Territory Manager - Outside Sales (Baltimore)

Job Description

Job Description

Aeroflow Health – Territory Manager, Outside Sales (Baltimore Area)

Location: Baltimore, MD Area

Work Arrangement: Home-Based with Daily Travel Throughout Assigned Territory

Aeroflow Health is a national leader in home medical equipment and clinical services. We combine technology, operational excellence, and compassionate expertise to deliver essential products and care directly to patients’ homes. At Aeroflow Health, we make healthcare accessible by taking a holistic approach to how we care for our patients.

We are equally passionate about taking care of our employees. Recognized as one of the fastest-growing healthcare companies in the U.S., an Inc. 5000 honoree, and a certified Great Place to Work®, Aeroflow continues to seek ways they can be one of the nation’s top employers. As we continue to grow, we remain committed to building an exceptional workplace where talented professionals are empowered, supported, and inspired to make a meaningful impact every day.

The Opportunity

Aeroflow’s Sleep team is focused on increasing access to sleep therapy for patients while making the referral process easier for healthcare providers and their teams. Our referral relationships span Sleep, Pulmonology, Cardiology, ENT, Neurology, Primary Care, and other relevant specialties.

We are seeking a Territory Manager – Outside Sales to own and grow an established territory in the Baltimore market. You’ll inherit meaningful existing referral relationships while also stepping into a market with significant opportunity to develop new business and expand the territory.

This is not a sit-behind-a-desk sales role. It’s a high-activity field position for someone who likes being in motion : meeting people, creating opportunities, competing against goals, and seeing the direct connection between consistent effort and results.

The people who thrive in this kind of role tend to have an athlete’s mentality : they’re self-motivated, competitive, coachable, disciplined, and willing to consistently put in the reps. They don’t need an immediate win to stay motivated, and they don’t need someone else creating momentum for them.

Your Primary Responsibilities

Own & Grow Your Territory

• Visit 10–20 accounts daily across your assigned territory.
• Maintain and grow existing referral relationships while consistently developing new business.
• Identify high-opportunity referral sources and build a strategy for growing your market.
• Use available targeting and territory tools to prioritize where your time can have the greatest impact.
• Take ownership of your territory’s activity, relationships, and results.

Build Relationships That Last

• Spend the majority of your workweek in the field meeting directly with referral sources and their teams.
• Initiate new relationships and consistently follow up to develop them over time.
• Host lunch-and-learns and other educational conversations with providers and their staff.
• Educate referral partners on Aeroflow’s services and how we can support their practice and patients.
• Build credibility with people throughout a practice, adapting your communication style to different personalities and audiences.

Turn Activity Into Growth

• Turn strong referral relationships into measurable business growth.
• Grow existing accounts while consistently pursuing new referral opportunities.
• Respond to calls, emails, and texts from providers and their staff to answer questions, manage expectations, and provide ongoing support.
• Work closely with internal Aeroflow partners to help ensure referral-source satisfaction and patient success .
• Maintain strong attention to detail and follow-through across your accounts.

Stay Flexible & Own the Details

• Manage a dynamic field schedule and adjust when new opportunities or account needs arise.
• Balance field activity, relationship development, follow-up, and administrative responsibilities.
• Comfortably use mobile technology and multiple business applications throughout your day.
• Maintain knowledge of and compliance with applicable laws, regulations, company policies, and HIPAA/patient confidentiality requirements.
• Maintain regular and reliable attendance and meet the physical requirements of the role, including walking between your vehicle and offices, navigating stairs as needed, and lifting 20+ pounds .
• Perform other duties as assigned.

Skills for Success

Success in this role requires more than sales experience. It requires the ability to create momentum even when results aren’t immediate.

You like having a scoreboard. Goals and measurable results motivate you, and you take ownership of your performance.

You stay consistent. One unanswered email, one unsuccessful visit, or one “not right now” doesn’t derail you. You understand that great territories are built through consistent effort over time.

You create your own momentum. You don’t need someone mapping out every hour of your day. You organize your time, identify opportunities, and keep moving.

You recognize an opening and act on it. You’re organized without being rigid. When an opportunity presents itself, you’re willing to adjust the plan and pursue it.

You connect with people. You can walk into an unfamiliar practice, read the room, start a conversation, and build credibility with different personalities and audiences.

You notice the details. You follow through, remember what matters to your accounts, and do what you say you’re going to do.

You’re coachable and curious. You ask thoughtful questions, seek feedback, learn quickly, and continually look for ways to improve.

You compete without losing the mission. You want to win and grow your territory while recognizing that behind every referral is a patient who needs great care.

Required Qualifications

• 2+ years of sales, business development, account management, customer service, or other relevant client-facing experience preferred.
• Experience being accountable for measurable goals, quotas, activity expectations, or other performance targets.
• Strong verbal and interpersonal communication skills.
• Strong attention to detail and follow-through.
• Confidence initiating conversations and developing new relationships.
• Ability to independently manage your time, schedule, and territory.
• Comfort learning and using common business technology, including Google Workspace, Zoom, Microsoft Teams, Microsoft Office, mobile applications, and similar platforms.
• A reliable vehicle and the ability to travel daily throughout the assigned territory.
• Ability to lift and carry 20+ pounds as needed.
• Fluency in English and the ability to communicate effectively.

You might also have

• Previous experience in Sleep, healthcare, medical sales, or durable medical equipment (DME) .
• Experience working independently in an outside-sales environment.
• Experience growing an existing territory while also developing new business.
• Experience building relationships with healthcare practices or other professional referral sources.
• Occasional availability for overnight travel, up to approximately 10% of the time.

Healthcare or DME experience is not required. We’re more interested in demonstrated success building relationships, working toward measurable goals, creating your own momentum, and producing results.

What Aeroflow Offers

Competitive Pay, Health Plans with FSA or HSA options, Dental, and Vision Insurance, Optional Life Insurance, 401K with Company Match, 12 weeks of parental leave for birthing parent/ 4 weeks leave for non-birthing parent(s), Additional Parental benefits to include fertility stipends, free diapers, breast pump, Paid Holidays, PTO Accrual from day one, Employee Assistance Programs and SO MUCH MORE!!

Here at Aeroflow, we are proud of our commitment to all of our employees. Aeroflow Health has been recognized both locally and nationally for the following achievements:

• Family Forward Certified
• Great Place to Work Certified
• Inc. 5000 Best Place to Work award winner
• HME Excellence Award
• Sky High Growth Award

If you’ve been looking for an opportunity that will allow you to make an impact, and an organization with unlimited growth potential, we want to hear from you!

Aeroflow Health is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

We value transparency and candidate safety throughout the hiring process. Aeroflow recruiters may reach out through platforms such as LinkedIn or Indeed; however, all interviews and/or offer coordination and sensitive information requests will occur only through our official communication channels. You will never be asked to provide personal data outside our secure application portal, and all interview or offer details will come from an @aeroflowinc.com email address. We do not conduct interviews via text message or instant-messaging apps. If you have concerns, please contact our Talent Acquisition team for verification

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