Territory Sales Manager-Central and Great Lakes Region EC1C-3460

Global Recruiters of West Palm Beach; Wyoming (MI); Remote; USD 90,000 - 120,000; Full time

Job summary

A medical diagnostics technology company is seeking a Territory Sales Manager for the Central & Great Lakes Region. This role focuses on developing and executing sales strategies while managing key account relationships to improve customer adoption and satisfaction. Candidates should have a strong background in medical device sales, ideally with 3 years of experience, and a Bachelor's degree is preferred. The position emphasizes collaboration across functions and requires significant travel within the assigned territory.

Qualifications

• Minimum 3 years successful sales experience in medical devices, diagnostics, or molecular in vitro diagnostics.
• Experience launching new products into the U.S. market strongly preferred.

Responsibilities

• Define, develop and execute the sales strategy within an assigned region.
• Build and sustain strong relationships with key decision‑makers across urgent‑care chains.
• Use Salesforce CRM to manage pipelines and drive data-driven decisions.

Skills

Sales experience in medical devices

Presentation and communication skills

Territory planning

Customer engagement

Education

High school diploma or equivalent

Bachelor’s degree

Tools

Salesforce CRM

Job description

Territory Sales Manager – Central & Great Lakes Region

Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Montana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Wyoming

Required Experience

• Minimum 3 years successful sales experience in medical devices, diagnostics, or molecular in vitro diagnostics.

Required Education

• Minimum of high school diploma or equivalent.
• Bachelor’s degree preferred.

Job Description

A fast‑growing medical diagnostics technology company focused on developing and manufacturing advanced point‑of‑care molecular diagnostic solutions seeks a Territory Sales Manager to support and expand its presence across the Central and Great Lakes Region. The multidisciplinary team of engineers, scientists, clinicians and manufacturing experts designs innovative devices that deliver rapid, accurate and actionable diagnostic results.

The Territory Manager defines, develops and executes the sales strategy within an assigned region and plays a critical role in the organization’s transition from R&D to full‑scale commercialization. Responsibilities include sales execution, key account management, forecasting, customer engagement and performance analytics, with accountability for instrument placements, adoption, market‑share expansion and customer satisfaction.

Key Duties, Activities and Responsibilities

• Sales Strategy and Execution
  • Execute the commercial launch of the company’s fast molecular system platform, consisting of Instrument Stations and one or more Operating Modules within territory.
  • Drive instrument placements across urgent‑care and high‑volume primary‑care markets.
  • Develop strategies to identify, prioritise and close large urgent‑care and PCP network opportunities.
  • Manage a full sales cycle including contracting, installation and post‑install adoption.
  • Use Salesforce CRM to build and manage pipelines, forecast accurately and drive data‑driven decisions.
  • Partner with Marketing to execute lead‑generation and conversion programs that support scalable territory growth.
  • Work with Sales Leadership to monitor, exceed and accelerate placement targets.
  • Ensure timely completion of administrative tasks (CRM updates, expense reports, training modules).
• Customer Engagement and Account Ownership
  • Build and sustain strong relationships with key decision‑makers across urgent‑care chains, primary‑care groups and office labs.
  • Deliver compelling demos and workflow consultations that highlight speed, accuracy and ROI.
  • Own the post‑install adoption process for 90 days, coordinating training and utilisation growth.
  • Ensure all communications reflect professionalism, integrity and regulatory compliance.
• Cross‑Functional Collaboration
  • Partner cross‑functional with Sales, Marketing, Product Management and Customer Service to optimise launch execution.
  • Provide timely market intelligence on customer likes and dislikes, competitor activity and reimbursement trends.
  • Participate in regional and national trade shows; occasional weekend travel required.
• Operational Excellence
  • Implement and maintain Salesforce CRM reporting for complete visibility into pipeline, forecast and activity metrics.
  • Conduct regular funnel and performance reviews with Sales Leadership; present data‑driven insights and recommendations for improvement.
  • Contribute suggestions for pricing, incentive structures and commercial strategy adjustments in close collaboration with the executive team.
• Team Building and Leadership
  • Model a culture of customer focus, accountability and performance excellence.
  • Support peers through collaboration, knowledge sharing and field best‑practice exchange.
• Key Performance Indicators (KPIs)
  • Instrument placements: Primary success metric; focus exclusively on placement of Instrument Stations and Operating Modules.
  • Quarterly attainment of annual placement goal.
  • Commissions: Uncapped; incentives tied to base station and operating module placements.
  • Pipeline health: Weekly CRM updates and forecast accuracy ≥ 95 %.
  • Activity cadence: 20–30 qualified customer calls per week and 5–10 demos per week (targets may vary by territory).

Knowledge & Skills – Qualifications

• Minimum of high school diploma or equivalent; Bachelor’s degree preferred.
• Minimum 3 years successful sales experience in medical devices, diagnostics or molecular in vitro diagnostics.
• Experience launching new products into the U.S. market strongly preferred.
• Proven track record and deep, up‑to‑date knowledge about urgent‑care, primary‑care or CLIA‑waived point‑of‑care markets.
• Understanding of capital equipment sales models with recurring consumables (reagent‑rental, subscription, service bundles).
• Familiarity with IDN/GPO structures and enterprise deal cycles.
• Skilled in forecasting, territory planning and account segmentation.
• Strong presentation and communication skills for executive and clinical audiences.
• Self‑starter comfortable in a fast‑moving environment.
• Must possess valid driver’s license and clean MVR.
• Ability to lift and transport a 30–40 lbs demo unit.
• Ability to travel 50–60 % of the time (including overnights, weekends and occasional holidays).
• Possessing relationships with key decision‑maker contacts within large urgent‑care / health system networks within respective territory is a plus.
• Ability to read, analyse and interpret common scientific, technical journals and legal documents.
• Other responsibilities or projects assigned as needed.

Work Environment

• Field‑based / remote within assigned territory.
• Combination of remote work arrangement and customer site visits.
• Travel to corporate HQ for training and company events as needed.
• Domestic travel required; occasional weekend conference support.