Territory Sales Manager

Territory Sales Manager – Doctor & Strategic Partnerships

Position: Territory Sales Manager

Department: Business Development Reports To: Business Head

Employment Type: [Full-time / Field Role]

About The Role

We are seeking a highly motivated and strategic Territory Sales Manager (TSM) to expand our hospital’s partnerships network, drive patient acquisition, and maximize revenue from key territories.

You will be the frontline growth driver, responsible for building and nurturing relationships with dialysis centers, Cath labs, nursing homes, corporate wellness programs, and emergency medical

services to increase high-value patient partnerships (Cardiac, Neuro, Ortho, GI, KTP etc.).

Success Metrics

YoY revenue growth from Partnerships networks.

New high-value partnerships per quarter.

Retention of existing accounts.

Lead-to-patient conversion rate.

Key Responsibilities

• Revenue Growth & Territory Expansion (30%)
• Drive 10%+ YoY revenue growth from dialysis centers, Cath labs, nursing homes, and corporate tie-ups.
• Focus on high-margin specialties: Cardiac, Neuro, Ortho (joint/spine), GI, and KTP.
• Expand into untapped partnerships segments (community wellness, OOPD, HCFs).
• Partnerships Network Development (25%)
• Onboard new Partnerships partners (Nursing Homes, RMPs, diagnostic chains).
• Strengthen community & clinical alliances for OP & IP footfalls.
• Implement a tiered partnerships system to boost OP & IP enrollment.
• Patient Acquisition & Conversion (20%)
• Achieve YoY growth in IP/OP partnerships via targeted outreach.
• Optimize lead-to-patient conversion through seamless handoff to hospital OPD/IP teams.
• Leverage CRM tools to track Partnerships patterns & prioritize high-value partners and activities.
• Branding & Community Engagement (15%)
• Organize health activities/quarter (conversion centric).
• Distribute hospital branded collaterals/month (brochures, flyers, etc).
• Host CMEs/quarter to educate RMPs & specialists on hospital capabilities.
• Operational Excellence & Compliance (10%)
• Ensure 100% MOU compliance & error-free documentation.
• Coordinate with partners for smoother patient transfers.
• Work on optimizing MoU finalization, and incentive structures.
  
  

Skills & Competencies

Healthcare Partnerships Ecosystem Mastery – Dialysis centers, Cath labs, Nursing homes, Community wellness.

High-Value Specialty Sales – Cardiac, Neuro, Ortho, GI, KTP, etc.

Relationship-Driven Growth – Trust-building with doctors, RMPs, community heads & sarpanches.

Data-Driven Outreach – ROI tracking.

Negotiation & Influence – Contract finalization, incentive structures.

Territory Management – Geo-mapping, priority account targeting.

Qualifications & Experience

• B.Sc/MBA/PGDM in Marketing, Healthcare Management, or Sales.
• 3-5 years in healthcare sales, partnerships marketing, or hospital BD.
• Proven record of growing Partnerships revenue by 15%+ in a territory.
• Certifications (Bonus):
• Healthcare Sales & Account Management.
• CRM & Sales Analytics.