Territory Business Manager - Seating & Mobility

Job Description

Job Description:\n\nAbout Motion Concepts and Invacare Motion Concepts and Invacare are recognized leaders in mobility, seating, and complex rehabilitation solutions designed to improve independence, function, comfort, and quality of life for individuals with mobility challenges. Our portfolio includes advanced power mobility solutions, Motion Concepts power positioning systems, Invacare mobility products, and Matrx seating and positioning solutions. We work closely with rehabilitation professionals, mobility equipment providers, clinicians, and other healthcare partners to develop solutions for a wide range of client needs. We are looking for an experienced, relationship-driven Territory Business Manager – Seating & Mobility to lead and grow our business within the assigned territory. Position Summary The Territory Business Manager is responsible for the overall sales growth, market development, customer relationships, and strategic management of the assigned territory. This is a field-based role requiring a strong combination of business development, consultative selling, clinical aptitude, technical product knowledge, relationship management, and territory planning. The successful candidate will build strong partnerships with rehabilitation equipment providers, seating and mobility specialists, occupational and physical therapists, rehabilitation facilities, clinics, hospitals, long-term care organizations, and other industry stakeholders. The Territory Business Manager will serve as a trusted resource to customers by helping them understand and confidently utilize Motion Concepts and Invacare mobility, seating, and positioning solutions. Key Responsibilities Territory Growth & Business DevelopmentDevelop and execute an annual territory business plan designed to achieve or exceed sales, revenue, and market-share objectives.Manage the territory as a business, identifying growth opportunities, market gaps, competitive threats, and high-potential accounts.Grow existing customer accounts while actively identifying and developing new business opportunities.Establish account-specific strategies for key customers and high-potential markets.Develop and maintain an effective customer call cycle and territory coverage plan.Monitor territory performance, product mix, sales trends, customer activity, and competitive activity.Maintain an accurate sales pipeline and provide regular sales forecasts and territory updates.Take ownership of territory results and proactively develop corrective actions where performance is below expectations. Customer & Dealer Relationship ManagementDevelop strong, long-term relationships with mobility equipment dealers, rehabilitation technology suppliers, seating and mobility specialists, clinicians, and other key stakeholders.Serve as the primary commercial contact for customers within the assigned territory.Understand each customer's business, challenges, clinical requirements, competitive environment, and growth opportunities.Work collaboratively with dealer sales representatives and clinical teams to expand product adoption and develop the business.Maintain regular contact with key accounts and ensure customers receive timely and professional support. Market Development & EducationBuild awareness and preference for Motion Concepts, Invacare, and Matrx products throughout the territory.Develop relationships with occupational therapists, physical therapists, rehabilitation programs, hospitals, clinics, long-term care facilities, educational institutions, and other referral sources.Identify opportunities for clinical education and coordinate educational programs with internal clinical and education resources.Represent the company at conferences, trade shows, dealer events, educational programs, and industry meetings.Identify emerging market trends, competitor initiatives, customer needs, and new product opportunities and communicate market intelligence internally. Cross-Functional CollaborationWork closely with Customer Service, Technical Support, Clinical Education, Marketing, Operations, Product Management, and other internal teams to provide an excellent customer experience.Communicate customer feedback, competitive intelligence, product issues, and market opportunities to appropriate internal stakeholders.Assist with product launches and territory-specific marketing initiatives.Ensure commitments made to customers are appropriately communicated and followed through internally.Support resolution of customer concerns professionally and with a strong sense of ownership. Sales Administration & AccountabilityMaintain accurate customer, opportunity, activity, and pipeline information within the company's CRM system.Prepare territory forecasts, account plans, call reports, expense reports, and other required sales documentation.Manage travel and territory expenses responsibly and within company guidelines.Meet established activity, sales, growth, and performance expectations.Maintain professional knowledge of company policies, pricing, programs, ordering processes, and product information. Qualifications RequiredMinimum 3–5 years of successful territory sales, business development, clinical sales, rehabilitation technology, medical device, durable medical equipment, or related healthcare experience.Demonstrated ability to manage and grow an assigned geographic territory.Proven experience building long-term customer relationships and developing new business.Strong consultative selling and business-development skills.Excellent presentation, communication, negotiation, and relationship-building abilities.Strong technical aptitude with the ability to learn and confidently communicate complex product information.Highly organized and able to independently manage a large geographic territory, multiple customers, priorities, and follow-up requirements.Strong analytical and business-planning skills.Comfortable working independently while remaining highly collaborative with a national team.Proficiency with Microsoft Office and CRM/sales management systems.Valid driver's licence and a satisfactory driving record.Ability and willingness to travel extensively throughout the assigned territory, including occasional overnight travel.Ability to attend occasional national meetings, conferences, trade shows, and training events outside the territory. Strongly PreferredPrevious experience in complex rehabilitation technology, seating and positioning, wheelchairs, power mobility, accessibility equipment, home medical equipment, or rehabilitation products.Existing relationships with rehabilitation equipment dealers, seating and mobility professionals, occupational therapists, physical therapists, rehabilitation programs, or healthcare organizations within the territory.Knowledge of power wheelchairs, manual mobility, power positioning, seating systems, cushions, backs, and related rehabilitation technology.Experience working with rehabilitation professionals and participating in equipment demonstrations or evaluations.Understanding of Canadian provincial funding systems and reimbursement processes applicable to mobility and rehabilitation equipment.Relevant post-secondary education in business, kinesiology, occupational therapy, physiotherapy, rehabilitation sciences, healthcare, or a related discipline. AssetsAssistive Technology Professional (ATP), Registered Rehabilitation Technology Supplier (RRTS), Complex Rehabilitation Technology Supplier (CRTS), or comparable seating and mobility training/designation.Experience providing clinical or technical product education.Previous manufacturer-representative experience within the complex rehab or home medical equipment industry. What Success Looks Like A successful Territory Business Manager will:Consistently achieve or exceed territory sales and growth objectives.Increase market share and product adoption across the territory.Develop strong relationships with key dealer organizations and clinical stakeholders.Become recognized by customers as a knowledgeable and trusted resource.Identify new business opportunities before being asked.Maintain strong territory coverage and disciplined follow-up.Understand the competitive landscape and develop strategies to win business.Work effectively across internal departments to deliver a strong customer experience.Demonstrate ownership and accountability for the performance of the territory. Territory-Specific Expectations Southern Ontario The successful candidate will be responsible for developing and managing the assigned Southern Ontario territory and will be expected to maintain a strong field presence with dealers, rehabilitation programs, clinicians, and other healthcare partners throughout the region. Frequent automobile travel throughout the territory is required. Ideal Candidate You are commercially driven but understand that success in complex rehabilitation is built through credibility, education, relationships, and excellent customer support. You are comfortable discussing business performance with a dealer owner or sales manager in the morning, working through a technical product application with a seating and mobility professional in the afternoon, and presenting product education to a group of clinicians the following day. You are proactive, accountable, organized, curious, and competitive. You do not wait for business to come to you—you understand your market, develop relationships, create opportunities, and take ownership of your territory. Most importantly, you understand that behind every product and every order is an individual whose independence, mobility, comfort, and quality of life may depend on getting the right solution. Position Summary The Territory Business Manager is responsible for the overall sales growth, market development, customer relationships, and strategic management of the assigned territory. This is a field-based role requiring a strong combination of business development, consultative selling, clinical aptitude, technical product knowledge, relationship management, and territory planning. The successful candidate will build strong partnerships with rehabilitation equipment providers, seating and mobility specialists, occupational and physical therapists, rehabilitation facilities, clinics, hospitals, long-term care organizations, and other industry stakeholders. The Territory Business Manager will serve as a trusted resource to customers by helping them understand and confidently utilize Motion Concepts and Invacare mobility, seating, and positioning solutions. Key Responsibilities Territory Growth & Business DevelopmentDevelop and execute an annual territory business plan designed to achieve or exceed sales, revenue, and market-share objectives.Manage the territory as a business, identifying growth opportunities, market gaps, competitive threats, and high-potential accounts.Grow existing customer accounts while actively identifying and developing new business opportunities.Establish account-specific strategies for key customers and high-potential markets.Develop and maintain an effective customer call cycle and territory coverage plan.Monitor territory performance, product mix, sales trends, customer activity, and competitive activity.Maintain an accurate sales pipeline and provide regular sales forecasts and territory updates.Take ownership of territory results and proactively develop corrective actions where performance is below expectations. Customer & Dealer Relationship ManagementDevelop strong, long-term relationships with mobility equipment dealers, rehabilitation technology suppliers, seating and mobility specialists, clinicians, and other key stakeholders.Serve as the primary commercial contact for customers within the assigned territory.Understand each customer's business, challenges, clinical requirements, competitive environment, and growth opportunities.Work collaboratively with dealer sales representatives and clinical teams to expand product adoption and develop the business.Maintain regular contact with key accounts and ensure customers receive timely and professional support. Market Development & EducationBuild awareness and preference for Motion Concepts, Invacare, and Matrx products throughout the territory.Develop relationships with occupational therapists, physical therapists, rehabilitation programs, hospitals, clinics, long-term care facilities, educational institutions, and other referral sources.Identify opportunities for clinical education and coordinate educational programs with internal clinical and education resources.Represent the company at conferences, trade shows, dealer events, educational programs, and industry meetings.Identify emerging market trends, competitor initiatives, customer needs, and new product opportunities and communicate market intelligence internally. Cross-Functional CollaborationWork closely with Customer Service, Technical Support, Clinical Education, Marketing, Operations, Product Management, and other internal teams to provide an excellent customer experience.Communicate customer feedback, competitive intelligence, product issues, and market opportunities to appropriate internal stakeholders.Assist with product launches and territory-specific marketing initiatives.Ensure commitments made to customers are appropriately communicated and followed through internally.Support resolution of customer concerns professionally and with a strong sense of ownership. Sales Administration & AccountabilityMaintain accurate customer, opportunity, activity, and pipeline information within the company's CRM system.Prepare territory forecasts, account plans, call reports, expense reports, and other required sales documentation.Manage travel and territory expenses responsibly and within company guidelines.Meet established activity, sales, growth, and performance expectations.Maintain professional knowledge of company policies, pricing, programs, ordering processes, and product information. Qualifications RequiredMinimum 3–5 years of successful territory sales, business development, clinical sales, rehabilitation technology, medical device, durable medical equipment, or related healthcare experience.Demonstrated ability to manage and grow an assigned geographic territory.Proven experience building long-term customer relationships and developing new business.Strong consultative selling and business-development skills.Excellent presentation, communication, negotiation, and relationship-building abilities.Strong technical aptitude with the ability to learn and confidently communicate complex product information.Highly organized and able to independently manage a large geographic territory, multiple customers, priorities, and follow-up requirements.Strong analytical and business-planning skills.Comfortable working independently while remaining highly collaborative with a national team.Proficiency with Microsoft Office and CRM/sales manageme

Company Description

About Motion Concepts and Invacare\nMotion Concepts and Invacare are recognized leaders in mobility, seating, and complex rehabilitation solutions designed to improve independence, function, comfort, and quality of life for individuals with mobility challenges.\nOur portfolio includes advanced power mobility solutions, Motion Concepts power positioning systems, Invacare mobility products, and Matrx seating and positioning solutions. We work closely with rehabilitation professionals, mobility equipment providers, clinicians, and other healthcare partners to develop solutions for a wide range of client needs.\nWe are looking for an experienced, relationship-driven Territory Business Manager – Seating & Mobility \nto lead and grow our business within the assigned territory.