Sales Manager (Hospitals & Health Systems)

Job description

### **What we’re looking for** We’re seeking a highly motivated **Territory Sales Manager** to lead our growth by expanding our presence within hospitals and health systems. You have a demonstrated history of medical device or pharmaceutical sales, building deep relationships with health systems. This is an **Individual Contributor (IC) role** for a high-impact individual, building relationships with hospital leaders and guiding them from initial discovery through contracting. We are looking for someone who is comfortable navigating the clinical floor and understands the daily rhythm of cardiology service lines, Heart & Vascular institutes, and cardiac rehab facilities. Because this role requires deep relationship-building and navigating high-stakes negotiations, you should expect to be **on-site with sales leads and clients 30-50% of the time**. You’ll serve as a trusted advisor, building peer-level credibility with both frontline staff and department heads to systematically manage the sales process from prospecting through a successful signing. ### **Responsibilities** - **Self-Generated Leads:** Take total ownership of your territory. You are responsible for creating your own leads and opening doors through outbound outreach and physical presence within hospital systems. - **The Icebreaker Motion:** Master the art of building new relationships. You can quickly identify decision-makers and build instant trust with clinical staff and administrators. - **Clinical Fluency:** Act as a bridge between science and sales. You can speak comfortably about clinical outcomes to engage physicians and managers, focusing on relationship-building over technical specs. - **Proven Ability to Exceed Sales Targets**: Meet and exceed sales targets, consistently driving revenue growth while collaborating with Client Success to ensure client expansion ### **30-60-90 Day Expectations in this Role** **First 30 Days** - Onboard to sales operations including pipeline, CRM tooling, and value prop. - Pipeline Kick-off: Leverage your existing network to initiate initial "discovery" conversations and begin generating net-new leads within your first month. - Begin walking the floor in your initial hospital targets to learn local system dynamics. - Master the sales pitch, clinical objection handles, and our of department-level engagement. - Begin taking pitch meetings independently and owning follow-up actions and deal maturation. **First 60 Days** - Deploy strategies for growing your territory pipeline by advancing early leads and generating significant net-new deals through field outreach. - Achieve clear milestones in your sales process within your top-tier health system targets and prove the ability to drive existing deal progression. **First 90 Days** - Assume full ownership of your territory’s pipeline, reporting on performance and lead maturation. - Coordinate hand-offs to the implementation team as your first deals reach the finish line. - Close your first hospital sale and establish a repeatable playbook for In-Person ICR sales in your region. ### **Your Past Experience** - **The Archetype:** Former Cardiac Rehab Manager, Clinical Lead, or Med-Device Territory Manager who transitioned into sales and growth. We highly value candidates who have lived the clinical life and now want to drive the business side. - **Problem Solver:** Proven track record of creating your own leads and navigating the complexity of large hospital systems. - **Relationship Specialist:** You prefer face-to-face interactions and hallway networking over virtual meetings. You are a master of building instant rapport with everyone from the front desk to the Chief of Cardiology. - **Clinical Literacy:** Need to be able to lead key healthcare stakeholder meetings with various stakeholders across the system - **Fast-Paced Success:** Experience in a high-velocity sales environment where you are motivated by closing deals and building a market from scratch. - **Mission-driven:** Highly motivated to drive impact in cardiac recovery. - **Mobility:** Ability to travel within your territory frequently to meet partners where they work. ### **Benefits** - Generous PTO / sick leave / health benefits - 401(k) plan - Health and wellness stipend - Expected compensation range: $150,000 – $200,000 OTE split between base salary and variable performance bonus