Territory Account Manager

Discover International; Jacksonville (FL); On-site; USD 112,000 - 168,000; Full time

Job summary

Discover International is expanding its specialty sales organization and seeks a Territory Business Manager to drive growth across an assigned geography in Florida. You will engage Heart Failure specialists, Cardiologists and related professionals, combining clinical selling with field marketing to increase appropriate product utilization.

The role requires five-plus years in healthcare sales, with a preference for cardiovascular/Heart Failure experience and IDN exposure.

Qualifications

• At least five years of successful healthcare sales experience within specialty pharmaceuticals, hospital sales, medical devices, diagnostics or a comparable field.
• Cardiovascular or Heart Failure experience is strongly preferred, with institutional selling and IDN experience advantageous.
• A demonstrated record of high achievement, ideally including a top 30% sales ranking in the past five years.
• Experience supporting a product launch and operating effectively in a competitive or evolving market.
• Able to access difficult-to-reach customers and develop relationships across large practices, hospitals, clinics and IDNs.
• Experience with HUB services and specialty pharmacies, including Medicare coverage determinations, reimbursement processes and prior authorizations.

Responsibilities

• Own and execute strategic territory and account plans to meet or exceed sales targets and drive sustainable growth.
• Build strong relationships with Heart Failure specialists, Cardiologists, Nephrologists, Emergency Medicine professionals, nurse practitioners and other influential stakeholders.
• Drive appropriate utilization of approved products by understanding heart failure, customer needs and the competitive landscape.
• Develop a detailed understanding of physician practices, hospitals, Heart Failure clinics, IDNs and other priority accounts.
• Use sales reports, territory analytics and customer insights to identify market potential and allocate resources effectively.
• Execute field marketing initiatives, local programs and approved campaigns that support account engagement and territory growth.
• Plan and conduct speaker programs where permitted, coordinating with internal stakeholders to deliver compliant educational experiences.
• Capture field-based market intelligence to shape regional and national commercial and medical strategies.
• Tailor messaging to local account needs while maintaining brand and compliance.
• Partner cross-functionally to address business opportunities and customer needs.
• Lead delivery of an outstanding customer experience that supports satisfaction and retention.

Skills

Strategic account management

Clinical selling

Field marketing execution

Relationship building

Territory management

Data analysis

Job description

My client is a growing biopharmaceutical company focused on developing and commercializing innovative, patient-centric treatments for serious chronic and specialty conditions.

The business has a differentiated portfolio spanning cardiometabolic and orphan lung diseases, with expertise in heart failure, pulmonary hypertension, diabetes and chronic kidney disease. Its drug-device capabilities and commercial focus are supported by a collaborative, entrepreneurial culture in which employees have the opportunity to make a visible impact.

This is an environment where high-performing sales professionals are trusted to own their territory, develop local market strategy and help shape the broader commercial organization.

The Job Description:

My client is expanding its specialty sales organization and is looking for an experienced Territory Business Manager to drive growth across an assigned geography.

This is a high-level clinical and institutional selling role focused on engaging Heart Failure specialists, Cardiologists, Nephrologists, Emergency Medicine professionals, nurse practitioners, clinic staff and other relevant healthcare professionals.

The successful candidate will combine strategic account management, clinical selling and field marketing execution to increase appropriate product utilization, improve the customer experience and achieve territory objectives.

What You Will Be Doing

• Own and execute strategic territory and account plans to meet or exceed sales targets and drive sustainable growth.
• Build strong relationships with Heart Failure specialists, Cardiologists, Nephrologists, Emergency Medicine professionals, nurse practitioners and other influential stakeholders.
• Drive appropriate utilization of approved products by applying a strong understanding of heart failure, customer needs and the competitive marketplace.
• Develop a detailed understanding of physician practices, hospitals, Heart Failure clinics, IDNs and other priority accounts.
• Use sales reports, territory analytics and customer insights to identify market potential, prioritize key stakeholders and allocate resources effectively.
• Execute field marketing initiatives, local programs and approved campaigns that support account engagement and territory growth.
• Plan and conduct speaker programs where permitted, coordinating with internal stakeholders to deliver relevant and compliant educational experiences.
• Capture field-based market intelligence and voice-of-customer insights to help shape regional and national commercial and medical strategies.
• Tailor approved messaging and customer engagement plans to local account needs while maintaining brand consistency and healthcare compliance.
• Partner cross-functionally with sales leadership, marketing, medical, market access and other internal teams to address business opportunities and customer needs.
• Lead delivery of an outstanding customer experience that supports satisfaction, retention and long-term account relationships.

Requirements to Be Considered

• At least five years of successful healthcare sales experience within specialty pharmaceuticals, hospital sales, medical devices, diagnostics or a comparable field.
• Cardiovascular or Heart Failure experience is strongly preferred, with institutional selling and IDN experience considered advantageous.
• A demonstrated record of high achievement, ideally including a top 30% sales ranking in at least two of the past five years.
• Experience supporting a product launch and operating effectively in a competitive or evolving market.
• The ability to gain access to difficult-to-reach customers and develop relationships across large practices, hospitals, clinics and integrated delivery networks.
• Experience working with HUB services and specialty pharmacies, including Medicare coverage determinations, reimbursement processes and prior authorizations..
• Field Sales / Field Marketing experience.

Compensation

• Base salary: $112,000-$168,000, depending on experience, qualifications and background.
• External market data is used to determine positioning within the salary range.
• Quarterly incentive compensation is tied to territory performance.
• Sign-on bonuses may be available on a case-by-case basis.
• A $10,000 guarantee may also be available in certain circumstances.