Territory Sales Manager

Lucas James Talent Partners; Massachusetts; On-site; USD 90,000 - 110,000; Full time

Benefits offered by this job

Comprehensive benefits package

Performance-based compensation

Remote/Field-based flexibility

Job summary

Elevate Healthcare is seeking an experienced Territory Sales Manager to drive commercial growth across the New England region, combining new business development with expansion of existing relationships. This field-based role requires a hunter mentality and the ability to navigate long, consultative sales cycles for healthcare simulation technology.

You will own the territory, build a qualified pipeline, and partner with hospitals, universities, and healthcare educators to demonstrate ROI-driven

Qualifications

• 5+ years of quota-carrying B2B sales experience.
• Demonstrated capital equipment sales experience.
• Proven track record of new business development and territory growth.
• Experience managing complex, multi-stakeholder consultative sales cycles.
• Strong forecasting, pipeline management, and CRM discipline.
• Ability and willingness to travel extensively throughout assigned territory.
• Valid driver's license.

Responsibilities

• Develop and execute a strategic plan for the assigned territory.
• Proactively identify, prospect, and create new business opportunities.
• Develop new customer relationships while expanding existing accounts.
• Build and maintain a qualified pipeline through consistent business development activity.
• Identify opportunities to increase account penetration and territory revenue.
• Take ownership of opportunities from initial outreach and discovery through negotiation and close.
• Lead consultative sales opportunities involving healthcare capital equipment and technology-enabled solutions.
• Navigate longer sales cycles involving multiple stakeholders and decision-makers.
• Conduct effective discovery to uncover customer needs, priorities, and business challenges.
• Develop compelling value propositions and ROI-based business cases.
• Navigate capital budgets, purchasing processes, procurement requirements, objections, and negotiations.
• Build relationships with decision-makers and influencers throughout complex healthcare and academic organizations.
• Represent Elevate Healthcare's portfolio of healthcare simulation technology and solutions.
• Conduct compelling customer presentations, product demonstrations, and evaluations.
• Develop strong technical, product, and market knowledge and serve as a trusted resource throughout the sales process.
• Translate customer needs into appropriate solutions and commercial opportunities.
• Build credible, long-term relationships with healthcare, academic, and institutional customers.
• Operate with significant autonomy and accountability for territory results.
• Develop and maintain accurate sales forecasts.
• Manage pipeline activity and opportunity progression with strong CRM discipline.
• Prioritize accounts and opportunities based on commercial potential.
• Maintain a consistent field presence throughout the assigned geography.
• Represent Elevate Healthcare at customer meetings, conferences, industry events, and other commercial activities.

Skills

Quota-carrying sales

Capital equipment

New business development

CRM forecasting

Territory management

Travel-ready

Presentation skills

Tools

Salesforce

Job description

Location: New England | Remote / Field-Based

Territory: Massachusetts, Connecticut, Rhode Island, New Hampshire, Vermont & Maine

Base Salary: $90,000–$110,000 annually, based on experience and qualifications

Incentive Compensation: Eligible for performance-based variable compensation and additional earning opportunities tied to sales performance

Travel: Significant travel throughout the assigned territory

Lucas James Talent Partners has been retained to support Elevate Healthcare in the search for an experienced Territory Sales Manager to drive commercial growth across the New England territory.

Elevate Healthcare provides healthcare simulation technology and solutions used by hospitals, health systems, universities, nursing programs, and other healthcare education organizations to prepare clinicians for real-world patient care. Its portfolio includes high-fidelity patient simulation, clinical skills and ultrasound training solutions, simulation management technology, and related products and services.

The Territory Sales Manager will own commercial growth across an assigned territory in New England, combining new business development with expansion of existing customer relationships. This individual will be responsible for creating opportunities, navigating complex sales cycles, developing strategic customer relationships, and delivering measurable territory growth.

The Opportunity

This is an opportunity for an experienced healthcare capital equipment salesperson to take meaningful ownership of a field-based territory representing a sophisticated portfolio of healthcare simulation technology.

The successful candidate will bring a strong hunter mentality and demonstrated ability to create business through proactive prospecting and territory development. This individual will independently develop and execute territory strategy, build a qualified pipeline, identify new customers, expand existing relationships, and manage opportunities from initial prospecting through close.

The role requires the commercial maturity to navigate longer, consultative sales cycles while developing the technical and clinical product knowledge necessary to effectively represent Elevate Healthcare's solutions. Curiosity, urgency, and an entrepreneurial mindset will be essential to developing new business and becoming a credible resource to customers.

The Mandate

Drive New Business & Territory Growth

• Develop and execute a strategic plan for the assigned territory
• Proactively identify, prospect, and create new business opportunities
• Develop new customer relationships while expanding existing accounts
• Build and maintain a healthy, qualified pipeline through consistent business development activity
• Identify opportunities to increase account penetration and territory revenue
• Take ownership of opportunities from initial outreach and discovery through negotiation and close

Navigate Complex Capital Sales

• Lead consultative sales opportunities involving healthcare capital equipment and technology-enabled solutions
• Navigate longer sales cycles involving multiple stakeholders and decision-makers
• Conduct effective discovery to uncover customer needs, priorities, and business challenges
• Develop compelling value propositions and ROI-based business cases
• Navigate capital budgets, purchasing processes, procurement requirements, objections, and negotiations
• Build relationships with decision-makers and influencers throughout complex healthcare and academic organizations
• Represent Elevate Healthcare's portfolio of healthcare simulation technology and solutions
• Conduct compelling customer presentations, product demonstrations, and evaluations
• Develop strong technical, product, and market knowledge and serve as a trusted resource throughout the sales process
• Translate customer needs into appropriate solutions and commercial opportunities
• Build credible, long-term relationships with healthcare, academic, and institutional customers

Own Territory Performance

• Operate with significant autonomy and accountability for territory results
• Develop and maintain accurate sales forecasts
• Manage pipeline activity and opportunity progression with strong CRM discipline
• Prioritize accounts and opportunities based on commercial potential
• Maintain a consistent field presence throughout the assigned geography
• Represent Elevate Healthcare at customer meetings, conferences, industry events, and other commercial activities

The Profile

We are seeking a sales professional who is:

• A proven hunter with demonstrated success creating and closing new business
• Experienced selling capital equipment within complex, consultative environments
• Entrepreneurial and energized by owning and growing a territory
• Comfortable navigating longer sales cycles involving multiple stakeholders
• Skilled at selling on business value, outcomes, and ROI
• Highly effective in customer presentations and product demonstrations
• Disciplined in pipeline management, forecasting, and CRM execution
• Comfortable operating independently in a field-based environment
• Curious, proactive, and motivated to develop deep technical and product knowledge
• Motivated by ownership and accountability for measurable commercial results

Qualifications

• 5+ years of quota-carrying B2B sales experience
• Demonstrated capital equipment sales experience
• Proven track record of new business development and measurable territory growth
• Experience managing complex, multi-stakeholder consultative sales cycles
• Demonstrated ability to independently generate and develop pipeline
• Strong presentation, demonstration, negotiation, and closing skills
• Experience developing relationships with senior decision-makers and key stakeholders
• Strong forecasting, pipeline management, and CRM discipline
• Ability and willingness to travel extensively throughout an assigned territory
• Valid driver's license

Strongly Preferred

• Capital equipment sales experience within medical device, healthcare technology, diagnostics, imaging, surgical equipment, clinical technology, or a related market
• Experience selling to complex healthcare, academic, or institutional customers
• Experience selling across multiple solution types
• Experience developing new accounts and growing existing customer relationships
• Salesforce or comparable CRM experience
• Clinical, healthcare, medical, or other relevant industry exposure

Base Salary: $90,000–$110,000 annually, based on experience and qualifications

Incentive Compensation: This position is eligible for performance-based variable compensation and additional earning opportunities tied to sales performance.

Benefits: Comprehensive health and welfare benefits package.

Additional information regarding the incentive compensation structure and benefits will be discussed during the recruitment process.

Why Consider Elevate Healthcare?

Own Your Market

Take meaningful responsibility for the commercial performance of an assigned territory, with the autonomy to develop strategy, prioritize opportunities, and execute against your plan.

Build New Business

Join an environment where proactive prospecting, opportunity creation, and successful business development are valued and rewarded.

Sell Sophisticated Healthcare Technology

Represent a portfolio of healthcare simulation technology and capital solutions requiring thoughtful discovery, consultative selling, technical product knowledge, and compelling customer engagement.

Make a Measurable Commercial Impact

Operate in a highly visible role where territory development, customer growth, and commercial results directly contribute to Elevate Healthcare's broader success.

Expand Your Earning Potential

Participate in a performance-driven compensation structure with additional earning opportunities tied to commercial success.

Success in This Role

Success will be measured by the ability to consistently create new opportunities, build a sustainable pipeline, develop new customer relationships, expand existing business, accurately forecast performance, and deliver measurable revenue growth within the assigned territory.

The successful Territory Sales Manager will combine the discipline and commercial maturity of an experienced capital equipment salesperson with the energy, curiosity, and entrepreneurial mindset of a true territory builder.