Territory Manager - Sleep & Respiratory (OSA) - Philadelphia Region

Territory Manager – Sleep & Respiratory (OSA)
Location: Remote – Must live in the Philadelphia, Pennsylvania Region
Reports to: Chief Commercial Officer (CCO)
Company Stage: Venture-backed medical device startup entering early commercialization with an FDA-cleared CPAP platform
Product: Kricket™ CPAP powered by proprietary KPAP™ algorithm
Salary: Base $110,000 - $130,000 plus unlimited sales compensation bonus potential
About The Role
Kricket is redefining sleep therapy through a revolutionary CPAP platform powered by the KPAP™ algorithm. As SleepRes enters early commercialization, we are building a high-performance sales organization capable of launching and scaling a disruptive respiratory medical device in the obstructive sleep apnea (OSA) market.
Role Summary
The Territory Manager is responsible for launching and scaling Kricket™ CPAP within an assigned geography by achieving revenue targets, securing early adopter accounts, and building a durable referral and distribution network across sleep physicians, pulmonologists, Durable Medical Equipment (DME) providers, Home Medical Equipment (HME) companies, sleep labs, and integrated delivery networks (IDNs). This individual will operate as the primary commercial leader in their territory, driving adoption of a 510(k)-cleared respiratory medical device in a Medicare and payer-driven reimbursement environment.
Key Responsibilities
Sales & Business Development

Launch and scale a new territory with minimal legacy footprint, establishing SleepRes as a credible CPAP and OSA therapy partner
Achieve and exceed assigned quarterly and annual revenue quotas through disciplined pipeline development and strategic account planning
Identify and convert early adopter physicians, pilot sites, and clinical champions to accelerate regional adoption of Kricket™ CPAP
Develop and execute a comprehensive territory business plan aligned with national commercial strategy
Identify growth opportunities across sleep medicine clinics, pulmonology practices, DMEs, HMEs, hospitals, and IDNs
Manage the full sales cycle: prospecting, clinical education, product demonstrations, value-based negotiations, and contract execution
Build and maintain a robust pipeline within CRM, ensuring accurate forecasting and opportunity tracking
Clinical Education & Product Support

Educate healthcare professionals on obstructive sleep apnea (OSA), diagnostic pathways (including polysomnography and home sleep testing), and CPAP/APAP therapy options
Deliver structured in-service training on product operation, clinical differentiation, patient adherence strategies, and reimbursement considerations
Support product evaluations, pilot programs, and implementation processes with physicians and DME partners
Serve as a clinical and technical resource to customers post-sale, reinforcing therapy adoption and compliance
Relationship Management

Build long-term partnerships with key decision makers, including sleep physicians, pulmonologists, practice administrators, DME executives, and clinical staff
Collaborate with DMEs and sleep labs to optimize therapy adoption, Medicare documentation compliance, and patient adherence outcomes
Maintain high customer satisfaction through proactive follow-up, issue resolution, and ongoing account development
Market Intelligence & Cross-Functional Collaboration

Analyze competitive positioning within the CPAP/APAP and respiratory medical device market
Monitor reimbursement trends, including Medicare, commercial payers, and HCPCS coding considerations
Provide structured field feedback to marketing, clinical, regulatory, and product development teams
Represent SleepRes at regional and national conferences, trade shows, and sleep medicine educational events
Reporting & Compliance

Maintain accurate CRM documentation, activity tracking, pipeline management, and revenue forecasts
Operate in full compliance with company policies, FDA regulations, AdvaMed guidelines, and healthcare industry standards
Ensure all promotional activities align with cleared indications and regulatory requirements
Qualifications
Required Qualifications

Bachelor's degree required
5+ years of medical device, respiratory device, or healthcare sales experience
Minimum 2+ years selling into sleep medicine, pulmonology, DME, or HME channels
Demonstrated track record of achieving ≥100% of quota for multiple consecutive years
Experience operating in Medicare and payer-driven reimbursement environments
Strong clinical aptitude and ability to communicate complex medical and technical information clearly
Familiarity with obstructive sleep apnea (OSA) patient journey and adherence challenges
Valid driver's license and ability to travel 60–80% within assigned territory
Preferred Qualifications

Direct CPAP, APAP, mask, oral appliance, or OSA diagnostic sales experience
Experience launching a new product or developing a territory from zero base
Experience working with integrated delivery networks (IDNs) or hospital systems
Prior experience in venture-backed or early-commercial medical device environments
Proficiency with CRM platforms (e.g., Salesforce or equivalent)
Skills & Competencies

Proven consultative selling approach involving needs assessment, clinical value articulation, and multi-stakeholder engagement
Ability to build physician credibility through data-driven clinical discussions
Strategic territory planning and disciplined time management
Data-driven decision-making and opportunity prioritization
Strong presentation, negotiation, and communication skills
Demonstrated ability to operate independently and build infrastructure in a startup environment
Physical & Travel Requirements

Frequent travel within assigned territory (60–80%)
Ability to lift and transport product demonstration equipment (up to approximately 25 lbs)