Territory Manager

Territory Manager - Pulmonary Diagnostics
About the Opportunity

A fast-growing medical device company is seeking a driven, relationship-focused Territory Manager to expand the adoption of an innovative pulmonary function testing platform.

The company's compact, portable system brings full diagnostic pulmonary function testing-including true plethysmography-directly into physician offices, pulmonary function laboratories, hospitals, and health systems. This differentiated technology eliminates many of the space, staffing, and cost limitations associated with traditional testing equipment.

This is a remote, field-based sales position offering meaningful autonomy and the opportunity to build a high-potential territory within a large, underpenetrated market.
Key Responsibilities

• Manage the entire sales process, including prospecting, pipeline development, clinical demonstrations, contract negotiations, closing, and post-sale account growth.
• Sell a capital equipment platform supported by recurring disposable revenue.
• Conduct compelling in-person demonstrations for healthcare providers, administrators, and clinical staff.
• Translate the product's clinical capabilities into a clear business case centered on workflow, reimbursement, return on investment, and patient access.
• Develop long-term relationships with physicians, practice leaders, hospital administrators, and health-system decision-makers.
• Navigate both transactional sales and complex, multi-stakeholder capital equipment purchasing processes.
• Partner with clinical, implementation, and customer success teams to support installations, training, customer satisfaction, repeat purchases, and referrals.
• Maintain an accurate pipeline, activity history, and territory plan within Salesforce.
• Represent the organization at regional and national medical conferences.
• Travel regularly throughout the assigned territory.
• Independently manage a high-volume field schedule, typically requiring 40-50 hours per week.

Key Customers

The Territory Manager will engage healthcare professionals who order, perform, or influence pulmonary function testing, including:

• Pulmonologists
• Allergists and immunologists
• Primary care physicians
• Otolaryngologists
• Cardiologists
• Rheumatologists
• Respiratory and pulmonary function testing professionals
• Practice administrators and office managers
• Hospital and health-system decision-makers

Sites of Service

The role requires the ability to tailor the product's value proposition across several healthcare environments:

• Independent physician practices: Positioning in-office pulmonary function testing as a way to improve patient access, workflow, and practice revenue.
• Hospital outpatient departments: Demonstrating how a compact system can provide true plethysmography with a smaller footprint and lower investment than a traditional body box.
• Integrated delivery networks and health systems: Managing longer, multi-stakeholder sales processes involving clinical, financial, operational, and procurement teams.

Qualifications

• Bachelor's degree required.
• At least three years of successful B2B sales experience.
• Medical device, diagnostic, healthcare technology, or capital equipment sales experience strongly preferred.
• Documented history of achieving or exceeding sales quotas.
• Proven ability to prospect, generate new business, negotiate pricing, and close deals.
• Experience educating customers on a technical, clinical, or complex product.
• Ability to translate clinical benefits into a compelling financial, reimbursement, and operational value proposition.
• Strong presentation, communication, and relationship-building skills.
• Resourceful, organized, and comfortable building a territory from the ground up.
• Ability to independently manage a high-density field territory.
• Proficiency with Salesforce or a comparable CRM platform.
• Valid driver's license and clean driving record.
• Willingness to travel regularly and attend industry conferences as needed.

Ideal Candidate

The ideal candidate is a true hunter and strong closer who combines disciplined prospecting with a consultative, relationship-driven sales approach. This individual is comfortable creating opportunities from the ground up, presenting clinical technology to physicians, navigating pricing discussions, and advancing deals through close.
Why Join?

• Represent a genuinely differentiated technology in a large, underpenetrated market.
• Sell a capital platform with recurring revenue potential.
• Join a growing organization where individual performance can have a visible impact.
• Work with a collaborative team and maintain direct access to company leadership.
• Receive comprehensive product training and ongoing clinical support.
• Participate in the growth of an emerging medical device company with a strong product roadmap.
• Remote, field-based working environment.
• Stock options available.