Territory Manager

Fourth Frontier; Bengaluru South; On-site; INR 600,000 - 800,000; Full time

Job summary

Fourth Frontier in Bengaluru is seeking a talented Territory Manager to own the complete B2B clinical sales cycle within your geography, targeting hospital accounts, cardiology departments, diagnostic centres and rehab centres. You will build a structured territory plan, identify key stakeholders, and open new institutional accounts through outreach, proposals, and clinical presentations.

With 1–3 years of relevant field sales experience, you will drive growth, manage accounts, track KPIs, and

Qualifications

• 1–3 years of B2B field sales in medical devices or cardiac diagnostics.
• Experience selling to cardiologists and hospital procurement teams.
• Strong network within cardiology departments is advantageous.

Responsibilities

• Territory planning and institutional account development for cardiology departments.
• Drive growth in prescription volumes and patient enrolments at active accounts.
• Develop KOLs and coordinate with clinical research teams.
• Maintain CRM hygiene and publish regular reports and review decks.

Skills

Evidence-based consultative selling

ECG/arrhythmia diagnostics

Account ownership & accountability

Education

B.E. Biomedical Engineering

Job description

Fourth Frontier is looking for a talented, self-driven Territory manager to join our expanding team.

As a territory manager, you will own the complete B2B clinical

sales cycle within your assigned geography and generate leads, identify and approach

hospital accounts, cardiology departments, standalone cardiac clinics, diagnostic centres, rehabilitation centres and

Key Areas of Responsibility:

The key responsibilities of this role will include:

Territory Planning & Institutional Account Development

Build and execute a structured territory plan covering cardiology

departments, cardiac rehab units, multispecialty hospitals, and

diagnostic centres.

Map accounts by patient load, existing flow and prioritise accordingly.

Identify key stakeholders within each institution: cardiologists,

teams, and procurement committees.

Open new institutional accounts through structured outreach, clinical

presentations, and proposal submissions.

Growth & Account Management

Drive consistent growth in prescription volumes and patient enrolments

at each active account.

Track per-doctor prescription trends; proactively re-engage

low-prescribing accounts with clinical reminders, case studies, andoutcome data.

Identify upsell opportunities, additional device units, extended

monitoring plans, department-wide roll-outs or platform integration.

Build long-term institutional relationships that translate into revenue

Manage account-level discipline: device utilisation, repeat orders, and

service satisfaction.

Key Opinion Leader (KOL) Development

Identify high-influence cardiologists and electrophysiologists within the

territory and nurture them into clinical advocates and KOLs

Co-ordinate with the clinical research team to provide KOLs with clinical

data packs, publication support, and conference representation.

Monitor competitor activity and build structured counter-positioning responses.

Share structured market intelligence with the team focused on pricing, objections, competitor claims, and clinical feedback.

Reporting & CRM Hygiene

Maintain accurate, real-time CRM records of all interactions, account

status, pipeline stage, and deal progression.

Submit daily call reports, weekly territory coverage plans, and monthly

business review decks on schedule.

Track and self-report on core KPIs: visits per day, demos conducted,

prescriptions initiated, new accounts opened.

Experience:

1–3 years of B2B field sales experience in medical devices, cardiacdiagnostics, hospital equipment, or

cardiology-focused pharma.

Prior exposure to ECG devices, Holter monitors, ambulatory cardiac

monitoring, telemetry, or remote patient monitoring is strongly preferred.

Proven ability to sell to cardiologists, department heads, and hospital

procurement managing complex institutional sales cycles.

Established network of cardiologists and hospital contacts within the

target territory is a significant advantage.

Consistent track record of target achievement with data to back it up.

Qualifications: Education:

or B.E. (Biomedical Engineering).

Skills:

Technical & Sales Skills:

Evidence-based & consultative clinical selling

Working knowledge of ECG / arrhythmia diagnostics

High ownership & accountability

Resilience in complex, multi-stakeholder sales

Intellectual curiosity & clinical product passion

Adaptive, proactive, resourceful Integrity in all clinical sales interactions.