account Management & Development

• Conduct regular business reviews with strategic accounts to assess performance and identify growth opportunities.
• Collaborate closely with clinical field partners to support priority accounts through a unified strategy.
• Develop long-term relationships with both new and existing customers.
• Maintain accurate forecasts, activity reports, and competitive intelligence.
• Identify, qualify, and convert new opportunities across implanting centers and community-based healthcare facilities.
• Analyze market trends, customer needs, and competitive dynamics.
• Maintain comprehensive knowledge of competing technologies, therapies, and treatment approaches.

Technical Support

• Provide technical and clinical support for customer inquiries and procedural needs.
• Deliver case coverage and procedural support throughout the territory.
• Support clinic teams with education, workflow implementation, clinical data collection, and new product introductions.

Cross-Functional Collaboration

• Ensure adherence to all applicable regulatory requirements, compliance standards, and operating procedures.
• Maintain accurate documentation of customer interactions, business activities, and expenses.
• Collaborate effectively with internal teams, healthcare professionals, contractors, and vendors.

Required Qualifications

• Bachelor's degree
• 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 healthcare reimbursement, insurance coverage, and payer dynamics.
• Strong executive presence
• Willingness to travel 60-70% within territory, including some overnight and early/late case support.

Preferred Qualifications

• 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.

TSP Talent Solutions and our customers are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)