Job Description

Territory Medical Sales Representative

Job Purpose

The Territory Medical Sales Representative is responsible for generating new referral opportunities with community physicians and ancillary clinical referral sources within an assigned territory. This role serves as a proactive business developer, focused on identifying, targeting, and converting new referral relationships. The ideal candidate is competitive, goal-oriented, and motivated to exceed sales objectives while driving sustained territory growth.

Position Overview

The Territory Medical Sales Representative serves as a strategic business partner to community healthcare providers. This individual cultivates and maintains strong relationships with physicians and clinical staff—including primary care providers, specialists, advanced practice providers, and other referral sources—to increase patient referrals, enhance communication, and support overall business growth.

This role requires a results-driven sales professional with a proven track record in healthcare or related sales.

Essential Functions & Responsibilities

• Promotes and differentiates the organization’s services to meet or exceed quarterly territory objectives
• Increases referrals from a defined territory of healthcare providers, including primary care physicians, specialists, and advanced practice providers
• Identifies and develops new business opportunities by building and leveraging strategic relationships
• Integrates into referring offices as a trusted, value-added partner using a consultative sales approach
• Provides regular updates to leadership on activity, performance metrics, competitive insights, and market trends
• Effectively utilizes marketing materials to communicate service offerings and differentiate from competitors
• Establishes and maintains strong relationships with physicians, nurses, administrative staff, and practice leaders
• Manages and maintains a database of referral sources and territory activity
• Plans and executes territory initiatives such as educational programs, office visits, and networking events
• Represents the organization at local and regional conferences and industry events
• Manages expenses and resources in a compliant and timely manner

Education

• Bachelor’s Degree in Marketing, Business, or a related field required

Experience & Requirements

• Minimum 2–3 years of field sales experience with a proven track record of exceeding quotas in a competitive, metrics-driven environment
• Healthcare, medical device, or pharmaceutical sales experience preferred
• Demonstrated “hunter” mentality with a strong focus on new business development
• History of high performance (e.g., top quartile ranking, awards, or recognition)
• Strong organizational and territory management skills
• Valid driver’s license and reliable personal vehicle required
• Clean driving record in accordance with company standards
• Ability to travel frequently within the assigned territory, with occasional regional travel

Technical Skills

• Proficiency in Microsoft Word, Excel, PowerPoint, and CRM/analytics tools

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