Territory Account Manager

About the role

The Territory Account Manager owns the commercial performance of an assigned geographic territory. This is a hybrid inside and field sales role: you will grow recurring revenue by expanding existing accounts, converting newly onboarded clinics to first order, reactivating dormant customers, and developing strategically targeted new business.

Responsibilities

• Purpose-driven. You want the thing you sell to matter, and you can articulate why it does.
• Comfortable building, not just maintaining. Territories here are being shaped, not inherited fully formed.
• Energized by pace. Priorities move quickly, products expand, and the company is growing faster than the playbook.
• Rigorous about follow-through. In this business, reliability is the differentiator.
• Own territory revenue, account growth, activation, retention, pipeline, and forecast performance.
• Build and execute a territory plan based on account potential, ordering history, strategic value, geography, and likelihood of conversion.
• Maintain approximately 30–50 priority accounts within a practical driving radius; organize weekly customer visits, virtual meetings, prospecting, and follow-up.
• Identify territory trends, competitive risks, service issues, and growth opportunities; communicate clear priorities and corrective actions.
• Increase recurring revenue, average order volume, provider utilization, and product or therapy adoption within current accounts.
• Conduct account reviews, identify expansion opportunities, and create focused growth plans for high-potential clinics.
• Protect the business by addressing declining activity, competitive threats, service concerns, and relationship gaps before they affect retention.
• Convert signed and onboarded clinics into active ordering customers.
• Identify and remove barriers related to ordering workflows, products, pricing, technology, clinical questions, or internal support.
• Guide customers from first order to repeat and recurring utilization, maintaining ownership through resolution or formal handoff.
• Re-engage inactive or declining accounts, diagnose root cause, document standardized reason codes, and execute individualized win-back plans.
• Collapse internal resources to resolve recoverable issues and monitor reactivated accounts closely to prevent repeat dormancy.
• Strategic Relationship Development: Conduct purposeful in-person and virtual interactions tied to a defined account objective and a clear next step.
• Understand each clinic’s goals, patient population, workflows, challenges, and decision-making structure.
• Deliver approved education, communicate new offerings, support workflow adoption, and identify provider, product, therapy, location, or referral opportunities.
• Serve as a trusted business partner and reliable.
• Business Development & Territory Expansion: Prospect strategically within the assigned market and prioritize clinics.
• Build relationships with qualified prospects, generate referrals, develop local networks, and attend approved events or educational programs.
• Maintain a healthy pipeline.
• Consultative Selling, Pipeline & Forecasting: Use a consultative approach focused on customer needs, long-term value, recurring utilization, and measurable outcomes.
• Present the value proposition clearly, address objections professionally, and carry marketplace feedback back to leadership.
• Maintain accurate opportunity stages, value, timing, probability, risks, next steps, and monthly and quarterly forecasts.
• Identify shortfalls early, develop corrective plans, and participate actively in pipeline reviews, one-on-ones, coaching, and sales planning.
• CRM & Cross-Functional Execution: Document interactions, visits, contacts, opportunities, activation barriers, dormancy reasons, commitments, due dates, forecasts, account plans, and competitive intelligence promptly in the CRM.
• Demonstrate strong calendar management, route planning, expense discipline, and administrative follow-through.
• Partner effectively with Customer Success, Marketing, Pharmacy Operations, Clinical, Technology, Finance and Pricing, Sales Leadership, and Executive Leadership while retaining ownership of the commercial outcome.

Requirements

• Three or more years of successful sales or account management experience in healthcare, pharmaceutical, medical device, specialty or compounding pharmacy, diagnostics, healthcare technology, or a related field.
• Demonstrated success growing accounts, developing long-term customer relationships, and managing a territory or customer portfolio.
• Strong consultative selling, business development, account planning, presentation, organization, and follow-through skills.
• Ability to analyze account activity, ordering trends, pipeline data, and territory performance.
• Proficiency with CRM and sales productivity tools; effectiveness in both virtual and field-based environments.
• Self-motivated, accountable, collaborative, resourceful, and comfortable operating with autonomy.
• Valid driver’s license, reliable transportation, and ability to travel regularly within the assigned territory.
• Ability to comply with company policies and applicable healthcare, privacy, regulatory, and promotional requirements.

Preferred

• Experience with medical practices, wellness or hormone clinics, med spas, telehealth organizations, functional medicine practices, or other outpatient providers.
• Experience in specialty or compounding pharmacy, customer activation, dormant-account reactivation, or expansion across providers, locations, products, or service lines.
• Familiarity with healthcare ordering workflows, electronic prescribing, portal ordering, or API-supported customers.
• Established relationships within the assigned market.

Core Competencies

• Territory ownership
• Customer focus
• Consultative selling
• Relationship development
• Strategic prospecting
• Business judgment
• Executive presence
• Accountability
• Resilience
• Curiosity
• Problem-solving
• Collaboration
• Competitive awareness
• Attention to detail
• Coachability
• Results orientation
• Consistent follow-through

What We Offer

• Competitive base salary plus uncapped commission on territory performance
• Stock options, Thrivelab Health Care
• PTO
• Reimbursement for travel, mileage and expenses
• A territory you own outright, with direct access to executive leadership and the ability to influence how the commercial model is built
• A product line and technology platform, giving you more to sell every quarter