[Hiring] Territory Manager @Kandu

Role Description

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.

Qualifications

• 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.

Benefits

• 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