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Territory Sales Manager
3 months ago
Candidate is expected to:
(1)
PROSPECT:
via in person cold calls, phone & email using (a) the company's existing prospect list (b) new prospects which the candidate will identify through research and referrals.
(2)CLOSE NEW BUSINESS:
by conducting In-Services (in person product demonstrations) with Prospects.(3)
GROW EXISTING BUSINESS:
through regular communication via in-person visits, phone & email
Territory:
Candidate will manage the Commercial Pain Business in the following states: California, Arizona & Nevada. Ideally the candidate will be located in Southern California. Overnight travel is required, and the candidate is expected to travel 1-2 weeks per month.
Expectations:
Candidate will manage all outbound customer engagement activities, as outlined above.
Key KPIs and activities as follows:
§ Expected monthly activity:
o 20-30 in person prospecting calls.o 15-20 in services (product demonstrations) with new prospects.o 15-20 in person existing customer visits.§ Time not in the field will be spent prospecting and setting up in person visits.
Candidates should plan 4 to 6 weeks in advance for "cluster calls" on prospects and existing customers.§ Candidate is expected to conduct Business Development with other key referral sources in the Eco-System such as Nurse Case Managers & Lawyers.
In addition, the candidate is expected to identify and attend industry-specific events, e.g., conferences, trade shows, dedicated events etc.§ Candidate will maintain solid working relationships with existing customers by ensuring that their needs are met and resolving complaints in a timely manner.§ Candidate is expected to regularly analyze sales and marketing data to determine the most effective approach and strategy to increase sales within the assigned territory.
Competencies required:
StrengthsKnowledgeSkillsInternal drive and urgencyOrganization and time management ListeningPain management call pointsSales managementPersuasion and negotiationCommunicationKey performance indicators (KPI's):OutcomeProductivityMonthly ActivityMonthly Territory Revenue# of Qualified Prospects Identified/monthClose Rate on In-services# of In-Services# of In Person Prospecting Calls# of in person customer MeetingsExperience and Skills:+2 years successful equivalent sales experience within Medical Device Sales, DME, etc.
Compensation and Benefits:
§ Target compensation, Base / $60,000, Target Commission (uncapped) / $60,000§ Medical Family - 55%, Employee 45% (year 1), 75% (onwards)§ 401K§ Basic/Voluntary Term Life Insurance§ Short Term Disability§ HSA§ PTO Years 1 and 2, 15 days, Year 3 onwards 20 days§ 12 paid public holidays§ Remote work environment (East coast hours required initially)QualificationsAdditional InformationAll your information will be kept confidential according to EEO guidelines.
