Territory Manager - Norfolk, VA

Territory Manager

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.

ZOLL Itamar is an innovative medical device technology company that focuses on the development and manufacturing of Home Sleep Apnea Tests to aid in the diagnosis of respiratory sleep disorders. Our core product is the WatchPAT family, a revolutionary FDA-cleared portable home sleep apnea test device, that is based on proprietary signal and analysis. 80% of patients who have sleep apnea are undiagnosed. We are committed to reach those undiagnosed patients and provide testing to promote wellness and enhance overall quality of life. WatchPAT is commercially available within major markets including the U.S., Japan, and Europe, and is the leading home sleep apnea test in the US. ZOLL Itamar's corporate headquarters, research and development and manufacturing are located in Israel with U.S. headquarters based in Atlanta, GA.

Job Summary

We are seeking a dynamic and results-driven Territory Manager to support awareness and appropriate utilization of WatchPAT Home Sleep Apnea Testing (HST) services within an assigned geographic territory. This role focuses on providing education regarding convenient, accurate, and Medicare-compliant home sleep apnea testing solutions to non-sleep specialist healthcare providers including primary care physicians, family medicine practices, internal medicine, cardiology, endocrinology, and other general practitioners. The Territory Manager will serve as a resource to providers by offering information on clinical use, operational workflow, and coverage considerations related to HST. This role supports provider understanding of diagnostic options intended to improve patient access to sleep apnea evaluation in accordance with applicable clinical guidelines and payer requirements.

Essential Functions

• Develop and maintain professional relationships with non-sleep specialist physicians and office staff to provide education on Home Sleep Testing services and appropriate patient selection criteria.
• Conduct in-person and virtual educational presentations, product demonstrations, and in-service training on the WatchPAT device and associated diagnostic service workflows.
• Identify and engage healthcare practices within the territory to provide information regarding HST technology and available diagnostic service offerings.
• Support onboarding of new provider offices by facilitating understanding of administrative processes, documentation requirements, and applicable coverage policies related to HST.
• Maintain regular communication with provider offices to address questions related to service logistics, device utilization, and patient eligibility consistent with clinical and payer guidelines.
• Monitor territory activity, market dynamics, and general industry trends using CRM tools in accordance with company policies.
• Collaborate with internal clinical, operations, and reimbursement teams to address provider inquiries and support efficient implementation of diagnostic testing services.
• Maintain current knowledge of sleep apnea clinical guidelines, HST technology, and reimbursement considerations relevant to diagnostic testing services.
• Represent the company at healthcare events, conferences, and provider meetings for the purpose of sharing educational information regarding HST.
• Coordinate, where appropriate, with other healthcare stakeholders to ensure providers are informed about diagnostic pathways and available therapy options, consistent with independent clinical decision-making.

Required/Preferred Education and Experience

• Degree or Certification needed BA/BS preferred
• Years of experience 3+ years calling on primary care providers
• Experience in DME, HST or pharma is preferred.
• Cold calling and territory management experience

Knowledge, Skills and Abilities

• Excellent at building relationships
• Great understanding of the sales process.
• Someone who is a quick learner and has a positive attitude.
• Demonstrated project and time management skills, with an ability to set and maintain priorities.
• Strong communication and interpersonal skills.

Travel Requirements

• Remote position with travel in assigned territory

Physical Demands

• Standing - Occasionally
• Walking - Occasionally
• Sitting - Constantly
• Talking - Occasionally
• Hearing - Occasionally
• Repetitive Motions - Frequently

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: $90,000.00 which includes a base salary of $90,000.00 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.