[Hiring] Associate Territory Manager @Thrivelab

Role Description

This is a remote position.

On a Mission to Change a Million Lives. That is the number we are working toward, and it is the reason this role exists. We help mission-driven providers and clinical operators scale outcomes through personalized medications, education, technology, and services.

This role is built for someone early in their sales career who wants to build a life-changing career in pharmaceutical sales, wellness, and healthcare technology. You will not be handed a script and a call list. You will be trained, mentored, and given a path to owning a territory outright.

The Role

• This role is for proven closers interested in building a life-changing career in pharmaceutical sales.
• The Associate Territory Manager is a hybrid inside sales and field territory role designed to build a complete commercial skill set:
  • Prospecting
  • Activation
  • Account growth
  • Retention
  • Territory ownership
• You will start inside building a pipeline, running virtual meetings, visiting new accounts, and shadowing your mentor.
• You will do this alongside a seasoned Territory Manager who serves as your mentor.
• Once you have built and activated 25 accounts, you graduate to your own territory.

The Mentorship Path

• This is a structured, two-phase program with a defined graduation gate. There is no ambiguity about how you advance.
• Phase 1 — Build (Mentorship):
  • Primarily inside sales: outbound prospecting, virtual clinic meetings, onboarding-to-first-order conversion, and dormant account reactivation.
  • Paired with a mentor Territory Manager for weekly account strategy, live call coaching, joint field days, and deal review.
  • Structured onboarding curriculum: compounding fundamentals, 503A regulatory framework, LegitScript standards, therapeutic categories (GLP-1, hormone therapy, peptides, longevity), ordering workflows, and promotional compliance.
  • Field exposure increases progressively as your book grows — ride-alongs first, then independent visits to your own accounts.
  • Guaranteed base salary plus commission from day one. You are not carrying a full quota while you learn.
• Phase 2 — Own (Graduation):
  • You are assigned your own geographic territory with full commercial ownership: revenue, pipeline, forecast, activation, and retention.
  • Base salary steps up; commission becomes uncapped against territory performance.
  • Eligible to mentor the next cohort of Associate Territory Managers, with override compensation on mentee production.

Graduation Criteria

• Activated Accounts: 25 accounts converted to first order and confirmed ordering.
• Recurring Base: Demonstrated repeat and refill activity across the activated book.
• Timeline: Target 9–12 months; formal review at 90, 180, and 270 days.
• Execution: CRM discipline, forecast accuracy, and follow-through at the standard expected of an independent Territory Manager.
• Approval: Joint sign-off by mentor Territory Manager and EVP of Sales.

Is This You?

You will thrive here if you are:

• Purpose-driven. You want the thing you sell to matter, and you can articulate why it does.
• Coachable and hungry. You take feedback without defensiveness and apply it the same week.
• A quick study. Our products, protocols, and technology change faster than any playbook can keep up.
• Comfortable building, not just maintaining. You are creating a book of business from scratch.
• Self-directed. Nobody will manage your calendar for you.
• Rigorous about follow-through. In this business, reliability is the differentiator.

This is probably not for you if:

• You prefer a highly structured corporate environment with a fixed playbook.
• You need someone to build your pipeline for you.
• You are not a proven closer.
• You are not connected to our mission.

What You Will Own

• Pipeline Generation & Prospecting:
  • Build your own pipeline through outbound calling, email, social outreach, referrals, and inbound follow-up.
  • Prioritize clinics aligned with the ideal customer profile: hormone and wellness clinics, med spas, functional and longevity medicine practices, and telehealth organizations.
  • Maintain healthy pipeline coverage against your activation target at all times.
• New Account Activation:
  • Convert leads and onboarded clinics into active ordering customers.
  • Identify and remove barriers related to ordering, products, pricing, technology, clinical questions, or internal support.
  • Guide customers from first order to repeat and recurring utilization.
• Account Growth & Retention:
  • Increase recurring revenue, average order volume, provider utilization, and therapy adoption within your accounts.
  • Conduct account reviews, identify expansion opportunities, and build focused growth plans for high-potential clinics.
  • Address declining activity, competitive threats, and service concerns before they affect retention.
• Dormant Account Reactivation:
  • Re-engage inactive or declining accounts, diagnose root cause, document standardized reason codes, and execute win-back plans.
  • Coordinate internal resources to resolve recoverable issues and monitor reactivated accounts to prevent repeat dormancy.
• Relationship Development:
  • Run purposeful virtual and in-person 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, and identify provider, product, therapy, location, or referral opportunities.
• CRM Discipline & Forecasting:
  • Document interactions, contacts, opportunities, activation barriers, dormancy reasons, commitments, due dates, and competitive intelligence promptly in the CRM.
  • Maintain accurate opportunity stages, value, timing, probability, risks, and next steps.
  • Participate actively in pipeline reviews, one-on-ones, coaching sessions, and sales planning.
• Learning & Development:
  • Complete the structured onboarding curriculum and ongoing product, clinical, and compliance training.
  • Work your mentor relationship actively. Be proactive, prepared, and follow through on commitments.
  • Operate within all applicable healthcare, privacy, regulatory, and promotional requirements.

Requirements

• Minimum two years of B2B sales experience with a demonstrated record of hitting or exceeding targets.
• Mission-driven with a strong work ethic. You are motivated by outcomes that matter, and you outwork the problem.
• Quick learner and self-starter. You absorb complex products fast and move without being told to.
• Strong verbal and written communication; comfortable and effective on the phone, virtual meetings, or in person.