Territory Manager — Pulmonary Diagnostics

About the Opportunity

A fast-growing medical device company is seeking a driven, relationship-focused Territory Manager to expand the adoption of an innovative pulmonary function testing platform.

The company’s compact, portable system brings full diagnostic pulmonary function testing—including true plethysmography—directly into physician offices, pulmonary function laboratories, hospitals, and health systems. This differentiated technology eliminates many of the space, staffing, and cost limitations associated with traditional testing equipment.

This is a remote, field-based sales position offering meaningful autonomy and the opportunity to build a high-potential territory within a large, underpenetrated market.

Key Responsibilities

• Manage the entire sales process, including prospecting, pipeline development, clinical demonstrations, contract negotiations, closing, and post-sale account growth.


• Sell a capital equipment platform supported by recurring disposable revenue.


• Conduct compelling in-person demonstrations for healthcare providers, administrators, and clinical staff.


• Translate the product’s clinical capabilities into a clear business case centered on workflow, reimbursement, return on investment, and patient access.


• Develop long-term relationships with physicians, practice leaders, hospital administrators, and health-system decision-makers.


• Navigate both transactional sales and complex, multi-stakeholder capital equipment purchasing processes.


• Partner with clinical, implementation, and customer success teams to support installations, training, customer satisfaction, repeat purchases, and referrals.


• Maintain an accurate pipeline, activity history, and territory plan within Salesforce.


• Represent the organization at regional and national medical conferences.


• Travel regularly throughout the assigned territory.


• Independently manage a high-volume field schedule, typically requiring 40–50 hours per week.

Key Customers

The Territory Manager will engage healthcare professionals who order, perform, or influence pulmonary function testing, including:

• Pulmonologists


• Allergists and immunologists


• Primary care physicians


• Otolaryngologists


• Cardiologists


• Rheumatologists


• Respiratory and pulmonary function testing professionals


• Practice administrators and office managers


• Hospital and health-system decision-makers

Sites of Service

The role requires the ability to tailor the product’s value proposition across several healthcare environments:

• Independent physician practices: Positioning in-office pulmonary function testing as a way to improve patient access, workflow, and practice revenue.


• Hospital outpatient departments: Demonstrating how a compact system can provide true plethysmography with a smaller footprint and lower investment than a traditional body box.


• Integrated delivery networks and health systems: Managing longer, multi-stakeholder sales processes involving clinical, financial, operational, and procurement teams.

Qualifications

• Bachelor’s degree required.


• At least three years of successful B2B sales experience.


• Medical device, diagnostic, healthcare technology, or capital equipment sales experience strongly preferred.


• Documented history of achieving or exceeding sales quotas.


• Proven ability to prospect, generate new business, negotiate pricing, and close deals.


• Experience educating customers on a technical, clinical, or complex product.


• Ability to translate clinical benefits into a compelling financial, reimbursement, and operational value proposition.


• Strong presentation, communication, and relationship-building skills.


• Resourceful, organized, and comfortable building a territory from the ground up.


• Ability to independently manage a high-density field territory.


• Proficiency with Salesforce or a comparable CRM platform.


• Valid driver’s license and clean driving record.


• Willingness to travel regularly and attend industry conferences as needed.

Ideal Candidate

The ideal candidate is a true hunter and strong closer who combines disciplined prospecting with a consultative, relationship-driven sales approach. This individual is comfortable creating opportunities from the ground up, presenting clinical technology to physicians, navigating pricing discussions, and advancing deals through close.

Why Join?

• Represent a genuinely differentiated technology in a large, underpenetrated market.


• Sell a capital platform with recurring revenue potential.


• Join a growing organization where individual performance can have a visible impact.


• Work with a collaborative team and maintain direct access to company leadership.


• Receive comprehensive product training and ongoing clinical support.


• Participate in the growth of an emerging medical device company with a strong product roadmap.


• Remote, field-based working environment.


• Stock options available.