Territory Manager

Territory Requirement: This field-based sales position is responsible for the San Diego market. Candidates must reside within the assigned territory, preferably in the San Diego area, to provide effective customer coverage and territory management.

Our internal title: Clinical Area Manager

Create clinical demand for Inogen therapy by educating physicians, sleep specialists and their care teams, and helping qualified patients reach the right fulfillment path. The Clinical Area Manager (CAM) is a field-based clinical role focused on physician engagement, clinical education and qualified referral growth within an assigned territory.

The CAM is channel-agnostic: the goal is the right therapy for the patient, whichever DME the patient chooses. DME revenue, pricing and contracting are owned by the Area Sales Manager. CAMs complete the CAM onboarding program and earn CAM certification within three months, with field coaching from the Lead, Clinical Success Enablement.

Responsibilities (Specific Tasks, Duties, Essential Functions of the Job)

• Build and grow relationships with pulmonologists, sleep physicians, sleep labs, primary care and other high-value referral sources, including office managers, referral coordinators and clinical staff.
• Deliver compliant clinical education, product demonstrations and in-services that build clinical confidence in Inogen therapy.
• Generate qualified referrals and route them according to approved routing rules and patient choice.
• Build and execute a territory plan from claims and market data, approved by the Regional Director.
• Work priority accounts on the defined call frequency using pod-based territory coverage.
• Include oxygen and mask therapy conversations within existing targeting and capacity.
• Follow referrals through to patient start, escalating barriers to the Area Sales Manager or Customer Care.
• Educate DME branch staff in the territory on appropriate patient identification and Inogen therapy, consistently across DMEs.
• Keep account, activity and referral records current in the CRM at the point of work.
• Complete the CAM onboarding program and earn CAM certification through observed mastery, performance results and a written capstone.
• Share field insights and effective practices with Clinical Success to strengthen the CAM playbook.
• Conduct all activities in accordance with Inogen policy, the Anti-Kickback Statute and patient-choice requirements; never direct or steer patients to a specific DME.

Knowledge, Skills, and Abilities

• Clinical knowledge of respiratory, oxygen and/or sleep therapy, and of physician and DME workflows.
• Persistence and follow-through in pursuing opportunities to a clear outcome.
• Ability to translate clinical evidence into compelling, audience-tailored conversations that move customers to action.
• Commercial judgment: identifies decision-makers, prioritizes high-value accounts and adapts quickly.
• Clinical consultation and in-service delivery skills.
• Territory planning from data; proficiency using CRM to plan and track work.
• Coachability: seeks feedback and acts on it.
• Strong integrity and sound judgment in a regulated environment.
• Excellent oral and written communication skills.
• Ability to manage a territory independently, including planned overnight travel.

Qualifications (Experience and Education)

• Bachelor’s degree or equivalent experience required.
• 3+ years in respiratory, sleep, medical device or clinical field roles, required.
• Experience engaging physicians and care teams in the field, required.
• Active clinical or related credential preferred (for example, RRT, CRT, RN, RPSGT, RST or AE-C).
• Experience in DME, HME or payer environments, preferred.
• Established relationships in the assigned geography, preferred.
• Intermediate proficiency in Microsoft Office and CRM (Salesforce preferred), required.
• Current/active driver’s license with clean DMV record and evidence of auto insurance, required.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Inogen assesses market data to ensure a competitive compensation package for our employees. The base salary for this position is expected to be between $75,000.00 and $90,000.00 annually plus variable compensation governed by the Sales Commission Plan. However, actual base salary if hired will be determined on an individualized basis and will be based on non-discriminatory factors, including as to individual skills, education, experience and market location.

Our Benefits and Rewards:

In addition to the expected base salary, this role is eligible to participate in Inogen’s highly competitive and company-sponsored benefits, and wellbeing programs rooted in our strong culture of excellence. As a valued member of our team, Inogen provides health, dental, and vision insurance, 401(k) plan plus employer contribution and match, and generous paid leaves such as vacation and sick leave, including paid volunteer time, that can support you and your family through moments that matter.

Inogen is an Equal Employment Opportunity/Affirmative Action Employer - Underrepresented racial and ethnic groups/Females/Individuals with Disabilities/Protected Veterans.