POSITION SUMMARYThe Senior Territory Executive is responsible for attaining revenue and EBITDA targets through growing share within existing and new customer accounts in an expanded territory. The Senior TE will develop and implement strategic plans to expand the use of products and services within assigned territory and accounts. This role involves managing sales accounts by prioritizing high-impact goals, requirements, and sales opportunities to achieve revenue and EBITDA growth. Additionally, the Senior TE will mentor and lead training for peers, leveraging their extensive experience with healthcare systems and Group Purchasing Organizations (GPOs).
PRIMARY OBJECTIVES AND RESPONSIBILITIESAn effective Senior TE is proficient in the "4 Pillars of Sales Excellence" which are outlined below.
Time and Territory Management:- Understands strategic position in industry and territory.
- Establishes long-term goals in territory and develops annual and quarterly goals that create a clear pathway to achieving the long-term goals.
- Manages time and resources to ensure that work is completed efficiently and on schedule.
- Embraces Customer Relationship Management tools to effectively manage sales territory and execute sales objectives.
- Demonstrates a comprehensive knowledge of the specific markets (Including Acute Care, Long-term Care, etc.).
- Effectively leverages Sales Specialists and cross-functional subject area experts to execute on growth strategies within the expanded territory.
Customer Aligned Sales Process:- Adapts to customer needs and buying processes; adjusts messaging and sales processes accordingly.
- Conveys information to customers in a clear, compelling way that will positively affect their thoughts and actions.
- Identifies, qualifies, and closes business opportunities in the expanded territory and demonstrates an ability to strategically assess and approach a territory to optimize and execute a sales plan.
- Keeps customer commitments, resolves customer problems, and exceeds customer expectations.
- Effectively manages internal sales processes by leveraging appropriate resources (Sales Specialists, Operations Counterparts, and Corporate Resources).
- Conducts business reviews with customers.
- Manages external customer relationships through regularly visiting client locations.
Insight Selling Methodology:- Translates the benefits of solutions, products, and services to customers involved in the decision-making process based on understanding of their individual needs and/or business problems to solve.
- Possesses an in-depth understanding of customer needs and challenges to effectively deliver insights during each customer interaction.
Equipment Value Management:- Articulates how the EVM framework drives meaningful improvements to equipment workflows within hospitals while simultaneously improving quality, reducing costs, and elevating patient experiences.
- Stays current on all Agiliti's service offerings and sales trainings.
Mentorship and Leadership:- Mentors and leads training for peers, sharing best practices and strategies for success.
- Provides guidance and support to less experienced Territory Executives, fostering a collaborative and high-performing sales team.
QUALIFICATIONS- BS/BA degree in business, sales, or marketing.
- 7+ years of healthcare sales or related experience required.
- Experience working with healthcare systems and Group Purchasing Organizations (GPOs) is essential.
- Proven track record of success in a team-based selling environment.
- Previous experience selling services is preferred.
- Must be available to travel up to 50%.
- Must hold a current, valid, and unrestricted driver's license. Must have a safe driving record based on Agiliti policies.
KNOWLEDGE, SKILLS, AND ABILITIES- Has the focus, persistence, positive outlook, and discipline to meet the personal demands of a sales role.
- Anticipates problems or opportunities and takes immediate action to address them.
- Follows through on commitments and agreements.
- Sets challenging personal and business goals and demonstrates tenacity toward achieving those goals.
- Communicates effectively, both written and verbally, to internal and external partners.
- Sets high standards of performance, quality, and accountability for self and others. Guides by example.
- Professionally presents and conveys our services using the Challenger Sales methodology, utilizing available tools such as whiteboarding and virtual meetings when applicable.
- Builds strong cross-functional internal relationships.
- Comprehends and understands Sales Incentive Plan, budget, and District Profits & Losses.
- Ability to speak competently about all clinical equipment found in hospital environments as well as solid comprehension of hospital finance, reimbursement, regulatory, and safety practices.
DISCLAIMERThis job description in no way states or implies that these are the only duties to be performed by the employee in this position. It is not intended to give all details or a step-by-step account of the way each procedure or task is performed. The incumbent is expected to perform other duties necessary for the effective operation of the department and the company.
Primary Job Location:Jacksonville FL Branch
Additional Locations (if applicable):Job Title:Senior Territory Executive
Company:Agiliti
Location City:Jacksonville
Location State:Florida
