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Commercial Sales Territory Manager- Pain Mgt- REMOTE- Southern California
1 month ago
Medical Device Sales
Job Description
Qualifications
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)
Additional Information
All your information will be kept confidential according to EEO guidelines.
