Territory Sales Manager

MedTech Startup; Chicago (IL); On-site; USD 120,000 - 180,000; Full time

Job summary

MedTech Startup is seeking a Territory Manager to drive adoption of a colorectal surgical device across major markets, including Chicago, Los Angeles, and Miami. You will build physician relationships, navigate VAC approvals, and lead hospital-based selling efforts.

The role requires 5+ years in territory management and medical device sales within hospitals, with preference for colorectal device experience.

Qualifications

• Bachelor's degree from an accredited university.
• Minimum of 5 years of territory management and field sales experience.
• Medical device or surgical sales experience strongly preferred.
• Colorectal medical device experience or established relationships with colorectal surgeons highly preferred.
• Experience selling within hospitals and navigating complex healthcare sales cycles.

Responsibilities

• Generate new business by calling on colorectal and general surgeons, physicians, clinical staff, and hospital administrators.
• Develop and expand relationships with surgeons and hospital decision-makers, including OR leadership and procurement.
• Drive adoption of colorectal medical devices across targeted hospitals and surgical programs.
• Conduct product demonstrations and in-services for physicians and clinical staff.
• Identify opportunities to increase surgeon utilization and overall product adoption.
• Develop and execute territory sales plans to meet revenue objectives.
• Build the territory through strategic account targeting and new hospital conversions.
• Maintain regular communication with customers to ensure satisfaction and support product integration.

Skills

Territory management

Relationship building

Medical device sales

Clinical education

Education

Bachelor's degree

Tools

CRM systems

Microsoft Office

Job description

Position is based in Chicago, Los Angeles, or Miami

Position Overview

We are partnering with an innovative medical device company focused on colorectal surgery to recruit Territory Managers across key U.S. markets. The company is expanding its commercial organization around a differentiated medical technology designed for use in colorectal and surgical procedures. This is an opportunity to join a growing organization at an important stage of U.S. commercialization and help introduce an innovative technology to surgeons and hospital systems.

Territory Managers will be responsible for developing physician relationships, driving product evaluations, navigating hospital approval processes, supporting procedural adoption, and expanding utilization within colorectal and general surgery programs.

The ideal candidate has successfully launched or commercialized new surgical or medical technologies within hospitals and physician practices. Experience selling colorectal medical devices or calling directly on colorectal surgeons is highly preferred.

Candidates should understand hospital purchasing pathways, Value Analysis Committee (VAC) processes, clinical evaluations, and the education required to drive adoption of new medical technologies. Experience building a territory, launching new products, and introducing disruptive or emerging medical technologies is strongly preferred.

Responsibilities

Sales & Business Development

• Generate new business by calling on colorectal surgeons, general surgeons, physicians, clinical staff, and hospital administrators
• Develop and expand relationships with surgeons and key hospital decision-makers, including OR leadership, supply chain, procurement, and administration
• Drive adoption of colorectal medical devices across targeted hospitals and surgical programs
• Conduct product demonstrations and in-services for physicians and clinical staff
• Identify opportunities within existing accounts to increase surgeon utilization and overall product adoption
• Develop and execute territory sales plans to meet or exceed quarterly and annual revenue objectives
• Build the territory through strategic account targeting, physician development, and new hospital conversions

Clinical & Technical Expertise

• Develop deep knowledge of the company's medical technology and effectively communicate its clinical benefits, technical specifications, and competitive differentiation
• Support product evaluations, trials, launches, and procedures in operating rooms and other clinical environments as needed
• Educate colorectal surgeons, general surgeons, and clinical teams on proper product use
• Provide ongoing clinical and procedural support to help drive successful adoption and utilization

Account Management

• Maintain regular communication with customers to ensure satisfaction, resolve issues, and support product integration
• Develop strong, long-term relationships with surgeons, clinical teams, and hospital stakeholders
• Monitor inventory and coordinate product availability for upcoming procedures
• Manage complex hospital sales cycles, including product evaluations, Value Analysis Committee (VAC) approvals, and RFP/RFQ processes
• Identify opportunities to expand utilization across existing accounts

Compliance & Documentation

• Operate in accordance with applicable healthcare compliance requirements, regulatory standards, and company policies
• Maintain accurate sales activities, account information, opportunities, and pipeline data within the CRM
• Provide timely forecasts and territory performance updates
• Monitor competitive activity and market conditions to support territory strategy and positioning

Education & Experience

• Bachelor's degree from an accredited university
• Minimum of 5 years of territory management and field sales experience
• Medical device or surgical sales experience strongly preferred
• Colorectal medical device experience or established relationships with colorectal surgeons highly preferred
• Experience selling within hospitals and navigating complex healthcare sales cycles
• Demonstrated success meeting or exceeding sales targets
• Experience launching new medical devices, technologies, or procedures preferred
• Experience with VAC approvals and hospital product evaluations strongly preferred

Skills

• Strong consultative and solution-based selling capabilities
• Excellent communication, presentation, and negotiation skills
• Ability to develop credible relationships with surgeons and clinical stakeholders
• Strong territory planning and account management skills
• Self-motivated and comfortable operating independently in the field
• Strong analytical and problem-solving abilities
• Proficiency with CRM platforms and Microsoft Office
• Valid driver's license and ability to travel throughout the assigned territory

Ideal Candidate Profile

We are particularly interested in candidates who have experience selling colorectal, general surgery, or related procedural medical devices and understand how to build physician advocacy for a new technology.

The strongest candidates will combine established surgeon relationships with the ability to open new hospital accounts, navigate VAC approvals, support cases in the OR, educate clinical teams, and build a territory from the ground up.