The Territory Manager is an experienced, disciplined sales professional who demonstrates the ability to work independently within an assigned territory. This individual is required to produce 70-80% of sales through self-generated effort, such as networking, cold-calling, territory planning, and other sales-related activities. The Territory Manager is dependable, ethical, and has an intense desire to succeed. This position requires excellent communication and listening skills, a demonstrated proficiency in consultative selling and territory planning with strong organizational skills, attention to detail, a positive attitude and self-motivation.
What You'll Do- Work with Regional Sales Managers to develop a territory plan that aligns with IWP's sales strategy and objectives for exceeding quota
- Prospect and develop new business relationships using a variety of sales techniques including networking, cold-calling, and marketing data
- Identify and connect with decision maker(s) and influencer(s) to gain buy-in regarding IWP's unique value proposition
- Inspect current accounts for unmet needs and service deficiencies to provide recommended solutions driving more referrals
- Communicate value proposition for services through in-person sales presentations and electronic communications to potential referral sources
- Measure initial referral source and how to cultivate referral increase
- Close self-generated business opportunities
- Gain additional referrals through building strong business relationships from current client list
- Create client referral base to support new account close ratio
- Manage and grow a dedicated sales territory
- Conduct quarterly and annual business planning with Director, Regional Sales
- Networking: establish effective working relationships with a variety of industries (not exclusive of healthcare, med-device, local unions, patient advocacy associations)
- Complete all administrative duties including expense submission, travel planning, Salesforce maintenance and more as needed
- Collaborate with Home Office Support teams in all matters related to the sales role
- Travel overnight within Regional Territory requires three (3) days per week in the field with direct reports.
What You'll Need to Succeed- Minimum of two or more years of experience (preferred 5+ years of B2B outside sales) in business-to-business (B2B) outside sales; proven sales history with increasing sales production year after year.
- Top producer with documented sales history/awards
- Bachelor's degree in business management or related field of study or equivalent
- Experience managing relationships with established key strategic partners or key opinion leaders
- Demonstrate expert knowledge of selling techniques (prospecting, overcoming objections, presentation skills, gaining commitment, negotiation)
- Demonstrate high-level self-motivation, time management, and problem-solving skills
- Strong written and verbal communication
- Ability to build customer relationships and provide appropriate levels of customer service
- Demonstrate proficiency with a variety of software applications
- Ability to travel locally and nationally (25% to 35%) including attendance at regional and national sales meetings
Why You'll Love Working at IWPOur culture is built on our ICARE values: Ingenuity, Collaboration, Advocacy, Respect, and Empowerment. These values guide how we support our patients - and how we support each other. We offer:
- Monthly engagement events and larger annual celebrations (tent party, summer BBQ, Family Fun Day)
- Tuition reimbursement and an internal-first job posting philosophy to support career growth
- Competitive benefits package
- A positive, inclusive environment where employees feel valued, supported, and empowered
MAKE A DIFFERENCE WITH IWPInjured Workers Pharmacy (IWP) is proud to be THE Patient Advocate Pharmacy, helping injured workers around the country access their prescription medications with ease. As a specialized workers' compensation home delivery pharmacy, we collaborate with the legal, medical, and insurance communities to help injured workers return to a productive life. At IWP we believe in our service, but it's the people who make it a great place to work. We value our employees and strive for a culture of teambuilding, open mindedness, and fun. If that sounds like something you'd like to be part of, we'd love to hear from you! Your compensation will include a competitive salary, generous benefits, and opportunities for growth and development.
We are dedicated to attracting and retaining top talent with competitive and fair compensation. The salary potential for this role (base pay & variable compensation) is $85,000 - $145,000 per year
