Territory Manager

Instylla; Detroit (MI); On-site; USD 70,000 - 90,000; Full time

Job summary

A medical device company is seeking a Territory Manager to drive the adoption of Embrace™ in interventional radiology. This customer-facing role demands strong medical device sales experience and a passion for building relationships with healthcare professionals. Responsibilities include managing new account development, providing clinical support, and training staff on product use. The ideal candidate should be clinically strong and able to thrive in a dynamic environment. This position requires significant travel within the territory and a deep understanding of vascular anatomy and embolization techniques.

Qualifications

• 5+ years of medical device sales experience, preferably in vascular or interventional radiology.
• Strong clinical aptitude; ability to support complex cases.
• Proven ability to build credibility with healthcare professionals.
• Comfortable working in a fast-paced, early-stage environment.

Responsibilities

• Prospect, qualify, and convert new accounts within the territory.
• Provide in-procedure clinical support for Embrace™ cases.
• Develop and execute territory business plans.
• Educate physicians and clinical staff on product use.

Skills

Medical device sales

Clinical aptitude

Communication skills

Relationship building

Organizational skills

Education

Bachelor's degree

Tools

CRM systems

Job description

About Instylla

Instylla, Inc. is a privately held medical device company based in Bedford, MA, focused on developing novel resorbable embolic agents to advance interventional radiology, with initial clinical applications in interventional oncology. Instylla was founded in 2017 by Incept LLC and is funded by several leading venture capital groups. The company’s flagship product, Embrace™ Hydrogel Embolic System, is FDA‑approved for hypervascular tumor embolization and offers controlled, targeted, and persistent embolization.

Position Summary

The Territory Manager is a customer‑facing, field‑based role responsible for driving adoption, utilization, and growth of Embrace™ within an assigned geography. This role will focus on new account development, procedural support, physician training, and deep account penetration across interventional radiology and peripheral embolization customers. The ideal candidate is clinically strong, highly motivated, and thrives in a fast‑paced, early commercial environment serving as a trusted partner to physicians, nurses, and hospital stakeholders.

Job Responsibilities

• Prospect, qualify, and convert new accounts within the assigned territory.
• Lead the full sales cycle including VAC approval, contracting support, account onboarding, and launch execution.
• Achieve or exceed assigned sales quota through new account conversions, increased utilization, and sustained account growth.
• Develop and execute territory business plans aligned with company strategy.
• Provide in‑procedure clinical support for Embrace™ cases, including product preparation, case coverage, and troubleshooting.
• Educate and train physicians, nurses, and technologists on product use, clinical benefits, and procedural workflows.
• Drive depth of use by identifying new physician users and expanding indications within existing accounts.
• Confidently discuss peripheral vascular anatomy, embolization techniques, and competitive approaches.
• Build and maintain strong, trusted relationships with physicians, clinical staff, purchasing, and hospital administration.
• Serve as a primary point of contact for customer needs, ensuring responsiveness and follow‑through.
• Support key opinion leader (KOL) engagement and local advocacy efforts.
• Manage account activities including inventory coordination, usage tracking, and forecasting.
• Maintain accurate CRM records, sales funnel updates, and activity reporting.
• Partner cross‑functionally with marketing, clinical, and commercial operations to optimize messaging and execution.
• Attend industry meetings and trade shows as assigned and conduct timely lead follow‑up.

Qualifications & Requirements

• Bachelor’s degree required.
• 5+ years of medical device sales experience, preferably in vascular, interventional radiology, or cath lab‑based specialties.
• Demonstrated success in new account development and territory growth.
• Strong clinical aptitude; ability to support complex cases in hospital settings.
• Cath lab, IR, or nursing background strongly preferred.
• Proven ability to build credibility and trust with healthcare professionals.
• Able to manage multiple accounts and priorities effectively.
• Excellent communication, presentation, and organizational skills.
• Comfortable working in a fast‑paced, early‑stage commercial environment.
• Proficient in CRM systems and standard business tools.
• Must meet hospital credentialing requirements.
• Valid driver’s license.
• Ability to travel 50%+.
• Must reside within the designated sales territory.

Working Conditions

• Frequent travel within assigned territory.
• Long periods working on a computer and in hospital environments.
• Ability to lift up to 25 lbs.Willingness to work in procedural areas, including standing for extended periods while wearing lead protection.