The Territory Sales Executive (TSE) serves as the primary commercial leader and business owner for an assigned territory. The TSE functions as the quarterback for all customer-facing activities within the territory. The role is responsible for managing customer commercial P&L s which includes identifying profitable growth strategies, pursuing new business opportunities, expanding across the full products, services, and technology portfolio, and coordinating internal and external resources to deliver customer outcomes.
Travel: This is an outside sales role and candidate needs the ability to visit customers within the assigned territory.
The anticipated salary range for this position is $85-105k +/- Base salary, plus an uncapped variable target of 70K, at plan. OTE, 155-175k. The actual compensation offered may vary based on job related factors such as experience, skills, education and location
Outcomes/Measures of Success:- Achievement of annual territory targets - with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
- Strong gross margin and profit growth within higher-value, priority accounts by expanding product and services across full portfolio along with pricing discipline
- Qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning
- Proactively prospect and convert new strategic accounts to increase territory account penetration
- Retention of profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across customer
Owns:- Territory Strategy and Forecast:
- Account segmentation and prioritization
- Pulling in cross-functional resources across territory
- CRM accuracy including activity tracking and opportunity updates
- Territory-level product and services forecasts
- Account Plan:
- Development of strategy to execute top selling initiatives and time associated on a quarterly basis
- Relationship action plans and stakeholder mapping
- Product roadmaps for preferred suppliers and proprietary penetration, including conversions
- Retention and risks plans and deal strategy including competitive intel, contract renewal timelines, and relationship risks
- Plan maintenance within CRM
- QBRs
- Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome
- Pricing within Guardrails:
- Quoting and discounting to defined floor without escalation
Recommends:- Pricing beyond guardrails
- Surgical or specialty product mix and services mix
- Deal strategies including deal modeling and structuring for strategic growth and levers to improve profitability based on customer needs and internal targets/initiatives
Informs:- Sales Leadership on pipeline health risks and forecast changes
- Operations and customer service teams on customer expectations, service issues, and onboarding needs
- Product and category teams on customer feedback, product gaps, and competitive pressures
Skills & Capabilities:• Bachelor's Degree required with minimum of five (5) years of sales, account management, or related experience
• Demonstrated success driving revenue growth and managing complex customer relationships
• Strong understanding of healthcare supply chain operations and health system dynamics with experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers preferred
• Experience developing strategic account plans and executing territory growth strategies preferred
• Expertise in strategic selling, consultative selling, and account planning
• Demonstrated ability to build and maintain executive and operational customer relationships
• Strong financial acumen and business management skills
• Excellent communication, presentation, and negotiation abilities with ability to manage multiple priorities and deliver results
• Ability to lead and influence cross-functional teams without direct authority.
• Strong problem-solving and issue-resolution skills
• Strong knowledge of CRM systems, sales analytics tools, and business planning resources
Valid driver's license and clean driving record required
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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.
