Territory Manager

The Territory Manager is responsible for driving sales performance and business growth across an assigned geography by developing and executing strategic territory business plans. This role builds and maintains strong relationships with healthcare professionals, key accounts, pharmacies, health systems, and other stakeholders while effectively communicating clinical and product information that supports optimal patient care.

The Territory Manager operates their territory as a business, utilizing data, market insights, and customer engagement strategies to identify opportunities, maximize account penetration, and achieve or exceed sales objectives. Success in this role requires a combination of strategic thinking, business acumen, clinical competency, strong selling skills, and a commitment to compliance and customer service excellence.

Key Responsibilities

Territory & Business Management

• Develop, implement, and execute a comprehensive territory business plan aligned with corporate objectives.
• Analyze territory performance, market dynamics, customer needs, and competitive activity to identify growth opportunities.
• Manage the territory as a business, prioritizing accounts and resources to maximize return on investment.
• Utilize CRM, sales analytics, and other data sources to optimize targeting, call planning, and territory execution.
• Consistently achieve or exceed assigned sales goals and performance objectives.

Customer Engagement

• Establish and maintain productive relationships with healthcare professionals and key stakeholders.
• Effectively engage physicians, nurse practitioners, physician assistants, nurses, pharmacists, office staff, and other healthcare decision-makers.
• Deliver compelling and clinically accurate product presentations tailored to customer needs.
• Execute promotional programs, educational initiatives, speaker programs, and follow-up activities that support business objectives.
• Maintain a high level of customer service and responsiveness to support long-term account growth.

Product & Clinical Expertise

• Develop and maintain deep knowledge of Azurity products, disease states, clinical data, and marketplace dynamics.
• Communicate complex clinical information confidently and accurately in a variety of customer settings.
• Stay current on competitor activity, treatment guidelines, payer developments, and industry trends.
• Complete all required training and continuously expand product, market, and selling expertise.

Compliance & Operational Excellence

• Conduct all business activities in a compliant, ethical, and professional manner.
• Adhere to all company policies, industry regulations, and legal requirements, including sample accountability when applicable.
• Maintain accurate and timely documentation of activities within the CRM platform.
• Effectively manage territory expenses and resources within approved budgets.
• Partner collaboratively with sales leadership and cross-functional teams to drive business results.

Required Qualifications

• Bachelor's degree required.
• Minimum of 2 years of successful sales experience; pharmaceutical or healthcare sales experience preferred.
• Demonstrated track record of meeting or exceeding sales objectives.
• Proven ability to work independently while effectively managing a territory and key customer relationships.
• Strong business acumen and strategic planning skills.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Ability to communicate clinical and scientific information effectively.
• Strong organizational, analytical, and time-management capabilities.
• Experience utilizing CRM platforms such as Veeva, Salesforce, or equivalent systems.
• Proficiency with Microsoft Office applications, including Excel, PowerPoint, and Word.
• Valid driver’s license with an acceptable driving record.
• Ability to travel as required, including overnight and air travel.

Preferred Qualifications

• Pharmaceutical sales experience.
• Specialty pharmaceutical experience.
• Experience calling on Gastroenterology, Primary Care, Obesity Medicine, Endocrinology, Neurology, or other relevant specialties.
• Knowledge of local and regional health systems, payer dynamics, and specialty pharmacy channels.
• Demonstrated history of top sales performance and recognition.

Core Competencies

Business Acumen

Demonstrates ownership of territory performance, understands market dynamics, and aligns activities with strategic business objectives.

Strategic Agility

Develops effective territory strategies, adapts to changing market conditions, and identifies opportunities for growth.

Customer Focus

Builds trust-based relationships and consistently delivers exceptional service to customers and stakeholders.

Communication & Influence

Communicates confidently and persuasively while tailoring messages to customer needs and business objectives.

Initiative & Accountability

Takes ownership, pursues continuous improvement, and proactively identifies solutions to challenges.

Planning & Execution

Effectively prioritizes activities, manages resources, and executes territory plans with discipline and consistency.

Adaptability

Navigates change effectively and remains productive in dynamic environments.

Collaboration

Works effectively across teams and functions to achieve organizational goals and improve customer outcomes.