Territory Manager - Baltimore

The Territory Manager is responsible for driving IpsiHand prescription growth across an assigned territory. This is a quota-carrying individual contributor role focused on developing relationships with neurologists, physiatrists, and stroke rehabilitation clinicians (PT, OT) who treat chronic stroke survivors. The Territory Manager owns the clinician-facing sales motion end to end, partnering closely with Clinical Liaisons on patient onboarding and with the reimbursement team on coverage pathways.

The ideal candidate is a self-directed medical device sales professional with a strong track record of opening and growing clinician relationships, comfort with clinical content, and the discipline to build a territory from a cold or under-penetrated state.

What You'll Do:

Clinician Development & Account Growth

• Identify and prioritize high-opportunity neurologists, physiatrists, and stroke rehabilitation clinicians (PT, OT) across the assigned territory.
• Drive first prescriptions through in-person clinical detailing, peer-to-peer education, and supported demonstrations of IpsiHand.
• Build repeat referral patterns by working accounts at the practice level and earning trust through reliable follow-through.
• Run in-services and case-based education with clinical teams so prescribers understand patient selection, fitting, and expected outcomes.

Territory Ownership & Quota

• Develop and execute a written territory plan with named target accounts, quarterly milestones, and a pipeline tied to delivery forecasts.
• Carry and beat the assigned quota for IpsiHand deliveries within the territory.
• Maintain disciplined CRM hygiene; provide accurate weekly and monthly forecasts to commercial leadership.
• Identify new market opportunities and lead initiatives to expand Kandu's presence within the region.

Customer & Cross-Functional Engagement

• Coordinate with Clinical Liaisons on patient handoff, fitting logistics, and clinician follow-up after first delivery.
• Partner with the reimbursement team to resolve coverage and authorization friction at the practice level.
• Represent Kandu at regional neurology, stroke, and rehabilitation medicine meetings, and at customer site visits with leadership.

Reporting & Market Intelligence

• Provide accurate and timely sales forecasts, account-level updates, and competitive intelligence.
• Bring back clinician feedback on positioning, reimbursement questions, and product experience to inform commercial strategy.
• Collaborate with marketing, clinical, and operations teams to support territory needs and resolve customer issues.
• Ensure compliance with all company policies, promotional guidelines, and contractual obligations.

What You'll Bring:

• Bachelor's degree or equivalent practical experience.
• 5+ years of medical device sales experience, with a track record of carrying and beating quota in a clinician-facing role.
• Direct experience selling into neurology, stroke, physical medicine and rehabilitation, or a related specialty. Neuromodulation, DME, or rehab device backgrounds are especially relevant.
• Demonstrated ability to develop a territory from a cold or under-penetrated state, not just maintain an existing book.
• Comfort holding a confident clinical conversation with a stroke neurologist or rehab physician about patient profile, mechanism, and published evidence.
• PT, OT, RN, or other clinical background is a plus, but not required.
• Strong understanding of the local territory clinical and payer landscape.
• Exceptional communication, presentation, and relationship-building skills.
• Self-motivated, highly organized, and comfortable working remotely.
• Daily travel within defined geography and occasional business travel of up to 20% outside of defined geography. 

What We Offer:

• Competitive Compensation ($100,000-$130,000 base + uncapped commission + stock options)
• Insurance (Medical/Dental/Vision)
• 401(k)
• Unlimited PTO & Holidays
• Life Insurance, LTD and STD
• Opportunities for advancement as the commercial organization grows