Position Overview:
The Territory Sales Manager manages an assigned geographic territory by promoting and selling our services to facilities such as Urologists, Pediatric Hospitals and Rehabilitation Hospitals. This position maintains relationships with existing clients and establishes new accounts through cold calling.
Key Responsibilities:- Participate in new hire home office-based training as well as field-based training.
- Work collaboratively with inside office staff to service patients and facilities.
- Develop a territory routing to maximize field time.
- Continually strive to improve sales skills by using the SPIN Selling Model and accept coaching by the Sales Manager and Field Trainers.
- Demonstrate strong skills in "getting past the gatekeeper" and business acumen.
- Lead by example by demonstrating "what good looks like."
- Work closely with Manager to identify territory obstacles and opportunities.
- Keep Territory Binder information up-to-date based on territory needs.
- Monitor and stay within territory budget.
- Proficient with ACT Program to track facility calls per territory on a daily basis.
- Stay on top of and meet all deadlines for territory management paperwork: weekly report, expense reports and budget analysis, sample requests, etc.
- Demonstrate strong communication skills with office staff on collecting PDF information for Medicare.
- Communicate and work with manufacturer representatives as needed.
- Identify and discuss local competitors.
- Clearly communicate insurance opportunities and challenges within a given market.
- Understand and comply with all company policies and procedures.
- Complete all required DME training certifications in the required time frame.
- Act as a company resource for specified territory.
Qualifications/Education:- Positive attitude and take ownership running the territory as if it was his/her own business.
- Strong track record of performance in the following areas: solid business acumen, market/industry knowledge, selling skills, sales results, organization, teamwork and leadership.
- Demonstrate solid sales skills taking a needs-based approach to selling.
- Demonstrate success in working within a team setting and leading the development and completion of programs that align to business initiatives.
- Demonstrate the ability to articulate information to a diverse audience.
- Respond positively to coaching with a demonstrated ability to develop in the role, taking on new challenges and responsibilities.
- Excels at multi-tasking and time management.
- Models strong rapport-building skills.
- Available to travel within assigned territory with overnight stays when applicable.
- Has solid understanding of managed care at both a local and national level.
- Budget management experience with running a territory.
Physical Demands- Regularly required to sit, stand, walk, and bend and move about facilities and doctors' offices.
- Light physical effort required.
- Occasional lifting up to 30 lbs.
- Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Working Conditions- Travel and over night required for adequately managing and directing accounts in assigned territory.
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