Territory Manager

The Territory Manager is the primary revenue driver and relationship owner for an assigned geographic territory. This role is responsible for building, growing, and retaining a portfolio of healthcare provider accounts, including physician practices, clinics, and wellness providers who prescribe compounded medications through Sweetgrass Pharmacy & Compounding. The Territory Manager operates with an entrepreneurial mindset, combining clinical fluency, consultative selling, and strategic account development to meet territory revenue targets and uphold The Sweetgrass Standard at every provider touchpoint.

Responsibilities

Territory Development & Revenue Growth

• Own and grow a defined territory to meet and exceed quarterly and annual revenue quotas.
• Identify, prospect, and convert new healthcare provider accounts through targeted outreach, provider meetings, and referral development.
• Conduct regular in-field visits approximately 20% of time to high-value accounts, key clinic partners and new prospects when responsible.
• Develop and execute a territory business plan aligned with Sweetgrass’s revenue goals and strategic priorities.
• Partner with your assigned Clinical Account Coordinator (CAC) to manage day-to-day account needs, freeing capacity for high-value field activity.

• Serve as the primary relationship owner for all provider accounts in your territory, ensuring retention and year-over-year growth.
• Build deep trust with prescribers, office managers, and clinical staff by demonstrating knowledge of compounding, formulary options, and patient care workflows.
• Proactively identify and escalate risks to the provider relationship, volume declines, or competitive threats.
• Represent Sweetgrass with the professionalism and service standards that define The Sweetgrass Standard.

• Maintain a clean, accurate CRM pipeline in HubSpot. Logging all calls, visits, follow-ups, and account notes consistently.
• Manage the full sales cycle from prospecting and discovery through onboarding and account expansion.
• Utilize approved sales collateral, email sequences, and presentation materials to drive provider education and conversion.
• Forecast territory revenue accurately and surface needs or opportunities during regular check-ins with the Director of Sales & Marketing.

• Work closely with your paired CAC(s) to ensure seamless handoffs, accurate provider setup, and timely issue resolution. Please note that aligned CAC receives an incentive based on the success of the aligned territory manager(s).
• Collaborate with pharmacy operations and clinical teams to communicate provider preferences, formulary questions, or custom compound needs.
• Provide market feedback on competitor activity, pricing dynamics, and unmet provider needs to inform product and marketing strategy.

Systems & Tools

• HubSpot CRM — proficiency required; prior experience strongly preferred.
• Pharmetika pharmacy software — experience preferred; training provided.
• Proficiency in standard communication and productivity tools (email, video conferencing, Google Workspace or Microsoft 365).

• Base Salary: $70,000 – $90,000, commensurate with experience.
• Commission: Uncapped territory commission tied to revenue attainment against quarterly quota.
• Benefits: Health, dental and vision benefits. PTO, $125/month technology stipend covering cell phone/internet and mileage/travel reimbursement for field activity.

• Bachelor’s degree required; life sciences, healthcare administration, business, or related field preferred.
• 2–5 years of medical or pharmaceutical sales experience required; compounding pharmacy experience is a strong plus.
• Demonstrated track record of meeting or exceeding quota in a territory-based sales role.
• Prior experience selling to physician practices, specialty clinics, or wellness providers preferred.

• Consultative sales approach with the ability to translate clinical and formulary information into provider value.
• Self-directed and highly organized; able to manage a large territory with minimal oversight.
• Exceptional verbal and written communication skills; comfortable presenting to providers and office leadership.
• High integrity, strong follow-through, and commitment to service excellence.