Territory Product Specialist

United Medical Inc.; Richmond (VA); On-site; USD 110,000 - 130,000; Full time

Benefits offered by this job

Health Insurance

Dental & Vision

401(k) Plan

Paid Time Off

Paid Holidays

Job summary

United Medical in Richmond, VA is seeking a Territory Market Representative to grow our compression and DME lines. You will build and manage a network of referral sources—physicians, therapists, hospitals—and serve as the clinical liaison across the territory, combining patient care with business development.

Responsibilities include clinical education of providers, product promotion, patient garment fittings, in-home equipment delivery, and ensuring timely referrals and orders through

Qualifications

• Experience in DME, medical device sales, or a clinical role.
• Familiarity with compression garments or lymphedema management preferred.
• Proven ability to build/referral relationships in healthcare.
• Excellent interpersonal, organizational, and communication skills.
• Valid driver’s license and reliable transportation.
• CRM experience (Salesforce/HubSpot) valued.

Responsibilities

• Grow network of referring physicians, therapists, hospitals, and other healthcare professionals.
• Deliver clinical education and product promotion to providers.
• Conduct patient garment fittings and coordinate in-home DME delivery.
• Track referrals and ensure timely order completion and patient care.
• Collaborate with processing and customer service to gather documentation and authorizations.

Skills

DME sales

Referral relationships

Communication skills

Independent field work

Driver's license

Tools

Salesforce

HubSpot

Job description

Position Overview

United Medical is seeking a dynamic and clinically motivated Territory Market Representative to drive growth across our compression and durable medical equipment (DME) product lines. This individual will serve as the primary liaison between United Medical and the healthcare community within an assigned territory, building meaningful relationships with referral sources while delivering exceptional patient-centered care. The ideal candidate is equally comfortable in a clinical setting fitting a patient and in a boardroom presenting to a physician group.

Key Responsibilities

Referral Source Management

Cultivate, maintain, and strategically grow a network of referring physicians, therapists, wound care centers, hospitals, and other healthcare professionals within the assigned territory. Proactively identify new referral opportunities and develop long-term partnerships that position United Medical as the preferred DME provider for compression and lymphedema-related needs.

Clinical Education & Product Promotion

Serve as a subject matter expert and trusted resource for healthcare professionals by delivering targeted educational presentations on United Medical's full product portfolio, including compression garments, lymphedema pumps, mastectomy supplies, and breast pumps. Tailor education to the specific needs of each provider — whether a vascular physician, occupational therapist, or wound care nurse — ensuring they have the clinical knowledge and confidence to refer appropriately.

Patient Garment Fitting

Conduct professional, patient-centered fittings for compression garments and related products in clinical, home, or office settings. Apply thorough knowledge of sizing, product specifications, and clinical indications to ensure each patient receives the correct product for their condition and achieves optimal therapeutic outcomes. Provide compassionate guidance to patients navigating their diagnosis and treatment for the first time.

In-Home Equipment Delivery

Coordinate and execute delivery of durable medical equipment directly to patients in their homes, ensuring all products are delivered in a timely manner, set up correctly, and that patients fully understand proper use, care, and maintenance. Serve as a knowledgeable point of contact for patients during the delivery interaction and document all visits in accordance with company and compliance standards.

Referral Tracking & Order Completion

Maintain accurate and up-to-date tracking of all referrals from initial receipt through order fulfillment, proactively identifying and resolving bottlenecks that could delay patient care. Take ownership of the full referral lifecycle, ensuring no order falls through the cracks and that completion rates reflect United Medical's commitment to seamless patient experiences.

Cross-Functional Collaboration with Processing Staff

Work in close coordination with United Medical's internal processing and customer service teams to facilitate the timely collection of documentation, insurance authorizations, and any outstanding clinical information required to complete orders. Serve as the communication bridge between referring providers, patients, and internal staff — keeping all parties informed of order status, next steps, and any delays in a proactive and professional manner.

Compensation & Benefits

On-Target Earnings (OTE): $110,000 – $130,000

Base Salary + Commission + Performance Bonus

United Medical offers a competitive compensation package designed to reward performance and reflect the impact this role has on both the business and the patients we serve. Base salary is competitive and commensurate with experience, providing stability while the commission and bonus structure rewards results. Commission is earned on territory revenue, incentivizing consistent referral development and order completion. Performance bonuses are tied to clearly defined milestones, giving high performers a transparent path to the top of the OTE range and beyond.

Benefits

Health Insurance

Medical coverage to keep you and your family protected

Dental & Vision

Comprehensive dental and vision plans included

401(k) Plan

Retirement savings plan to invest in your future

Paid Time Off

Generous PTO to recharge and maintain work-life balance

Paid Holidays

7 paid company holidays throughout the year

Qualifications

• Experience in DME, medical device sales, or a clinical role (lymphedema therapy, physical or occupational therapy background a plus)
• Familiarity with compression garments, lymphedema management, or related product categories strongly preferred
• Proven ability to build and sustain referral relationships in a healthcare setting
• Excellent interpersonal, organizational, and communication skills
• Comfortable working independently in a field-based, territory-driven role
• Valid driver's license and reliable transportation required

Bonus Qualification: Prior experience working within or implementing a CRM system (such as Salesforce, HubSpot, or similar) to manage referral pipelines, track activity, and generate reporting is highly valued.

What Makes This Role Unique

At United Medical, our Territory Market Representatives don't just sell — they make a measurable difference in patients' lives every day. You'll have the rare opportunity to combine clinical impact with business development, working for a family-owned company that genuinely cares about the people it serves.