Territory Manager – Medical Device Sales – Midwest

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. With a comprehensive suite of services, InfuSystem improves clinician access to quality medical equipment and promotes patient wellness and safety while reducing the overall cost of infusion care.

InfuSystem offers Oncology, Pain Management and Wound Care therapies, including Negative Pressure Wound Therapy. The company’s Durable Medical Equipment (DME) Services are composed of direct payer rentals, pump and consumable sales, and biomedical services and repair, including on-site and depot services. InfuSystem provides the sale, rental, lease and associated supplies, including infusion pumps, nerve blocks for acute pain, nerve block catheters, postoperative pain pumps, central venous catheters, IV pumps, pole-mounted pumps, syringe pumps, enteral pumps, Huber needles, clean room supplies, IV extension tubing, pump tubing, ambulatory pumps, replacement pumps, disposable products, central venous access devices, closed system transfer devices, negative pressure wound therapy vacs, wound vac, and chemotherapy and oncology infusion pumps. Biomedical services include both on-site and depot preventive maintenance, repair and warranty services, ranging from equipment inspections to extensive repairs, including compression device systems, defibrillators, EKG machines, electrosurgical units, external pacemakers, humidifiers, infusion pumps, LCDs, light sources, modules, patient monitors, printers, pulse oximeters, telemetry transmitters and tourniquets – all completed to factory specifications.

Headquartered in Rochester Hills, Michigan, InfuSystem delivers local, field-based customer support and operates Centers of Excellence in Michigan, Kansas, California, Massachusetts, Texas and Ontario, Canada.

SUMMARY:

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.

• 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.

Outpatient Third Party Payor Ambulatory Infusion Pump Program (TPP)

Our 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.

IN THIS ROLE, THE IDEAL CANDIDATE WILL:

• 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.

SUPERVISORY RESPONSIBILITIES: This job has no supervisory responsibilities.

THE IDEAL CANDIDATE WILL HAVE THE FOLLOWING QUALIFICATIONS:

• Bachelor’s degree from a four-year college or university required.
• One to two years of related experience and/or training.
• Experience in oncology sales, medical device sales, healthcare sales, oncology nursing, or oncology pharmacy preferred.
• 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.

PERSONAL AND PROFESSIONAL ATTRIBUTES:

The ideal candidate must be a rigorous analytical thinker and problem solver with the following professional attributes:

• 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

ADDITIONAL EXPECTATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

LANGUAGE SKILLS:

• 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.

MATHEMATICAL SKILLS:

• Proficient in calculating figures such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to apply basic algebra and geometry concepts.

REASONING ABILITY:

• 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.

COMPUTER SKILLS:

• High-level proficiency in Microsoft Excel, Word, and PowerPoint

CERTIFICATES, LICENSES, REGISTRATIONS:

• Bachelor’s degree from an accredited institution preferred, or equivalent education and experience as outlined above.
• Must possess a current driver’s license.
• Must have valid auto insurance policy coverage.

PHYSICAL DEMANDS:

• 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.

WORK ENVIRONMENT: 

• The noise level is typically moderate.

Certain hospitals, clinics, and other medical centers require InfuSystem to provide proof of vaccinations before entering their facilities. This role may require proof of vaccination to obtain the accreditation credentials

COMPREHENSIVE BENEFIT PACKAGE:

At InfuSystem, we give our employees the tools to succeed both on and off the job. Our generous benefits package provides comprehensive coverage to help you protect your health and earning power and prepare for the future. In addition, we offer perks and programs that help you grow in your career and make InfuSystem a great place to work!

• Health plan options that include an employer contribution
• Health Savings Account (HSA)
• Healthcare and Dependent Care Flexible Spending Accounts (FSA)
• Dental and Vision premiums covered by InfuSystem
• Life Insurance, STD & LTD
• Paid Parental Leave
• Adoption and Fertility Assistance
• 401(k) with a specified Company Match
• Employee Stock Purchase Program
• Tuition Assistance
• Generous Paid Time Off plan
• Employee Assistance Program
• Competitive Pay
• Employee Referral Bonus

Qualifications