Job Description

The ideal candidate is a motivated, hands-on sales professional with a proven track record in selling novel Durable Medical Equipment (DME) and/or diagnostic equipment in the U.S.
Key Responsibilities
The Territory Manager has primary responsibility for identifying, developing, and closing sales opportunities within their territory. This role will drive sales by understanding customers' needs, then developing and executing a successful sales strategy that fulfills those needs. As part of a team of Territory Managers, your responsibilities include:

• Identify, qualify, and pursue prospective customers via prospecting, conducting cold calls, emails, virtual meetings, and in-person visits.
• Organize and deliver compelling product demonstrations, highlighting the features, benefits, and value propositions of company products.
• Cultivate and sustain robust connections with both existing and potential customers, engaging in regular touchpoints and ensuring consistent communication to understand their needs, address concerns, and provide ongoing support.
• Represent the company at industry tradeshows, conferences, and events to increase awareness, network, and generate leads.
• Maintain accurate records of all sales activities and effectively track all leads, opportunities, and customer activities on the Company's CRM system (HubSpot).
• Manage the negotiation of customer contracts and ensure clear communication between the customer and the company's finance team.
• Provide territory sales forecasts and report to management regularly.
• Work closely with and provide guidance/mentorship to Business Development Representatives.
• Perform market research and competitor analysis to keep up with current trends and news.
• Recommend improvements to sales processes and strategies.

Required Qualifications and Experience

• Post-secondary education in a related field.
• A minimum of 5 years direct sales experience with a proven track record in selling medical equipment, including Durable Medical Equipment (DME) and/or diagnostic equipment.
• Demonstrated ability to conduct the full sales cycle independently and effectively, including prospecting, lead qualification, lead nurturing, overcoming objections, and closing the sale.
• Deep understanding of the U.S. medical system and reimbursement, particularly related to private practice and specialists.
• Technically proficient, with the ability to operate and demonstrate medical equipment directly to physicians, specialists, medical assistants, and clinical leaders / KOLs.
• Experience attending conferences and events on behalf of the company, driving booth traffic, and generating leads.
• Ability to drive leads through referral relationships from existing customers.
• Exceptional interpersonal and communication skills with the ability to build rapport quickly and maintain relationships.
• Customer-focused, with a tireless drive to understand the customer and the competition.
• Ability to work independently and autonomously.
• Proficient in Microsoft Office, Google Suite, and HubSpot (or a similar CRM).
• A valid driver's license issued in the United States.
• Ability to travel extensively, with up to 60% travel required for this role. This role may include weekend and/or overnight travel.

Preferred Qualifications and Experience

• Experience selling an early-stage/novel medical product.
• Experience selling imaging/ultrasound medical devices.
• A strong existing physician network, particularly in hepatology and gastroenterology, in the US.

Skills Required