Territory Sales Manager - Chennai

JOB DESCRIPTION
(JD) — TERRITORY SALES MANAGER (ORTHOTICS)

Role Summary

This is a territory–level sales
leadership role responsible for driving growth, market penetration, and brand
presence for Avana’s Orthotics product portfolio. The role includes surgeon
engagement, hospital/channel development, distributor management, and execution
of territory business plans to scale our orthopaedic bracing and rehabilitation
solutions.

Position Details

Role Mission

To expand Avana’s Orthotics
business in the assigned territory by building strong relationships with
orthopaedic surgeons, physiotherapists, hospitals, and distributors; driving
sales growth; delivering excellent clinical/product education; and executing a
structured territory GTM plan.

The role will focus on growing
the adoption of bracing, rehabilitation, and orthopaedic support products,
increasing coverage across hospitals, clinics, and physiotherapy centers, and
strengthening channel partner productivity.

What Success Looks Like

• Achieve
  and exceed monthly, quarterly, and annual revenue targets.
  
• Expand
  penetration in orthopaedic, sports medicine, trauma, spine, and
  rehabilitation segments.
  
• Build
  strong relationships with KOL orthopaedic surgeons and physiotherapists.
  
• Improve
  distributor productivity, coverage, and compliance.
  
• Deliver
  high -quality product demos, workshops, and clinical education sessions.
  
• Ensure
  strong funnel visibility, sales forecasting accuracy, and CRM discipline.
  
• Increase
  Avana’s brand visibility at hospitals, clinics, and physiotherapy centers.
  

Key Responsibilities

1. Territory Sales Strategy & Business Growth

• Create
  and execute a territory -level GTM plan aligned with Avana’s orthotics
  business priorities.
  
• Identify
  high -potential accounts, hospitals, physiotherapy chains, and new business
  opportunities.
  
• Achieve
  revenue, margin, and product -line growth targets.
  
• Drive
  adoption of orthotic bracing solutions across key orthopaedic segments.
  
• Manage
  pricing, negotiations, and institutional sales opportunities.
  

2. Surgeon, Physiotherapist & Hospital Engagement

• Build
  strong working relationships with orthopaedic surgeons, physiotherapists,
  sports rehab specialists, and key clinical influencers.
  
• Conduct product presentations, workshops, and clinical demos to showcase product benefits
  and drive adoption.
  
• Support
  clinical teams and marketing in executing CME programs, training, and
  awareness initiatives.
  
• Develop
  reference customers and local KOLs for the territory.
  

3. Distributor & Channel Management

• Appoint,
  manage, and enable distributor and dealer partners to maximize coverage.
  
• Ensure
  distributor ROI, activity levels, inventory hygiene, and sales throughput.
  
• Conduct
  monthly business reviews with channel partners.
  
• Drive
  primary and secondary sales growth through structured engagement plans.
  

4. Territory Operations, CRM & Forecasting

• Maintain accurate funnel data,
  forecasts, and account -wise business planning.
  
• Report
  competitor activities, market trends, pricing shifts, and new product
  developments.
  
• Provide
  weekly MIS reports and territory insights.
  
• Ensure
  adherence to CRM discipline for leads, activities, and opportunity
  tracking.
  

5. Marketing & Cross -functional Collaboration

• Collaborate
  with marketing for territory -focused campaigns, digital initiatives, and
  branding.
  
• Support
  conferences, exhibitions, outreach programs, and physiotherapy engagement
  events.
  
• Work
  closely with supply chain, logistics, and customer service to ensure
  smooth delivery and fulfilment.
  

Candidate Profile

• Graduate
  in Science / Pharmacy / Physiotherapy / Business; MBA preferred.
  
• 1 -2
  years of experience in medical devices, orthopaedics,
  rehabilitation, or pharma sales.( Pharma sales, medical devices, orthopaedics,
  rehabilitation,)
  
• Strong
  territory management skills and proven sales performance.
  
• Preferably connection with orthopaedic
  surgeons, physiotherapists, hospitals, clinics.
  
• Excellent
  communication, negotiation, and interpersonal skills.
  
• High
  execution discipline and willingness to travel extensively.
  
• Self -driven,
  target -oriented, and capable of managing multiple customer segments.
  

Behavioral & Cultural Expectations

• Integrity
  & Professionalism
  
• Customer -first
  mindset
  
• Accountability
  & Ownership
  
• High
  energy, execution speed, and resilience
  
• Continuous
  learning & product knowledge focus
  
• Team
  collaboration and positive attitude
  

Performance Metrics (KPIs)

• Territory
  revenue & product -line growth
  
• New
  account acquisition vs. penetration of existing accounts
  
• KOL
  engagement score (surgeons & physiotherapists)
  
• Distributor
  productivity & coverage expansion
  
• CRM
  usage, funnel health & forecasting accuracy
  
• Market
  intelligence quality and responsiveness
  
• Execution
  of demos, workshops, and
  clinical programs
  

Compensation & Benefits

• Competitive
  salary with performance -linked incentives
  
• Travel
  allowance and business expense reimbursements
  
• Health
  insurance and standard company benefits
  
• Career
  progression to Regional / National roles for high performers