JOB DESCRIPTION
(JD) — TERRITORY SALES MANAGER (ORTHOTICS)
Role Summary
This is a territory–level sales
leadership role responsible for driving growth, market penetration, and brand
presence for Avana's Orthotics product portfolio. The role includes surgeon
engagement, hospital/channel development, distributor management, and execution
of territory business plans to scale our orthopaedic bracing and rehabilitation
solutions.

Position Details
Position Title: Territory Sales Manager – Orthotics

Division: Orthotics Products

Department: Sales

Reports To: Regional Sales Head

Role Mission
To expand Avana's Orthotics
business in the assigned territory by building strong relationships with
orthopaedic surgeons, physiotherapists, hospitals, and distributors; driving
sales growth; delivering excellent clinical/product education; and executing a
structured territory GTM plan.

The role will focus on growing
the adoption of bracing, rehabilitation, and orthopaedic support products,
increasing coverage across hospitals, clinics, and physiotherapy centers, and
strengthening channel partner productivity.

What Success Looks Like
Achieve
and exceed monthly, quarterly, and annual revenue targets.

Expand
penetration in orthopaedic, sports medicine, trauma, spine, and
rehabilitation segments.

Build
strong relationships with KOL orthopaedic surgeons and physiotherapists.

Improve
distributor productivity, coverage, and compliance.

Deliver
high -quality product demos, workshops, and clinical education sessions.

Ensure
strong funnel visibility, sales forecasting accuracy, and CRM discipline.

Increase
Avana's brand visibility at hospitals, clinics, and physiotherapy centers.

Key Responsibilities
1. Territory Sales Strategy & Business Growth
Create
and execute a territory -level GTM plan aligned with Avana's orthotics
business priorities.

Identify
high -potential accounts, hospitals,



physiotherapy chains, and new business
opportunities.

Achieve
revenue, margin, and product -line growth targets.

Drive
adoption of orthotic bracing solutions across key orthopaedic segments.

Manage
pricing, negotiations, and institutional sales opportunities.

2. Surgeon, Physiotherapist & Hospital Engagement
Build
strong working relationships with orthopaedic surgeons, physiotherapists,
sports rehab specialists, and key clinical influencers.

Conduct
product presentations, workshops, and clinical demos to showcase product benefits
and drive adoption.

Support
clinical teams and marketing in executing CME programs, training, and
awareness initiatives.

Develop
reference customers and local KOLs for the territory.

3. Distributor & Channel Management
Appoint,
manage, and enable distributor and dealer partners to maximize coverage.

Ensure
distributor ROI, activity levels, inventory hygiene, and sales throughput.

Conduct
monthly business reviews with channel partners.

Drive
primary and secondary sales growth through structured engagement plans.

4. Territory Operations, CRM & Forecasting
Maintain
accurate funnel data,
forecasts, and account -wise business planning.

Report
competitor activities, market trends, pricing shifts, and new product
developments.

Provide
weekly MIS reports and territory insights.

Ensure
adherence to CRM discipline for leads, activities, and opportunity
tracking.

5. Marketing & Cross -functional Collaboration
Collaborate




with marketing for territory -focused campaigns, digital initiatives, and
branding.

Support
conferences, exhibitions, outreach programs, and physiotherapy engagement
events.

Work
closely with supply chain, logistics, and customer service to ensure
smooth delivery and fulfilment.

Candidate Profile
Graduate
in
Science / Pharmacy / Physiotherapy / Business
; MBA preferred.

1 -2
years of experience in
medical devices, orthopaedics,
rehabilitation, or pharma sales.(
Pharma sales, medical devices, orthopaedics,
rehabilitation,)
Strong
territory management skills and proven sales performance.

Preferably connection with
orthopaedic
surgeons, physiotherapists, hospitals, clinics.

Excellent
communication, negotiation, and interpersonal skills.

High
execution discipline and willingness to travel extensively.

Self -driven,
target -oriented, and capable of managing multiple customer segments.

Behavioral & Cultural Expectations
Integrity
& Professionalism

Customer -first
mindset

Accountability
& Ownership

High
energy, execution speed, and resilience

Continuous
learning & product knowledge focus

Team
collaboration and positive attitude

Performance Metrics (KPIs)
Territory
revenue & product -line growth

Current
account acquisition vs. penetration of existing accounts

KOL
engagement score (surgeons & physiotherapists)

Distributor
productivity & coverage expansion

CRM
usage, funnel health & forecasting accuracy

Market
intelligence quality and responsiveness

Execution
of demos
, workshops, and
clinical programs
Compensation & Benefits
Competitive
salary with performance -linked incentives

Travel
allowance and business expense reimbursements

Health
insurance and standard company benefits

Career
progression to Regional / National roles for high performers

📌 Territory Sales Manager - Chennai
🏢 Avana Surgical Systems
📍 Chennai