Associate Territory Manager

The Associate Territory Manager is responsible for supporting sales growth by developing new business opportunities, maintaining existing customer relationships, and expanding product and service distribution within an assigned territory and/or account base. This role is ideal for an early-career sales professional who is driven, relationship-focused, and eager to develop their selling skills within the healthcare and medical device distribution industry.
The Associate Territory Manager will work closely with customers, vendor/manufacturing partners, and internal teams to identify opportunities, deliver solutions, and provide an exceptional customer experience.
How You'll Make an Impact

• Identify and develop new and potential customers to support revenue, profitability, and billing objectives within an assigned sales territory and/or account base.
• Maintain and grow relationships with existing customers through consistent communication, follow-up, and account support.
• Conduct cold calling, prospecting, and other outreach activities to generate new business opportunities.
• Call points may include home infusion pharmacies, specialty pharmacies, long-term care facilities, skilled nursing facilities, infusion centers, home respiratory providers, home enteral nutrition providers, hospice organizations, 503A and 503B pharmacies, closed-door pharmacies, and compounding centers.
• Build customer relationships through relationship selling, needs assessments, trend identification, and continuous relationship development.
• Secure and maintain product and/or service distribution while supporting effective customer agreements.
• Build and maintain productive working relationships with vendor and manufacturing partners.
• Initiate proactive customer outreach regarding sales opportunities, product information, sales trends, and other relevant business needs.
• Conduct research and prepare for sales calls to ensure productive and successful customer interactions.
• Utilize effective sales techniques to increase revenue and expand the customer base.
• Identify and recommend products and services that meet customer needs, improve customer satisfaction, and support customers' ability to remain competitive.
• Develop and maintain positive customer relationships and coordinate with internal teams to ensure customer requests are addressed accurately and in a timely manner.
• Support account management and internal activities related to customer service and account maintenance.
• Maintain accurate customer, opportunity, and sales activity information.
• Continue developing sales knowledge and skills through structured training, in-services, development initiatives, and self-study.
• Consistently work toward achieving assigned sales goals and performance objectives.
• Perform other duties and responsibilities as assigned.

Responsibilities

Required Qualifications

• 1–3 years of medical device, healthcare, or B2B sales experience.
• Demonstrated ability to maintain and grow an existing customer base.
• Experience meeting or exceeding sales objectives.
• Strong cold calling, prospecting, and new business development skills.
• Detail-oriented with strong problem-solving and follow-through skills.
• Strong and persuasive communication skills with the ability to influence customer behavior and drive desired outcomes.
• Strong relationship-building and customer service skills.
• Ability to work independently while collaborating effectively with internal teams.
• Ability to manage multiple priorities and activities in a fast-paced environment.
• Advanced proficiency in Microsoft Office and Google Workspace.
• Valid driver's license and a clear driving record.
• Bachelor's degree.
• Ability to travel approximately 25%–30%.

Preferred Qualifications

• Experience using CRM tools.
• Healthcare distribution experience.
• Experience working with pharmacies, infusion providers, long-term care facilities, or other healthcare providers.
• Superior communication, organization, prioritization, and time-management skills.
• Strong customer service mindset and collaborative approach.
• Demonstrated ability to quickly learn products, services, and industry trends.

What Success Looks Like

• Consistently meets or exceeds assigned sales and revenue objectives.
• Builds a strong pipeline of prospective customers and new business opportunities.
• Develops and maintains productive, long-term customer relationships.
• Demonstrates increasing knowledge of products, customers, markets, and the healthcare distribution industry.
• Effectively manages sales activities, customer follow-up, and internal coordination.
• Demonstrates growth in sales skills and readiness for increased sales responsibility.

Benefits

IMS offers a comprehensive benefits package, including:

• Medical, Dental & Vision Insurance
• 401(k) Retirement Plan with Company Match
• Paid Time Off (PTO)
• Company-Paid Holidays

Base Salary: $55,000; (On-Target Total Earnings $75,000)
Compensation is determined based on a variety of factors, including the candidate's qualifications, experience, skills, geographic location, internal equity, and business needs.