A Territory Manager is responsible for securing new business and managing a sales area independently, often remotely from Kestra main offices. This position contacts and consults with a variety of clients in a mixture of clinical settings. In addition to direct sales responsibilities for a given territory, the Territory Manager provides training, on-going product service and support, and assistance in the reimbursement process.
ESSENTIAL DUTIES- Responsible for the sales and ongoing support of Kestra products
- Consistently meet or exceed quarterly and annual sales targets as well as performance-based objectives
- Grow and develop trusted partner relationships with key accounts and stakeholders within the territory in a professional and ethical manner
- Prepare quarterly Business Plans and present to Regional Sales Leadership
- Ensure responsible and appropriate use of budgeted expenses by adhering to Kestra policies and procedures
- Attend key exhibits and conventions, as required
- Coordinate patient interaction with Clinical Advisors and Customer Care team
- Provide key feedback and information in a timely manner to appropriate internal stakeholders
- Work closely with leadership across the Sales and Marketing Teams to successfully implement market strategies
- Manage sales cycle from introduction to product delivery
- Build long-term partnerships from sales calls
- Manage pipeline of customers
- Proactively maintain positive client relationships
- Respond to client issues and complaints
- Maintain records and sales data
- Adhere to Pledge of Confidentiality
- Information regarding a patient of this company shall not be released to any source outside of this company without the signed permission of the patient. Furthermore, information will only be released internally on a need-to-know basis. All Team Members will not discuss patient cases outside the office or with anyone not employed by this company unless they are directly involved with the patient's case.
COMPETENCIES- Passion: Contagious excitement about the company - sense of urgency. Commitment to continuous improvement.
- Integrity: Commitment, accountability, and dedication to the highest ethical standards.
- Collaboration/Teamwork: Inclusion of Team Member regardless of geography, position, and product or service.
- Action/Results: High energy, decisive planning, timely execution.
- Innovation: Generation of new ideas from original thinking.
- Customer Focus: Exceed customer expectations, quality of products, services, and experience always present of mind.
- Emotional Intelligence: Recognizes, understands, manages one's own emotions and is able to influence others. A critical skill for pressure situations.
REQUIREMENTS• 5+ years of successful medical device sales experience
• 3+ years of outside sales experience
• Bachelor's degree from an accredited four-year college or university in Business, Sales, Marketing, or a related field, or an equivalent combination of education and professional experience
• Must reside in the assigned territory
• Ability to drive an automobile with a valid driver's license and acceptable completion of a motor vehicle report (MVR)
• Demonstrated strong business acumen
• Excellent written and verbal communication skills
• Familiarity of MS Office, including MS Teams
• Post offer, must be able to achieve credentialing for hospital system entry including, but not limited to:
- Documentation of vaccination and immunization status
- Completion of background check
- Completion of drug screening testing
- Review and agree to hospital policies and procedures
- Completion of online courses, i.e., HIPAA, Bloodborne Pathogens and Electrical/Fire Safety
PREFERRED:• Experience in calling Cardiologists, Electrophysiologists, Interventional Cardiologists, or Cath Lab
highly preferred• Demonstrated understanding of Durable Medical Equipment (DME) process flow
• Knowledge of the cardiac care landscape and customer decision-making processes
• Internal candidates who do not have the required experience may still be considered if they have demonstrated consistent performance aligned with sales expectations and have served in a sales support role.
SUPERVISORY RESPONSIBILITIES:• None
WORK ENVIRONMENT:• Fast paced field role
• Noise volume typical of being in the field or clinical setting
• Extended hours when needed, based on business needs
• Kestra manufactures and provides life-saving products regulated by the Federal Food and Drug Administration and under contract with Medicare. Kestra maintains a drug free workplace and testing is a condition of employment post-offer.
PHYSICAL DEMANDS:• Frequent repetitive motions that may include wrists, hands and/or fingers, such as keyboard and mouse usage
• Frequent stationary position, often standing or sitting for prolonged periods of time
• Frequent computer use
• Frequent phone and other business machine use
• Ability to lift up to 40 pounds unassisted, at times from in and out of vehicle
TRAVEL:• Frequent domestic travel by car and/or air required, up to 90 %
OTHER DUTIES:This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the Team Member. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.
BENEFITSKestra offers a very competitive benefit package including Medical, Dental, 401K with Match, etc.
Pay equity is an important part of Kestra's Culture. Our compensation ranges are guided by national and local salary surveys and take into consideration experience level and internal equity. Each role is benchmarked based on the job description provided If your qualifications and/or experience level are outside of the posted position, we encourage you to apply as we are growing fast and roles that are coming soon may not be posted.
Compensation: An annual salary of $100,000, in addition to a bonus and uncapped commission, commensurate with experience and location.
