Territory Sales Manager, Central / Great Lakes

Territory: Central: Illinois, Indiana, Ohio, Michigan, Wisconsin, Minnesota, Iowa, Missouri, Kentucky

Department: Commercial
Reports To: Vice President of Sales

About AMDI

Autonomous Medical Devices Incorporated (AMDI), headquartered in Santa Ana, California, brings together a world-class team of engineers, scientists, clinicians, and manufacturing experts dedicated to advancing point-of-care diagnostics. From its ISO 13485-certified, 110,000 sq ft facility, AMDI develops and manufactures innovative diagnostic systems leveraging breakthrough microfluidics, protein engineering, and cloud-connected data solutions.

Our lead product, the Fast PCR System , delivers molecular respiratory results (Flu A, Flu B, RSV, and COVID-19) in under 10 minutes — purpose-built for urgent-care and office-lab settings. The pipeline includes future assays, designed for CLIA-waived environments, underscoring AMDI’s mission to deliver accurate results at the time of care.

Role Summary

The Territory Manager defines, develops, and executes the sales strategy within an assigned region and plays a critical role in AMDI’s transition from R&D to full-scale commercialization.

The Territory Sales Manager is responsible for all aspects of sales execution, key account management, forecasting, customer engagement, and performance analytics. The role is accountable for instrument placements, adoption, market-share expansion, and customer satisfaction within the assigned geography.

Essential Duties & Responsibilities
Sales Strategy and Execution

• Execute the commercial launch of AMDI’s Fast PCR System, consisting of the Fast PCR Base Station and one or more Fast PCR Operating Modules within territory.
• Drive instrument placements across urgent-care and high-volume primary-care markets.
• Develop strategies to identify, prioritize, and close large urgent-care and PCP network opportunities.
• Manage a full sales cycle including contracting, installation, and post-install adoption.
• Use Salesforce CRM to build and manage pipelines, forecast accurately, and drive data-driven decisions.
• Partner with Marketing to execute lead-generation and conversion programs that support scalable territory growth.
• Work with Sales Leadership to monitor, exceed, and accelerate placement targets.
• Ensure timely completion of administrative tasks (CRM updates, expense reports, training modules).

Customer Engagement and Account Ownership

• Build and sustain strong relationships with key decision makers across urgent-care chains, primary-care groups, and office labs.
• Deliver compelling demos and workflow consultations that highlight speed, accuracy, and ROI.
• Own the post-install adoption process for 90 days, coordinating training and utilization growth.
• Ensure all communications reflect professionalism, integrity, and regulatory compliance.

Cross-Functional Collaboration

• Partner cross-functional with Sales, Marketing, Product Management and Customer Service to optimize launch execution.
• Provide timely market intelligence on customer likes and dislikes about the offering, competitor activity, and reimbursement trends.
• Participate in regional and national trade shows; occasional weekend travel required.

Operational Excellence

• Implement and maintain Salesforce CRM reporting for complete visibility into pipeline, forecast, and activity metrics.
• Conduct regular funnel and performance reviews with Sales Leadership; present data-driven insights and recommendations for improvement.
• Contribute suggestions for pricing, incentive structures, and commercial strategy adjustments in close collaboration with the executive team.

Team Building and Leadership

• Model a culture of customer focus, accountability, and performance excellence.
• Support peers through collaboration, knowledge sharing, and field best-practice exchange.

Key Performance Indicators (KPIs)

• Instrument Placements: Primary success metric; focus exclusively on the placement of Fast PCR Base Stations and Operating Modules.
• Quarterly attainment of annual placement goal.
• Commissions : Uncapped; incentives tied to Base Station and Operating Module placements.
• Pipeline Health : Weekly CRM updates and forecast accuracy ≥ 95 %.
• Activity Cadence : 20–30 qualified customer calls per week and 5–10 demos per week (targets may vary by territory).

Qualifications

• Minimum of high school diploma or equivalent. Bachelor’s degree preferred.
• Minimum 3 years successful sales experience in medical devices, diagnostics, or molecular in vitro diagnostics.
• Experience launching new products into the U.S. market strongly preferred.
• Proven track record and deep, up-to-date knowledge about the urgent-care, primary-care, or CLIA-waived point-of-care markets.
• Understanding of capital equipment sales models with recurring consumables (reagent-rental, subscription, service bundles).
• Familiarity with IDN/GPO structures and enterprise deal cycles.
• Skilled in forecasting, territory planning, and account segmentation.
• Strong presentation and communication skills for executive and clinical audiences.
• Self-starter comfortable in a fast-moving environment.
• Must possess valid driver’s license and clean MVR
• Ability to lift and transport a 30–40 lb demo unit.
• Ability to travel 50–60% of the time (with overnights, weekends, and occasional holidays).
• Possessing relationships with key decision-maker contacts within large Urgent Care /Health System networks within respective territory is a plus.
• Ability to read, analyze and interpret common scientific, technical journals, and legal documents
• Other responsibilities or projects assigned as the need arise.

Work Environment

• Field-based / remote within assigned territory.
• Combination of remote work arrangement and customer site visits.
• Travel to corporate HQ for training and company events, as needed.
• Domestic travel required; occasional weekend conference support.

Compensation & Benefits

• Base Salary : $100K-$150K
• Commission : Uncapped, performance-based variable compensation with On-Target Earnings (base + commission) in the ~$180K–$230K range , depending on experience and performance.
• Benefits Include :
  • Eligible for Incentive Stock options
  • Monthly vehicle stipend (sales territory role only)
  • 13 company-paid holidays plus generous vacation and sick days
  • Daily on-site free lunch, snacks, and drinks (when at corporate HQ)
  • 100 % employer-paid medical insurance for employee coverage (base plan)
  • 401(k) with company match
  • Education assistance program
  • Monthly socials and employee events
  • Employee discounts on theme parks, movie theaters, hotels, and rental cars

Why Join AMDI

At AMDI, you’ll join a mission-driven organization pioneering the future of molecular testing at the point of care. The Fast PCR System delivers true PCR accuracy in under 10 minutes — empowering providers to make faster, improved clinical decisions.

You’ll work with an experienced leadership team that has launched and scaled global diagnostics platforms. This is a rare opportunity to be part of a growth-stage company that values speed, integrity, and positive clinical impact.

Compliance and Quality

Operate in full compliance with AMDI’s Quality Management System and applicable CLIA, FDA, HIPAA, and anti-kickback regulations. Maintain ethical standards in all business conduct.