Territory Development Representative

Position Summary:

The Territory Development Representative (TDR) is the front end of the region's revenue engine —building and qualifying the pipeline that Area Sales Managers (ASMs) convert into System placements. Reporting to the Area Sales Director (ASD), and working alongside a second TDR in support of the region's seven (7) ASMs, the TDR identifies hospitals and health systems with the interventional radiology, hepatobiliary surgery, and surgical oncology volume to support a histotripsy program; builds early relationships with physicians, administrators, and other stakeholders; and hands off well-qualified, well-documented accounts to the ASM team. The TDR also coordinates with the region's Account Managers (AMs) so that accounts move smoothly from prospecting through capital sale and into post-sale program launch and utilization growth — connecting the full customer lifecycle from first contact to clinical adoption.

Position Expectations:

• Map and prioritize target accounts within the region based on liver tumor case volume, interventional radiology/hepatobiliary surgery/surgical oncology program maturity, and capital equipment readiness.

•Build early relationships with interventional radiologists, hepatobiliary and surgical oncologists, tumor board leaders, and hospital administrators to introduce histotripsy and the System ahead of formal ASM engagement.

• Conduct discovery conversations to understand each account's clinical workflows, capital acquisition process, and decision-making structure.

• Partner with assigned ASMs to prioritize the highest-potential accounts, share complete stakeholder and clinical context, and jointly track deal progression from lead to qualified opportunity.

• Maintain a live, accurate pipeline and territory plan for each supported ASM, and report pipeline health and prospecting metrics to the ASD on a regular cadence.

• Coordinate with Account Managers (AMs) on newly closed accounts to ensure a smooth handoff into program launch, physician training, and utilization growth.

• Help identify potential key opinion leaders (KOLs) and centers of excellence for future reference sites and speaker development, feeding candidates to the AM team.

• Support trade shows, regional conferences, and other business development and educational activities to build the region's referral network.

• Develop and maintain working clinical, technical, and business knowledge of histotripsy and the System to speak credibly with prospective customers.

• Comply with all regulatory and AdvaMed guidelines for pre- and post-commercialization activities.

Qualifications:

To perform this role successfully, an individual must demonstrate regular, predictable attendance and be able to meet each expectation at a satisfactory level. The requirements listed below are representative of the knowledge, skill, and/or ability necessary for satisfactory performance. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Minimum Qualifications:

• Bachelor's degree in Business, Life Sciences, or a Healthcare-related field.

• Minimum of 2 years of sales or clinical liaison experience, preferably in medical device, capital equipment, or interventional/surgical oncology settings.

• Demonstrated success prospecting and building relationships with physician and

hospital administrative stakeholders.

• Must be able to meet all hospital credentialing requirements, including but not limited to background check, drug screen, and certain immunizations.

• Must be insurable and maintain a valid driver's license.

• Must be willing and able to travel (by automobile or air, day trips and overnight stays) up to 60% of the time.

Other Required Knowledge, Skills and Abilities:

• Working knowledge of interventional radiology, hepatobiliary surgery, or oncology capital equipment sales processes a plus.

• Results/action oriented with a drive to achieve and compete.

• Curious, driven to achieve, and willing to ask thoughtful questions

• Excellent verbal and written communication skills.

• Ability to work independently, with minimal supervision, as well as collaboratively with ASMs, the ASD, AMs, and cross-functional teams.

• Strong organizational and time management skills, including the ability to prioritize a busy prospecting schedule across multiple ASM territories.

• Strong customer service skills.

• Exceptional personal initiative and desire to drive continuous improvement.

Position Type and Expected Hours of Work:

This is a full-time position. Days and hours of work are Monday through Friday, generally 8:00 a.m. to 5:00 p.m. Occasional evening and weekend work may be required as job duties demand.

Work Environment:

This position operates in a field-based sales territory environment. This role requires a personal vehicle for field travel with a valid driver's license; a monthly car allowance will be provided for the use of the personal vehicle for work purposes.

Travel:

This position requires travel within the assigned geographical sales territory up to 75% of the time with frequent overnight hotel stays.

Physical Requirements:

• Ability to lift and carry a weight of up to 20 pounds for a short period of time.

• Ability to sit, stand, and/or walk for long periods of time.

• Ability to travel by automobile and/or air, day trips and overnight stays, up to 60% of the time.

Call Points:

C Suites, Champion Surgeons

Territory:

New York

Compensation:

Base:100K VARIABLE COMP 50K total comp-150K at plan, uncapped, Car Allowance, plus gas, Full Expenses, 401K, medical/dental, etc. , equity at sign on