Job DescriptionJOB SUMMARY:The Territory Portfolio Manager is responsible for driving revenue through a sophisticated sales process across the target market of care. This individual will identify and articulate customer performance gaps, insights and position Midmark value through clinical workflow solutions. This solution includes the sale of equipment, devices, software, cabinetry and delivery services. This individual will work within a team of aligned sales professionals as well as channel partners to proactively develop and deliver top line revenue growth across a defined territory by optimizing product mix while meeting expense targets.
ESSENTIAL/PRIMARY DUTIES:- Represents complete portfolio of Midmark's equipment and devices by performing in-person consultations, workshops, presentations and demonstrations.
- Serves as the primary point of contact for all facilities and distributors within the defined territory.
- Prospects for new contacts and sales opportunities within the defined market.
- Conducts peer-to-peer distribution of strategic account opportunities and projects.
- Develops relationships with distribution representatives and provides training to increase sales and loyalty.
- Works strategically with regionally aligned sales team to penetrate key accounts and achieve standardization of complete product portfolio to support revenue and market share goals.
- Works with internal teams to filter, build and deliver proposals.
- Leverages Midmark value proposition to help solve client issues by investigating customer current state, performing gap analyses, and proposing unique tailored solutions to root cause problems.
- grow topline revenue and strategic performance categories through root cause,
- solving our customers' gaps with our solutions.
- Exceeds top line revenue goals and strategic performance categories that align with divisional strategies and business goals.
- Builds and strengthens relationships with go-to market channel partners and ccollaborates to develop tactics for penetrating key accounts to mutually grow sales.
- Embraces and masters Midmark's business-to-business sales methodology and CEB/Gartner Challenger Sale ideology.
- Demonstrates high level of proficiency in professional point of sales skills, proposal selling, and objection handling to close business.
- Leverages sales tools and best practices to train and present to customers while increasing sales productivity.
- Utilizes Salesforce CRM for account planning, leads, and opportunities, while nurturing pipeline and providing reliable business intelligence to Midmark.
- Focuses on customer experience including investigating and resolving all customer concerns through Midmark's support teams.
SECONDARY DUTIES:- Attends and presents at local and national trade shows, channel partner meetings, national sales meetings, regional sales meetings, and trainings.
EDUCATION and/or EXPERIENCE:- Bachelor's degree from a college or university and 2-4 years business-to-business sales experience, or equivalent combination of education and experience.
COMPETENCY/SKILL REQUIREMENTS:- Effective presentation skills
- Strong analytical skills
- Expert problem solver
- Excellent listening and communication skills
- Ability to train, teach, and empower others, including channel partners
- Proficient with Microsoft Office Suite, Internet Explorer, iPhone/apps, Salesforce and other computer-based tools and software.
