Commercial Sales Territory Manager

4 weeks ago

San Diego, United States Blake Smith Staffing, LLC Full time
Accountabilities:

Candidate is accountable for growing Commercial Pain revenue in their designated territory by targeting Pain Management practices which focus on treating Workers Compensation, Personal Injury & Auto Injury Patients. 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:

Strengths

Knowledge

Skills

Internal drive and urgency

Organization and time management Listening

Pain management call points

Sales management

Persuasion and negotiation

Communication

Key performance indicators (KPI's):

Outcome

Productivity

Monthly Activity

Monthly Territory Revenue

# of Qualified Prospects Identified/month

Close Rate on In-services

# of In-Services

# of In Person Prospecting Calls

# of in person customer Meetings

Experience and Skills:

  • +2 years successful equivalent sales experience within Medical Device Sales, DME, etc.
  • The ideal candidate would have both an educational and practical background in physical therapy or athletic training.

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)

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