Territory Manager

Accountabilities

Develop and maintain strong relationships with existing hospitals, laboratories, healthcare providers, and other key customers to improve customer satisfaction and support long-term business growth.
Identify, prospect, and engage potential customers and product users, converting new opportunities into active accounts and expanding the organization's market presence.
Achieve and exceed quarterly and annual sales targets by implementing effective territory plans and identifying opportunities to increase revenue.
Manage and expand existing accounts by promoting additional products and services, increasing account penetration, and identifying opportunities for repeat business.
Coordinate with internal teams and distribution partners to secure new orders and renew existing business, ensuring product availability, delivery schedules, and inventory levels meet customer requirements.
Build productive relationships with physicians, laboratory staff, laboratory supervisors, purchasing teams, and other healthcare decision-makers.
Maintain regular communication with current and prospective customers regarding product updates, promotional programs, pricing changes, and commercial opportunities.
Collaborate closely with country and regional sales leadership to align sales activities, improve customer experience, and support broader commercial objectives.
Manage distributor relationships, supporting effective product representation, sales execution, customer coverage, and market development.
Maintain up-to-date knowledge of new products, services, and product innovations, gathering customer feedback on market acceptance, challenges, and potential improvements.
Monitor competitor offerings, product developments, sales promotions, catalogs, and marketing activities to strengthen sales effectiveness and provide actionable market intelligence.
Attend industry trade shows and relevant events, generate new leads, follow up with prospective customers, submit orders, and prepare reports for sales and marketing leadership.
Maintain accurate customer records, sales expense reports, field activity documentation, and other required business reports.
Travel regularly within the assigned territory and, when required, to other regions to support customers, product demonstrations, sales initiatives, and business priorities.
Complete special projects and additional assignments as needed to support commercial performance and customer service objectives.
Adhere to applicable workplace and product-handling requirements, including safety procedures relevant to healthcare environments and potential exposure to infectious materials.
Requirements
Bachelor's degree in Business, Biology, or a related discipline, with at least five years of relevant professional experience, including a minimum of three years in medical device sales, or an equivalent combination of education and experience.
Demonstrated success in medical device sales, territory management, business development, or a related healthcare commercial role, with a track record of achieving sales targets and growing customer accounts.
Experience managing distributors and developing effective relationships with external sales partners to improve market coverage and commercial performance.
Strong understanding of account management, sales planning, customer acquisition, pipeline development, and territory growth strategies.
Excellent oral and written communication skills, with the ability to build trust and communicate effectively with physicians, laboratory professionals, purchasing teams, senior leaders, and other stakeholders.
Strong interpersonal and relationship-building skills, with the ability to engage stakeholders at all organizational levels and maintain productive long-term partnerships.
High attention to detail and accuracy when managing customer records, sales reports, expenses, orders, and commercial documentation.
Proficiency in Microsoft Word, Excel, and PowerPoint, with the ability to prepare reports, analyze sales information, and communicate business insights.
Excellent organizational and time-management skills, including the ability to prioritize competing assignments, manage multiple projects, and work effectively in a dynamic sales environment.
A creative, innovative, and proactive mindset, with a strong interest in medical technologies, product development, and improving customer outcomes.
Ability to analyze market trends, understand competitive positioning, gather customer insights, and translate findings into actionable sales strategies.
Willingness to travel extensively, potentially up to 50% of working time, including travel outside the assigned territory when business needs require.
Ability to work in healthcare environments where exposure to bloodborne pathogens or other potentially infectious materials may occur, following applicable safety procedures.
Physical ability to wear approximately 7–9 pounds of protective lead equipment for extended periods when required, alongside the ability to stand, walk, sit, reach, and use a computer for prolonged periods.
Ability to meet relevant visual requirements, including close and distance vision, color vision, peripheral vision, and depth perception.
Availability for occasional on-call responsibilities, potentially requiring coverage at any time, including nights and weekends, as business needs dictate.
Benefits
Career development: Build your career in the medical device industry while developing expertise in territory management, healthcare sales, and strategic account development.
Regional exposure: Work with customers and commercial stakeholders across India and the broader Asia-Pacific region.
Commercial ownership: Take responsibility for territory growth, customer relationships, sales performance, and market development.
Healthcare innovation: Represent innovative medical products and contribute to their adoption among healthcare professionals and institutions.
Cross-functional collaboration: Work closely with sales leadership, distribution partners, healthcare professionals, and internal teams.
Professional growth: Gain exposure to industry trade shows, product launches, competitive intelligence, and evolving healthcare market trends.
Performance-driven environment: Develop your commercial capabilities through measurable sales objectives and opportunities to expand existing and new customer accounts.