Sales: Northeast Territory Manager - PATHFAST

Job Summary

The Territory Manager - PATHFAST is responsible for identifying and obtaining new Pathfast (Diagnostic Product) business as well as maintaining and expanding current business within Acute Care Integrated Delivery Networks (IDN's). The role will focus on gaining commitment from hospital and healthcare delivery networks to install Pathfast hardware and utilize the product for cardiac diagnostics. The Pathfast Territory Manager will cover a sales territory consisting of multiple states, the parameters of which will be assigned by the Director of Sales.

Candidate should reside in one of the following areas: NYC metro, Boston metro, Cleveland/Columbus metro, Cincinnati metro.

Essential Duties and Responsibilities

  • Develop a plan to achieve revenue targets in territory
  • Develop a sales pipeline which includes both direct sales opportunities and opportunities through distributor partners
  • Identify clinical champions & decision makers within IDN
  • Ability to work with lab, financial and clinical staff at customers
  • Ability to work with distribution partners
  • Generate sales leads for both direct and distributor opportunities via phone, email and in-person sales calls
  • Qualify sales leads generated by marketing and website
  • Conduct in-person & virtual CE education to clinicians
  • Maintain account relationship and data in Polymedco’s CRM for assigned accounts in territory
  • Conduct in-person & virtual product demonstrations
  • Create and provide price quotes to customers
  • Conduct in-person & virtual clinical evaluations
  • Manage the value analysis & contracting process for product approval and purchase
  • Conduct post-sale Implementation & in-service
  • Maintain relationship for continued growth

Reasonable Accommodations

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

An individual in this position must be able to successfully perform the essential duties and responsibilities listed above. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

The above list reflects the general details necessary to describe the principle and essential functions of the position and shall not be construed as the only duties that may be assigned for the position.

Core Values

  • Understands internal and external customers (hospitals & IDN’s)
  • Assure a safe work environment
  • Encourage individual development
  • Demonstrates teamwork and flexibility/adaptability
  • Demonstrates honesty
  • Keep our commitments
  • Think systemically and ensure constancy of purpose
  • Lead with humility and respect every individual
  • Focus on process, embrace scientific thinking, flow and pull value, assure quality at the source and seek perfection

Education & Experience

  • Bachelor’s degree & extensive sales experience clinical diagnostic products.
  • Success selling medtech product lines direct to healthcare customers.
  • 5-10 years of acute care hospital or IDN sales experience in diagnostic related product sales.


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, skills, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Qualifications List

  • Ability to think strategically, solve practical problems and deal with a variety of changing situations
  • Must have effective leadership, planning and decision-making skills.
  • Proven ability to effectively implement a personal management system.
  • Demonstrated ability to consistently deliver financial results and achieve sales quota.
  • Experience and success working directly with healthcare IDN supply chain leaders.
  • Proficient with Microsoft Office; Word, Excel, Power Point.
  • Experience using a CRM system – to track and report sales progress to company.
  • Ability to communicate professionally with people at all levels of the organization and external contacts.
  • Must be able to define problems, collect data, establish facts and draw valid conclusions.
  • Ability to work both independently and with others.
  • Ability to travel a minimum of 50%.
  • Ability to achieve credentialing through Vendormate and other Vendor Credentialing agencies in Territory.
  • Ability to establish a professional virtual home office to conduct virtual sales calls, product demonstrations, in-services and CE's.

Physical Demands

  • Standing
  • Walking
  • Sitting
  • Talking or listening
  • Using hands or fingers, handle or feel
  • Climbing or balancing
  • Stooping, kneeling, crouching, or crawling
  • Reaching with hands and arms
  • Tasting or smelling

Lifting Demands

  • Up to 10 pounds
  • Up to 25 pounds
  • Up to 40 pounds
  • Up to 100 pounds
  • More than 100 pounds

Environmental Conditions

  • Wet, humid conditions
  • Work near moving mechanical parts
  • Work in high or precarious places
  • Fumes or airborne particles
  • Toxic or caustic chemicals
  • Outdoor weather conditions
  • Colder than normal work temp
  • Risk of electrical shock
  • Noticeable vibration

Activity Disclaimer

The mental & physical requirements and work environment characteristics described here are representative of those that must be met by an individual to successfully perform the essential functions of this position.


This document does not create an employment contract, implied or otherwise, other than an "at-will" employment relationship. Polymedco retains the discretion to add duties or change the duties of this position at any time.

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