Area Sales Manager - NJ, PA, DE, MD & DC Territory
Location: Remote - Must reside within territory
Territory: New Jersey, Pennsylvania, Delaware, Maryland, and Washington, DC
About the Role
We are seeking a driven and relationship-focused Area Sales Manager to grow our presence across the New Jersey, Pennsylvania, Delaware, Maryland, and Washington, DC territory. This role is responsible for developing new business, expanding existing accounts, and strengthening relationships with key partners including TPAs, insurance carriers, self-insured employers, and attorneys. The ideal candidate is a strategic thinker, skilled communicator, and motivated sales professional who thrives in a fast-paced, results-oriented environment.
Key Responsibilities
- Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
- Responsible for servicing and supporting existing Emperion clients through weekly or biweekly in-person sales contacts.
- Prospect and support new clients by calling on TPAs, Insurance Companies, Self-insured employers, and Attorneys within the territory to identify areas of managed care need and demonstrate how Emperion IME can meet that need.
- In addition, attendance at industry conferences and events should ultimately lead to increased business and associated revenue for Emperion.
- Extensive travel may be expected and/or required. May need to travel throughout New Jersey, Pennsylvania, Delaware, Maryland, and Washington, DC.
- Submit an annual Branch Plan in conjunction with the Branch Manager projecting growth revenue from existing accounts and new business revenue from prospects.
- Submit an updated Blueprint of territory quarterly.
- Update account Action Strategies every six months.
- Grow and maintain a monthly pipeline based on set and measurable financial goals.
- Participate in bi-monthly pipeline conference calls with Director detailing the probability for closure of prospects at 75% or better. Other territory issues would also be addressed.
- Daily completion of spreadsheet to highlight sales and account activity.
- Provide product and service presentations to existing accounts as well as new prospects.
- Strong focus on achieving quarterly goals for all products and services established annually. (This is recognizing the IME ASM Incentive Plan.)
- Strategize planning and management of sales territory with Director.
- Participate in completion and submission of RFPs.
- Attend an annual Regional Meeting usually requiring overnight travel.
- Prepare and present at the annual regional meeting previous year's results and plan for upcoming year.
- Consistent focus on branch inventory against plan so that together with the Branch Manager monthly, quarterly, and annual plans can be achieved.
- Identifying the proper direction of a lead for local, regional, or national attention.
- Mandatory maintenance of product knowledge as it is updated.
- Manage marketing expenses as they relate to conferences, entertainment, travel, and promotional items.
- Have extensive jurisdictional knowledge of IME & Peer Review products.
What We're Looking For
- Strong verbal and written communication skills.
- Proven ability to build and maintain long-term client relationships.
- Strategic mindset with the ability to identify market opportunities and drive growth.
- Excellent organizational and time management skills.
- Ability to manage multiple accounts and priorities effectively.
- Flexibility and adaptability in a changing market environment.
- Strong problem-solving and negotiation skills.
Qualifications
- Bachelor's degree in Business, Marketing, or a related field preferred.
- 3-5 years of experience in sales, business development, or account management.
- Experience in healthcare, managed care, or related industries is a plus.
