Territory Manager - Medical Device Sales - Midwest

InfuSystem•McHenry, IL

1d•Hybrid

About The Position

InfuSystem is a leading national health care service provider, facilitating outpatient care for durable medical equipment manufacturers and health care providers by delivering ambulatory pumps and supplies, along with related clinical, biomedical and billing services, to practices and patients nationwide. The Territory Manager works as part of a team that includes a Customer Care Coordinator, Account Manager, Case Management Nurse, Clinical Director, and Regional Vice President. The role also requires regular collaboration with Marketing, Biomedical, Warehouse, Revenue Collection Management, and IT departments. This is a relationship-driven role that requires managing multiple priorities while serving as the main point of contact for active TPP accounts. The Territory Manager must be able to multitask throughout the day while remaining focused on new business development responsibilities. Approximately 75% of a Territory Manager’s time should be focused on recruiting new business. This includes a combination of cold calls, follow-up on company-generated leads, independently sourced leads, maintaining a positive LinkedIn presence, prospect site visits, direct mail, communication with vendor partners, and meetings with key decision-makers within active accounts to generate referrals. Approximately 25% of the Territory Manager’s time will be spent on account management and supporting active accounts. The TPP program combines service, clinical support, ambulatory pumps, and associated supplies used within outpatient chemotherapy clinics. The TPP program competes with disposable pumps and facility-owned pumps. Call points include Chemotherapy Infusion, Oncology Pharmacy, and Oncology Management. Once trained, the Territory Manager will prospect, close new business, lead clinical in-services, and support active accounts as needed.

Requirements

Bachelor’s degree from a four-year college or university required.
One to two years of related experience and/or training.
Primary residence within the geographic territory is required (IL, IA, MN, NE, and Northwest Indiana), with a strong preference for Illinois.
Willingness and ability to travel extensively within the assigned territory: Approximately 3–4 days per week in the field, with 1–2 days working from home office. Expect 2–4 overnight trips per month; each state should be covered at least once per quarter. Complete 15–20 site visits per week to active accounts, in addition to prospecting visits strategically grouped to maximize efficiency and generate new business.
Strong work ethic
Sound judgment
Proven written and verbal communication skills
Natural curiosity to pursue issues and increase expertise
The courage to promote and defend ideas and analyses
Passionate about InfuSystem and serving customers and patients
Strives to make an impact on improving our business processes and results
Exemplary honesty and integrity
Highly organized, with strong attention to detail and the ability to manage multiple priorities effectively
Demonstrates structured thinking, proactive planning, and disciplined follow-through on deliverables
Ability to collaborate effectively and work selflessly as part of a team
Ability to read, analyze, and interpret business periodicals, professional journals, technical procedures, and governmental regulations.
Capable of writing reports, business correspondence, and procedure manuals.
Skilled in presenting information in person and virtually and responding to questions from managers, clients, customers, and the public.
Proficient in calculating figures such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
Ability to apply basic algebra and geometry concepts.
Capable of solving practical problems and handling a variety of concrete variables in situations with limited standardization.
Able to interpret instructions in written, oral, diagram, or schedule form.
High-level proficiency in Microsoft Excel, Word, and PowerPoint
Must possess a current driver’s license.
Must have valid auto insurance policy coverage.
Regularly required to stand, walk, and communicate verbally.
Occasionally required to sit, use hands, reach, climb, balance, stoop, kneel, crouch, or crawl.
Must be able to lift and/or move up to 25 pounds.
Specific vision abilities include close vision, distance vision, and the ability to adjust focus.

Nice To Haves

Experience in oncology sales, medical device sales, healthcare sales, oncology nursing, or oncology pharmacy preferred.
Bachelor’s degree from an accredited institution preferred, or equivalent education and experience as outlined above.

Responsibilities

Develop and execute a territory plan, with responsibility for territory growth and achievement of all sales quotas.
Conduct five business reviews per month within key and strategic accounts and prospects.
Develop and maintain relationships with customers by staying connected with day-to-day contacts, supervisors, key influencers, and decision-makers at customer locations.
Partner with the Account Manager and Customer Care Coordinator to maximize service and revenue in new and existing accounts, including coordinating paperwork, pump shipments and returns, new account setup, and related processes.
Provide consultative information to customers about equipment based on technical knowledge of products and protocols.
Submits sales contracts & quotes for orders obtained.
Prepare and submit expense reports in accordance with company policy.
Complete all sales reports and required documents in a timely manner.
Attend tradeshows, sales meetings, and education seminars as needed.
Have reliable internet access.
Return customer messages the same day.
Complete accreditation and other exams as required.
Update HubSpot Sales CRM daily with new business prospecting efforts.
Fosters and maintains strong relationships with key stakeholders across an existing business base consisting of 150+ hospital-based and community cancer centers throughout IL, IA, MN, NE, and Northwest Indiana.
Ensures all existing customers submit accurate and timely patient information to InfuSystem and that any outstanding information is collected.
Helps manage the InfuSystem pump fleet placed with customers within the territory.