A Day in the Life of a Territory Manager at a MedTech Startup

🧭 Role Overview: What Does a Territory Manager Do?

A Territory Manager (TM) in a MedTech startup is responsible for:

• Sales and Promotion: Introducing and promoting innovative ophthalmic surgical products to eye care professionals.

• Account Management: Building and maintaining relationships with ophthalmologists, surgical teams, and procurement departments.

• Clinical Support: Providing in-theatre support during surgical procedures and training clinical staff on product usage.

• Market Intelligence: Gathering insights on market trends, competitor activities, and customer feedback to inform strategy.

This role is pivotal in driving product adoption and ensuring the successful integration of new technologies in clinical settings.

📅 A Typical Day in the Field of an Ophthalmology Startup Territory Manager

7:00 AM – Preparation: Review the day’s schedule, confirm appointments, and respond to emails.

8:30 AM – Surgical Support: Attend a cataract surgery to provide in-theatre support and ensure proper device usage.

11:00 AM – Client Visits: Visit local eye clinics to discuss product performance, gather feedback, and identify new opportunities.

1:00 PM – Business Lunch: Meet with a key ophthalmologist to introduce a new diagnostic tool and discuss its clinical benefits.

3:00 PM – Training Session: Conduct a training session for clinic staff on the latest product features and usage protocols.

4:30 PM – Administrative Tasks: Update CRM systems with the day’s activities, plan follow-ups, and analyze sales data.

6:00 PM – Strategy Planning: Review territory performance and strategize for upcoming opportunities.

🎓 Required Experience and Training

To excel as a Territory Manager in ophthalmology, candidates typically possess:

• Educational Background: A bachelor’s degree in life sciences, business, or a related field.

• Sales Experience: 2–5 years in medical device or pharmaceutical sales, preferably in ophthalmology or surgical specialties.

• Clinical Knowledge: Understanding of eye anatomy, surgical procedures, and the ophthalmology market.

• Technical Proficiency: Familiarity with CRM tools (e.g., Salesforce and the ability to analyze sales data (e.g., in Alpha Sophia)

Startups may also value candidates with experience in early-stage product launches and a proactive, adaptable mindset.

💰 Salary Expectations and Career Growth

Salary Range: According to Glassdoor, the estimated total pay for a Medical Device Territory Manager is approximately $141,250 per year, with an average base salary of $80,522 per year.

Career Advancement: Territory Managers can progress to roles such as Regional Sales Manager, Director of Sales, or transition into marketing and business development positions. The dynamic nature of startups often provides accelerated growth opportunities for high performers.

🚀 Why You Should Get Into MedTech Startups as a Territory Manager

If you’re looking to fast-track your career in medical sales, joining a MedTech startup as a Territory Manager offers a unique blend of challenge, autonomy, and opportunity. Unlike traditional big-medical companies where reps often follow established playbooks, startup TMs are trailblazers. You’re helping build a market from the ground up, educating physicians on novel technologies, and often working directly with executive leadership. Your wins make a real impact—not just on your commission check, but on how the company grows and pivots. It’s ideal for high-energy, entrepreneurial-minded professionals who thrive in fast-paced, high-responsibility environments.

Plus, the learning curve is steep—in the best way. From product strategy to reimbursement nuances, you’ll touch every aspect of commercial execution. That level of visibility and involvement early in your career can open doors to regional leadership, marketing, and even product roles down the line.

🧭 How to Land a Territory Manager Role at a MedTech Startup

Ready to break in? Here are some actionable tips:

• Tailor Your Resume for Impact: Highlight quota attainment, clinical experience, and any hands-on work with physicians. Use numbers—startups love metrics.

• Network With Purpose: Use LinkedIn to connect with sales leaders and recruiters at startups. Join niche groups like Medical Sales Network and MedTech Innovator.

• Show Startup Energy: During interviews, emphasize your adaptability, initiative, and ability to work without rigid structure. Mention specific times you took ownership or solved complex problems.

• Study the Tech: Before applying, learn about the specific ophthalmic devices the startup offers. Understand the competitive landscape and be ready to discuss the product’s clinical value.

• Start in Associate or Clinical Roles: If you’re earlier in your career, consider a Clinical Specialist or Associate TM role to get your foot in the door.

Landing a TM role at a MedTech startup takes hustle—but it’s absolutely achievable with the right mix of curiosity, preparation, and persistence.

Final Thought:

A career as a Territory Manager in an ophthalmology MedTech startup is both challenging and rewarding. It offers the opportunity to be at the forefront of medical innovation, directly impacting patient care and outcomes. With the right skills, dedication, and strategic approach, you can thrive in this dynamic role and contribute significantly to the success of your organization.