Territory Manager — Sheila Mallon

This week’s spotlight is on Sheila Mallon, a non-clinical physical therapist who is now Territory Manager for Zynex Medical!

What is your full name, title, and company name for your current, primary role?

Sheila Mallon — Territory Manager for Zynex Medical

Where are you located?

My territory spans Orange, Sullivan and Westchester counties in the Hudson Valley of New York.

Where did you go to PT school, and what year did you graduate?

I graduated from Boston University with my Doctorate in Physical Therapy in 2006.

What did you do when you first finished school, and for how long?

After finishing school, I spent the first five years of my career working at two major teaching hospitals in Boston and NYC. During this time, I rotated through various medical specialties, as it was important to me to gain a comprehensive understanding of patient care across the acute medical and surgical spectrum.

In what setting(s) did you work, and what types of patients did you treat?

I worked in acute care settings across Boston and New York City, gaining invaluable experience in a variety of specialties. My rotations included inpatient and outpatient orthopedics, neurology/neurosurgery, medical/medical-surgical care, as well as inpatient cardiac and pulmonary rehabilitation. I also had the opportunity to work on the inpatient OB/GYN and burn units, further broadening my clinical expertise.

What did you enjoy about your early roles? What didn’t you enjoy?

I have always been motivated to learn, embracing each rotation and gaining valuable insights into diverse patient populations.

Witnessing patients progress to higher levels of function and health was incredibly rewarding. While there were difficult moments, especially when patients faced critical illnesses, I found great fulfillment in helping them improve their safety and independence.

One of the most heart-wrenching memories was of a patient who, after receiving a heart transplant, ultimately lost his battle due to rejection. Despite the outcome, I remain proud of his resilience and my role in supporting him throughout his journey.

What else have you done since then, prior to your current role?

Prior to my current role, I worked for Montefiore Nyack Hospital Homecare in Rockland County, NY. Working as a physical therapist in the home care setting allowed me to gain a comprehensive understanding of the patient journey through the healthcare system. My background in acute care provided a strong foundation for fieldwork, where I was responsible for monitoring patients and helping prevent re-hospitalization through effective PT and interdisciplinary care.

When the pandemic struck, my home care role was interrupted, and I was reassigned to inpatient care as our hospital in NY required “all hands on deck” due to the crisis. Shortly after, I was unexpectedly chosen to lead internet-based patient visitation for critically ill patients.

Initially, I was overwhelmed by the rapid shift in daily operations and the challenges of the pandemic. However, this experience taught me invaluable lessons in resilience, adaptability, and leadership.

I came to realize that the skills we develop as physical therapists are not only crucial in supporting patients in any setting but are also highly transferable to a wide range of roles.

When and why did you decide to do something non-clinical?

Before the onset of COVID, I was forced to take several weeks off due to an orthopedic injury. During that time, I realized I wanted a career that wouldn’t be limited by physical restrictions.

Additionally, I began to feel that there was limited upward mobility in my clinical role, and I had reached a salary plateau. Given the time and effort I had invested in my education, I knew it was time to transition toward a path that offered greater career growth and improved financial stability.

This realization motivated me to pursue my MBA, which I completed in 2021. Following that, I focused on exploring non-clinical roles that better aligned with my professional goals and provided a healthier work-life balance.

What are you doing these days?

I am currently a territory manager for a prescription DME company. In this role, I work closely with a variety of healthcare providers to help patients find pain relief and improve their overall quality of life through the use of our products.

Are you still treating patients, or are you solely non-clinical?

I’m maintaining my license as a physical therapist, as I believe it will continue to be an asset to me. However, I am no longer working as a practicing PT.

In my current role as a territory manager, I regularly interact with patients in the clinics where I work, providing education on the use of our products. This allows me to stay connected to patient care while focusing on my non-clinical responsibilities.

How long have you been in your current territory manager role?

Seven months.

What do you wish you would’ve known before going into this role?

I have no regrets whatsoever, but there are certainly things I’ve learned along the way. One key realization is how many of the skills I developed as a PT, such as relationship-building and communication, transfer seamlessly into other roles.

While I’m glad I earned my MBA, I’ve come to understand that it wasn’t essential for securing a non-clinical position.

Did you get any special certifications or training along the way to help you get into your current role?

Yes, I went back to school and earned my MBA, which was a valuable experience, but it didn’t fully prepare me for the job search. Initially, I applied for a variety of roles without much direction and struggled to secure interviews.

To gain more focus, I started researching and reading articles, including those on The Non-Clinical PT website. That’s when I decided to transition into sales and joined the Evolve Your Success program, which I discovered through The Non-Clinical PT’s recommendations on LinkedIn. Through the program, I learned how to network strategically, refined my resume, and clarified my career goals, which ultimately set me on the path to my current role.

Sales can feel intimidating! But confidence comes from talking the talk and knowing you’re prepared to walk the walk. It’s much easier to sell yourself in interviews when you’ve gone through formal sales training. We highly recommend upskilling and working with the sales mentors at Evolve Your Success.

Their Medical Sales Career Builder program has a 100% satisfaction rating and 90% placement record! Mention that The Non-Clinical PT sent you to get $800 off!

How did you find your job? Did you apply or find it through a connection?

I found my job through a combination of applying and reaching out directly. After submitting my application, I contacted a regional director on LinkedIn.

During the interview process, I learned that my message helped bring my resume to the top of the pile. Shortly after, I was offered the role.

Did you do anything special to your resume and cover letter to land the job?

I revised my resume with some assistance to ensure it effectively highlighted my relevant skills. I also paid close attention to crafting a personalized cover letter, where I emphasized how my experience aligned with the job description.

Additionally, I took the time to thoroughly research the company and the role to ensure I could demonstrate a strong understanding of their needs and how I could contribute to their success.

Tailoring both my resume and cover letter in this way made a significant impact on my job application.

What was the interview like for the territory manager role?

Before applying to my current company, I prepared extensively by researching common interview questions on LinkedIn and other online resources. I also participated in several mock interviews as part of the Evolve Your Success program, which helped me feel confident and well-prepared for the real thing.

For this role, I first interviewed with the recruiter, followed by the district sales manager. At the end of the interview, I made sure to ask about next steps, showcasing my understanding of the importance of a strong close. To my delight, I was hired on the spot—there were no next steps needed!

How have people reacted to you leaving patient care?

Everyone has been very supportive! My family quickly recognized that I have a bit more flexibility and my work-life balance has improved since I have been working as a medical device sales rep.

What’s a typical day or week in the life like for you? What types of tasks and responsibilities fill your time?

I started my role in May 2024. Since there wasn’t a representative in my territory before me, I hit the ground running with a lot of cold calling and in-person introductions. I focused on building relationships and creating awareness about our products from the ground up, and I’ve had great success so far. My week typically includes scheduling regular breakfast and lunch in-services with clients and potential clients to showcase our products and provide value.

It’s been exciting to introduce our innovative products to my community, especially since they’ve been game changers for so many people in managing their pain effectively. My time is filled with client outreach, education, and follow-ups, and I love seeing the positive impact our solutions have on patients’ lives.

What are some of the rewards of your role? What are the biggest challenges?

One of the most rewarding aspects of my role is helping patients find relief with our products, which offer effective pain management without any side effects. It’s incredibly fulfilling to know that I’m making a positive impact on their quality of life.

A key challenge, however, is that many healthcare providers are unfamiliar with our company and products. To truly help patients, I need to educate their providers first. My biggest challenge is shifting the mindset of these providers to include our solutions as part of their pain management strategies. It’s a rewarding process, but it requires persistence, education, and building trust.

How did your clinical background prepare you for this role? Which skills transferred?

My background as a physical therapist has equipped me with a unique skill set that translates well into a variety of roles. Key skills such as relationship building, effective communication, empathy, medical knowledge, and adaptability have all been essential in my current position.

These abilities allow me to connect with healthcare providers and patients, understand their needs, and adapt to new situations—all of which are crucial in sales and fostering long-term professional relationships.

Roughly speaking, how are the hours and pay compared to patient care?

My workdays are typically Monday through Friday, aligning with the office hours of medical practices in my community, usually from 8 AM to 5 PM. I receive a base salary along with commission for the products once they are prescribed. The commission potential is unlimited, which is incredibly exciting and motivates me to continue building awareness and expanding business in my territory. I’m thrilled with the success I’ve had so far and look forward to growing even further!

What type of person do you think would do well in your territory manager role?

To succeed in medical device sales, strong communication skills and adaptability are essential. It’s important to be supportive of clients and respectful of their time. Empathy and a consultative approach are also crucial, as they allow you to truly understand your clients’ needs. These qualities are often inherent in rehabilitation professionals, making them particularly well-suited for sales roles. Their ability to connect with people, actively listen, and provide thoughtful solutions is what sets them up for success in this field.

Do you work remotely or onsite?

My role is primarily field-based, but there are times when I work from home to participate in group meetings or handle business tasks, such as phone calls and emails.

Did you read any books, take any courses, or do anything special overall to get you where you are today?

Yes. I read articles and followed The Non Clinical PT.  It was a link from The Non Clinical PT that I used to enroll into Evolve your Success.

What is a typical career path for someone in your territory manager role?

A typical career path for someone in my role often involves excelling in sales, which leads to an improved quality of life. Many individuals also have the opportunity to advance into leadership positions within the company as they grow and succeed in their careers.

What is next for you? What are your high-level career aspirations?

I plan to keep spreading the word in my community regarding our products and exceeding my sales quota!

What would you recommend to someone who is considering going into a role like yours? Do you have any special words of wisdom for the readers?

Make a list of your top companies. Research and connect with employees to learn as much as much as you can about the roles you are applying for. Make sure that the skills on your resume are a good match for those roles.

What would you teach to today’s graduate students in your profession, if you had the opportunity?

I would teach the importance of creating a personal brand and the importance of networking.