Territory Manager

Respicardia
At ZOLL, we're passionate about improving patient outcomes and helping save lives. We provide innovative technologies that make a meaningful difference in people's lives. Our medical devices, software and related services are used worldwide to diagnose and treat patients suffering from serious cardiopulmonary and respiratory conditions.

The Respicardia division of ZOLL Medical Corporation is focused on helping people with central sleep apnea get access to a therapy to restore a more normal breathing pattern during sleep and give them better quality of life. We develop breakthrough therapies for an impactful disease that is severely underdiagnosed and often untreated.

As we continue to grow, those who join our team will work alongside motivated people who care about others, put patients first and are dedicated to high-quality and innovative solutions.

Job Type

Remote

Job Salary Range

This role offers a base salary of $120,000 per year, plus eligibility for a monthly commission based on sales performance. At-plan total compensation is approximately $250,000 annually, representing expected earnings when performance goals are achieved. To support your success, guaranteed commission is provided during your initial ramp-up period and may vary based on the maturity of your territory.

Job Location

This is a remote, field-based role within the Southeast sales territory of our Respicardia division. Primary hiring locations include Washington DC and Baltimore, MD.

Job Summary

This position is a field-based sales role responsible for the execution of commercial strategies within an assigned geographic area, with a primary focus on the identification, development, and activation of Central Sleep Apnea (CSA) programs. This position involves direct engagement with healthcare providers, hospital systems, and sleep centers to support program adoption and drive therapy utilization. The Territory Manager is accountable for meeting sales targets, managing accounts, and coordinating cross-functional resources to ensure successful territory development and long-term customer satisfaction.

Essential Functions

• Open new Central Sleep Apnea programs to include the Heart Failure Specialists, Electrophysiologists, Sleep Center Physicians, and associated clinic staffs.
• Meet with existing and potential customers (e.g., physicians, physician office groups at hospitals, hospital administrators, reimbursement specialists) by traveling (in an automobile or airplane) to identify their clinical needs, goals, and constraints related to patient care and to demonstrate how company products can help them achieve their goals.
• Develop relationships with hospital personnel (e.g., through conversation, meetings, participation in conferences) to make new contacts in other departments within hospitals and identify key decision makers in order to drive future sales.
• Train customers at multiple levels of the hospital on the prevalence of moderate to severe CSA, the need to screen for potential patients, how to efficiently get patients into the screening pathway, and how to properly titrate the therapy to optimal levels.
• Demonstrate a strong understanding of the reimbursement dynamics associated with launching a new therapy and the ability to have a value-based sales conversation with economic buyers.
• Support unit implants in the labs and operating room of hospital accounts and performing patient follow-up to assure customer and patient success with the implanted products.
• Respond to customer needs, questions, and concerns regarding products and service.
• Exceed all quarterly sales quotas that may be designed around specific metrics for company objectives.
• Manage the company's resources within the company guidelines and governmental regulations.
• Be available for calls after normal working hours as needed by the customer/company.
• Maintain current vendor credentials to access customer facilities.

Required/Preferred Education and Experience

• Bachelor's Degree or relevant experience
• 5+ years as a high-performing medical sales representative with experience in program building
• Candidates who do not yet meet the full experience requirements for the Territory Manager role are encouraged to apply and may be considered for an Associate Territory Manager position. The Associate Territory Manager role serves as the entry point within our Territory Manager career path. It is designed for sales professionals with 2+ years of experience, preferably in medical device or clinical-related environments, with exposure to program development or account growth activities.

Knowledge, Skills and Abilities

• Demonstrated organizational and project management skills
• Excellent interpersonal skills with the ability to build relationships at all levels of the organization
• Clear and effective communication skills, both written and verbal
• Collaborative mindset and ability to work well within a team
• Willing to take responsibility and act independently, when necessary, with strong problem-solving abilities

Travel Requirements

• Ability to travel (including overnight stays) 30-50%; travel may vary based on territory and business needs

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Standing - Frequently
• Walking - Frequently
• Sitting - Frequently
• Lifting - Occasionally
• Carrying - Occasionally
• Talking - Frequently
• Hearing - Frequently

We are reviewing applications on an ongoing basis until the role is filled.

ZOLL is a fast-growing company that operates in more than 140 countries around the world. Our employees are inspired by a commitment to make a difference in patients' lives, and our culture values innovation, self-motivation and an entrepreneurial spirit. Join us in our efforts to improve outcomes for underserved patients suffering from critical cardiopulmonary conditions and help save more lives.

The "at plan" compensation (Base Salary + Variable Incentive Compensation) for this position is:
$250,000.00 which includes a base salary of $120,000.00 and commission in accordance with the company's sales compensation plan.

Details of ZOLL's comprehensive benefits plans can be found at


Applications will be accepted on an ongoing basis until this position is filled. For fully remote positions, compensation will comply with all applicable federal, state, and local wage laws, including minimum wage requirements, based on the employee's primary work location.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, disability, or status as a protected veteran.

ADA: The employer will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.