Territory Manager

Fourth Frontier · India

Fourth Frontier is looking for a talented, self-driven Territory manager to join our expanding team.

As a territory manager, you will own the complete B2B clinical

sales cycle within your assigned geography and generate leads, identify and approach

hospital accounts, cardiology departments, standalone cardiac clinics, diagnostic centres, rehabilitation centres and

healthcare facilities.

Key Areas of Responsibility:

The key responsibilities of this role will include:

Territory Planning & Institutional Account Development

 • Build and execute a structured territory plan covering cardiology

departments, cardiac rehab units, multispecialty hospitals, and

diagnostic centres.

 • Map accounts by patient load, existing flow and prioritise accordingly.

 • Identify key stakeholders within each institution: cardiologists,

electrophysiologists, department heads, nursing coordinators, biomedical

teams, and procurement committees.

 • Open new institutional accounts through structured outreach, clinical

presentations, and proposal submissions.

Growth & Account Management

 • Drive consistent growth in prescription volumes and patient enrolments

at each active account.

 • Track per-doctor prescription trends; proactively re-engage

low-prescribing accounts with clinical reminders, case studies, andoutcome data.

 • Identify upsell opportunities, additional device units, extended

monitoring plans, department-wide roll-outs or platform integration.

 • Build long-term institutional relationships that translate into revenue

 • Manage account-level discipline: device utilisation, repeat orders, and

service satisfaction.

Key Opinion Leader (KOL) Development

 • Identify high-influence cardiologists and electrophysiologists within the

territory and nurture them into clinical advocates and KOLs 

 • Co-ordinate with the clinical research team to provide KOLs with clinical

data packs, publication support, and conference representation.

Competitive Intelligence & Market Development

 • Monitor competitor activity and build structured counter-positioning responses.

 • Share structured market intelligence with the team focused on pricing, objections, competitor claims, and clinical feedback.

Reporting & CRM Hygiene

 • Maintain accurate, real-time CRM records of all interactions, account

status, pipeline stage, and deal progression.

 • Submit daily call reports, weekly territory coverage plans, and monthly

business review decks on schedule.

 • Track and self-report on core KPIs: visits per day, demos conducted,

prescriptions initiated, new accounts opened.

Experience:

• 1–3 years of B2B field sales experience in medical devices, cardiac diagnostics, hospital equipment, or

cardiology-focused pharma.

 • Prior exposure to ECG devices, Holter monitors, ambulatory cardiac

monitoring, telemetry, or remote patient monitoring is strongly preferred.

 • Proven ability to sell to cardiologists, department heads, and hospital

procurement managing complex institutional sales cycles.

 • Established network of cardiologists and hospital contacts within the

target territory is a significant advantage.

 • Consistent track record of target achievement with data to back it up.

Qualifications: Education:

 • B.Sc (Life Sciences / Physics / Electronics / Biomedical), B.Pharm,

or B.E. (Biomedical Engineering).

Skills:

Technical & Sales Skills:

 • Evidence-based & consultative clinical selling

 • Institutional account management

 • Clinical product demonstration & onboarding

 • Hospital procurement & tender navigation

 • CRM proficiency

 • Working knowledge of ECG / arrhythmia diagnostics

Behavioural Competencies:

 • High ownership & accountability

 • Resilience in complex, multi-stakeholder sales

 • Intellectual curiosity & clinical product passion

 • Adaptive, proactive, resourceful • Integrity in all clinical sales interactions.