POSITION PURPOSEThe Territory Sales Manager is the primary liaison between the company and our key customers in the field and ensures our market standing is secure and growth oriented. Our Territory Sales Managers are the front line of support that drive top-line sales growth for the company. Acting as Trusted Advisors to our customers, the Territory Sales Manager provides the best mix of product and information resulting in a superior Infection Prevention environment.
ESSENTIAL FUNCTIONS AND BASIC DUTIESACHIEVES ALL TARGET GOALS FOR THE TERRITORY- Meet monthly, quarterly, and annual sales quotas established by company.
- Demonstrate competency in selling the full portfolio of products.
CULTIVATES RELATIONSHIPS WITH DISTRIBUTORS, IDN AND ACUTE CARE ENTITIES- Manage sales and marketing activity with the assigned Integrated Delivery Networks (IDN's) and select dealers within the territory to ensure sales growth objectives are being met for all product portfolios.
- Be familiar with and follow corporate programs with regional and national distributors to ensure coverage of supply chain to end-users. Establish and build relationships with key distribution and group purchasing organizations sales representatives and management.
PARTNERS INTERNALLY WITH CROSS-FUNCTIONAL LEADERS - Work in conjunction with Medical Science Liaisons (MSL's) within the sales region to support the achievement of regional business objectives.
- Works with National Accounts, Marketing, and other departments to identify opportunities or issues that need to be addressed pertaining to day to day activities.
REPORTING / ANALYSIS OF PERTINENT SALES RESULTS- Documents sales activity in a timely manner through the daily use of Salesforce.com. Maintains profiles of all current and prospective customers and retains pertinent documents such as proposals, supply agreements and memos regarding status meetings with distributors and key end user customers.
- Collect, analyze and report competitive information to the sales and marketing departments relaying new product ideas, promotional ideas and product extensions to management for evaluation.
- Prepare and deliver on time reports including but not limited to sales forecasts, monthly reports, expense reports, problem solving reports and any other various reports regarding the territory or industry.
CHAMPIONS INFECTION PREVENTION OPPORTUNITIES IN ALL ENDEAVORS- Timely and successful completion of all education modules and webinars on PDI University.
- Attend and participate at local strategic partners chapter meetings (APIC, AVA, EVS).
PERFORMANCE MEASUREMENTS- Achieving/exceeding target growth in territory in individual focus portfolios
- Educational goals are met consistently (PDIU, subject matter expertise, etc...)
- Back Office activities are consistently up-to-date (SFDC, reporting, etc...)
QUALIFICATIONSEDUCATION/CERTIFICATION:- Bachelor's Degree or equivalent experience
REQUIRED KNOWLEDGE:- Understanding of basic sales techniques, business development processes and a good level of knowledge of the acute care market.
- Additionally, knowledge in the specific areas of Infection Prevention, Vascular Access, Environmental Services and Surgical Suite applications are strongly recommended.
EXPERIENCE REQUIRED:- Minimum 3 years of experience of sales from both Acute Care and B2B facing companies
SKILLS/ABILITIES:- Strong communication skills
- Command of MS Office applications, Salesforce.com reporting or other CRM products
- Strong negotiation skills
- Demonstrated strategic focus
- Strong drive for success
- Demonstrated relationship-building skills
- Ability to challenge conventional mindset
WORKING CONDITIONS- Field -based role that will interface in healthcare settings requiring possible use of personal protective equipment.
- Significant travel required which can include nights and weekends.
TOTAL COMPENSATION RANGE:- $98,000 - $175,000 ($75,000- $100,00 annual base + incentive (Uncapped). Disclaimer: Compensation varies depending on various factors, including but not limited to location/market, relevant skill set, level of experience, and individual performance.
BENEFITSPDI is pleased to offer comprehensive and affordable benefits for our associates, which includes:- Medical, behavioral & prescription drug coverage
- Health Savings Account (HSA)
- Dental
- Vision
- 401(k) savings plan with company match and profit sharing
- Basic and supplemental Life and AD&D insurance
- Flexible Spending Accounts (FSAs)
- Short & long-term disability
- Employee Assistance Program (EAP)
- Health Advocacy Program
PDI also offers many voluntary benefits such as: Legal services, critical illness, hospital indemnity, accident coverage, ID theft and fraud protection, pet insurance and employee discounts.
At PDI, we are also committed to helping our associates maintain a healthy and sustainable work/life balance and are proud to provide associates with paid time off programs including: sick & safe leave, vacation, company & floating holidays, paid parental leave, and depending on the position we also offer summer hours and flex place/flex time options.
Additional benefits for Sales Associates: All of our sales professionals are eligible to participate in a monthly car allowance, mileage reimbursement, company issued phone and laptop
