Territory Sales Manager

Territory Sales Manager opportunity in Columbus, OH (onsite) focused on growing and managing a defined geographic territory through facility sales, relationship management, and new account development.

Responsibilities

• Participate in new hire home office-based training and field-based training.
• Partner with inside office staff to support patients and facilities.
• Build and maintain a territory routing plan to maximize time in the field.
• Strengthen sales effectiveness using the SPIN Selling Model and apply guidance from the Sales Manager and Field Trainers.
• Apply strong skills in getting past the gatekeeper and maintaining business acumen.
• Demonstrate “what good looks like” through leading by example.
• Coordinate with the Manager to surface territory obstacles and identify opportunities.
• Keep Territory Binder information current based on territory needs.
• Monitor performance against and remain within the territory budget.
• Use ACT Program to track facility calls per territory daily.
• Meet all due dates for territory management paperwork, including weekly reports, expense reports, budget analysis, sample requests, and more.
• Communicate effectively with office staff to collect PDF information for Medicare.
• Coordinate and communicate with manufacturer representatives as needed.
• Identify and discuss local competitors in the market.
• Clearly communicate insurance opportunities and challenges within the assigned market.
• Understand and follow all company policies and procedures.
• Complete required DME training certifications within the required time frame.
• Act as a company resource for the specified territory.

What You’ll Sell

• Promote and sell services to facilities including urologists, pediatric hospitals, and rehabilitation hospitals.
• Maintain relationships with existing clients and develop new accounts through cold calling.

Requirements

• Positive attitude and ownership mindset to run the territory as if it were the individual’s own business.
• Proven performance in: business acumen, market/industry knowledge, selling skills, sales results, organization, teamwork, and leadership.
• Demonstrated ability to sell using a needs-based approach.
• Ability to articulate information to a diverse audience.
• Positive response to coaching with a demonstrated ability to develop in the role and take on new challenges and responsibilities.
• Strong multi-tasking and time management skills.
• Strong rapport-building capabilities.
• Ability to travel within the assigned territory, including overnight stays when applicable.
• Solid understanding of managed care at both local and national levels.
• Budget management experience running a territory.

Technologies

• SPIN Selling Model
• ACT Program
• PDF
• Medicare
• DME

Physical Demands

• Regularly required to sit, stand, walk, and bend while moving about facilities and doctors’ offices.
• Light physical effort required.
• Occasional lifting up to 30 lbs.
• Reasonable accommodations may be made for individuals with disabilities.

Working Conditions

• Travel and overnight stays required to manage and direct accounts within the assigned territory.