Territory Manager

Less than 5 years experience  •  Health & Fitness

Salary depends on experience
Posted on 11/27/17
Kansas City, MO
Less than 5 years experience
Health & Fitness
Salary depends on experience
Posted on 11/27/17

TASKS AND RESPONSIBILITIES:

  • Ensure all customer calls are conducted with a purpose that is meaningful to the customer.

  • Dropping by to “check on things” is not a valid reason for a call.

  • QA Attendance & Participation is a requirement of the position. The representative is expected to analyze the results of the QA report and provide an executive summary with actionable items to the facility management. In situations where QA attendance is not possible, the representative is responsible for meeting with the Administrator, Director of Nursing and Medical Director to share the same information.

  • Selling Value against Price including:

    • Our ability to impact Re-hospitalization

  • Patient satisfaction

  • Maximizing referrals

    • Increasing revenue and ROI

  • Being viewed as a Trusted Partner rather than a vendor

  • The representative is fully responsible for relationship development within each facility.

  • Representatives are expected to develop relationship with the Administrator, Director of Nursing and Medical Director in each of their facilities. Where applicable, a relationship with the Owner or VP/RDO should be established and developed as well.

  • Responsible for consultative sales and promotion of company services within customer segments in assigned territory.

  • Develop and maintain territory coverage plan with designated territory team

  • Routine coverage of key assigned accounts

  • Proper presentation of key products as directed

      • Communicate regularly with all members of assigned territory team

      • Full service line presentation

      • Efficient use of and knowledge of the web portal

  • Identifying and understanding the business sales cycle and approval process within prospective customers to determine process and methods securing financial approval.

  • Work with all parties to gain support and decision to purchase and implement recommended solutions. General understanding of ROI selling.

  • Hunter mentality required to build, grow and develop assigned territory

  • Significant travelrequired as needed within the assigned territory
  • Report customer product experience issues through appropriate channels in an accurate and timely manner.
    • Work as a team player with other team members within the Region
    • Demonstrate a willingness and openness to help others within the Region to be successful, while sharing Best Practices.
  • Identify prospects using all available resources and SUGAR database

  • Develop and maintain accurate prospect and account file using the SUGAR database and DDF

  • Qualify opportunities, set appointments and establish new client relationships

  • Maintain client relationships in assigned accounts

  • Develop proposals, manage contract discussions and rate negotiations

  • Introduce new service offerings as available

  • Conduct new facility set-ups

  • Conduct Review of Services for clients

  • Collect and update competitive information

  • Attend industry conferences and regional meetings

  • Actively participate in local networking and professional events

  • Submit timely and complete reports on a weekly and monthly basis

  • Proactively identify and resolve clinical and operational service issues, working cooperatively with operations team.

  • Track personnel changes within client facilities in SUGAR and DDF

  • Prepare QA Reports and when requested attend facility QA meetings

  • Identify opportunities to sell and introduce new services

  • Achieve or exceed established sales and retention goals

  • Establish positive public image of Company in all interactions with prospects, customers, colleagues and competitors

  • Commit to professional development as appropriate

  • Perform other related duties as assigned.

     

    SKILLS|EXPERIENCE

  • A Bachelor’s Degree or equivalent knowledge is required.
  • A minimum of 3 years of Sales, Marketing, or Clinical experience is required, preferably with one year of Salesexperience.
  • Previous healthcare or healthcaresalesexperiencerequired.
  • LPN or RNpreferred.
  • Long Term, skilled nursing or Medical Salesexperience or familiarity is preferred.
  • Must have a proven track record of success.
  • Must possess a high sense of urgency and a strong work ethic.
  • Must possess basic computer skills.
  • Strong communication skills (verbal and written) are essential.
  • Must have strong interpersonal and organizational skills.
  • Must possess a high degree of initiative, creativity, and the ability to meet deadlines and work with minimal supervision.
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