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Senior Territory Manager

2 months ago

Philadelphia, Pennsylvania, United States Rep-Lite Full time

About Rep-Lite

We are a medical device manufacturer dedicated to improving patient care at the front lines of medicine, prior to specialty care, to enhance outcomes and reduce healthcare costs. Our innovative approach focuses on developing low-cost handheld imaging platforms that use light to see through tissue, empowering front-line providers to make better decisions about middle ear infections, antibiotic use, and surgeries in children.

Product Overview

We have developed a handheld imager designed to look and handle like the familiar otoscope. This device provides unprecedented non-invasive views of the middle ear in real-time using our patented imaging platform technology. Alongside a real-time, high-quality otoscopy image, it provides a view through the eardrum to directly visualize the contents in the middle ear.

Job Summary

We are seeking a Senior Territory Manager to support the launch of our new handheld imaging device. This role combines strategic thinking with execution, independent action and initiative, and strong leadership in cross-functional teams. Key responsibilities include formulating and executing sales strategies in a designated geography, targeting prospective customers to drive them from interest to implementation in their clinics. This role also involves providing peer-leadership, coaching, and leading others on the sales team.

Key Responsibilities

  • Execute strategic customer acquisition campaigns, exam growth, and retention activities within the customer base.
  • Make onsite sales presentations, execute demos, and advance customers down the sales funnel.
  • Utilize value-based selling skills to uncover customer existing service issues and needs, explain our value proposition, and provide our novel technology solution to meet provider needs.
  • Drive acquisition and adoption of products in the targeted customer base and geography.
  • Ensure territory of customers increase utilization of our device on a monthly basis while increasing the footprint of devices in use.
  • Qualify opportunities from campaign and lead lists to drive them through the sales cycle.
  • Respond to requests from customers for information and delivery of online presentations.
  • Conduct regular calls with existing customer base to ensure satisfaction.
  • Effective use of the CRM tool to enter all sales information into this system.
  • Keep current on disease states, competition, competitive issues, and market dynamics.
  • Lead training sessions on company product offerings and sales techniques.
  • Keep management informed of all activity, including timely preparation of reports.
  • Support Chief Commercial Officer as needed in leadership of Sales team acting as a player/coach.

Requirements

  • Bachelor's degree preferred with a minimum of 2-3 years outside sales experience in B2B sales.
  • Demonstrated selling success/experience is preferred over education.
  • Based remotely in designated territory with the ability to travel 25-50% of the time.
  • Experience using customer and lead management systems to track and manage activity.
  • Must have effective interpersonal, organizational, and communication skills, and a demonstrated ability to advance and influence the acceptance of ideas.
  • Strong business acumen with the ability to coordinate efficiently with other functions and consider the impact of their decisions on the organization.
  • Experience in a leadership position with supervision of others in a prior role.