Territory Manager - Medical

140+ years serving healthcare

Over 14,000 teammates worldwide

Serving healthcare partners in 80 countries

Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland

40+ distribution centers

Portfolio of 300 propriety and branded product offerings

1,000 branded medical product suppliers

4,000 healthcare partners served

Job Position Purpose / Summary The Territory Sales Manager will be responsible for driving sales performance across assigned accounts and geography, ensuring business growth and customer satisfaction. The role involves developing and executing territory-level business plans, expanding key customer relationships and effectively managing distributors and healthcare institutions to achieve or exceed sales targets across all product categories.

Job Position Scope: The position will report to the Regional Sales Manager. Job Position Accountabilities / Expectations: ✓ Sales Execution • Achieve sales targets through effective territory and key account management • Regular customer visits to build relationships and drive product adoption • Identify, develop and convert opportunities in SFDC to build a strong funnel • Monitor sales KPIs and submit corrective actions to close performance gaps • Collaborate with the regional team & HO team to ensure alignment on strategy and execution ✓Business Development: • Identify new business opportunities in hospitals, healthcare institutions and key accounts • Execute customer-wise strategies to drive value capture and increase share of wallet • Monitors monitor sales call frequency, territory coverage, sales performance and execute plans for further growth. • Responsible for budgeting, controls and executing governance and compliance. • Support implementation of product launches and marketing campaigns within the territory ✓Market Management: • Maintain up-to-date knowledge of competitor activities, market trends and customer needs • Participate in customer meetings, industry events and other external forums • Collaborate with internal cross-functional teams (marketing, supply chain, finance) to support smooth execution ✓ Distributor & Channel Management: • Manage relationships with distributors and channel partners • Monitor secondary sales, stock availability and order fulfillment • Ensure compliance with pricing, India FDA policies and commercial terms • Drive Distributor engagement program to meet commercial objective JOB DESCRIPTION ✓ Compliance & Reporting • Adhere to all corporate governance and compliance guidelines • Submit timely reports on sales performance, market insights and activities • Maintain accurate records in CRM (e.g., SFDC) and ensure data hygiene ✓ People Management & Development • Lead a team of employees in achieving organizational goals • Guide, coach, direct and develop direct reports and foster those practices across the team • Provide ongoing performance feedback, highlighting strengths and areas for improvement • Identify and develop successors for own role and key positions within the team • Motivate and empower the team to exceed targets through recognition and developmental support • Identify training needs and nominate team members for relevant learning interventions • Monitor and ensure compliance with all company policies and procedures Key Relationships / Customer Expectations: Internal: Regional Sales Manager, Country Marketing, Sales Operations, Finance, Supply Chain External: Hospitals, Key Accounts, Distributors, Procurement Heads, Medical Staff Key Leadership Behaviors: IDEAL Values: • I: Integrity- Honor commitments. Be thoughtful, honest and fair • D: Development- Aspire for improvement and growth • E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future • A: Accountability- Own our actions and results. Be responsible for what we do. • L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions Qualifications / Education / Experience / Skills Required: Education: • Graduate in Life Sciences, Pharmacy, or an equivalent discipline. MBA / PGDBM preferred Experience • 8–10 years of overall sales experience in the MedTech / healthcare industry • Preferably 4–5 years of experience in a people management role • Proven track record in hospital/institutional sales and territory management • Prior experience or exposure to S&IP (Surgical & Infection Prevention) products • Experience working with distributors and tender-driven institutional sales • Broad-based understanding of healthcare customers, markets and competitors • Experience working cross-functionally with marketing, supply chain and finance teams Skills Required: • Strong communication, interpersonal and negotiation skills • Excellent relationship management and customer engagement capabilities • Ability to lead, coach and develop high-performing teams • Strategic thinking with hands-on execution ability • High levels of integrity, initiative and organizational sensitivity • Proficiency in CRM systems (e.g., Salesforce/SFDC) and MS Office tools