Territory Manager

• Develop and maintain territory coverage plan
  • See all current customers in territory on a consistent basis using a Call Rotation approved by RSD.
  • Develop objectives for each visit in each account.
• Responsible for consultative sales and promotion of company services within assigned territory.
  • Create and work an active pipeline
  • Qualify prospects
  • Develop and execute a strategy to develop prospects to opportunities.
  • Develop a strategy for each opportunity that if executed properly will result in closed won business.
• Identify prospects using all available resources.
• Identifying and understanding the business sales cycle and approval process with prospective customers to secure financial, operational and clinical approval.
• Proper presentation of all products and services
• Introduce new service offerings as available
• Develop proposals, manage contract discussions and rate negotiations
• Demonstrate the skilled needed to sell Value against Price including and our ability to:
  • Impact Re-hospitalization
  • Impact patient satisfaction
  • Impact physician satisfaction
  • Impact maximizing referrals
  • Increasing revenue and ROI
• Demonstrate a general understanding of ROI selling
• Develop and maintain relationship with the Administrator, Director of Nursing and Medical Director in each facility.
  • Consistently strive to be viewed as a Trusted Partner rather than a vendor to all current and potential customers
  • Where applicable develop relationships with owners, corporate and regional operations and clinical staff.
• Promote the use of the Trident web portal to all customers
• Conduct new facility set-ups
• Presentation and review of QA information as requested by customer
• Conduct review of services for clients
• Report customer issues through appropriate channels in an accurate and timely manner.
  • Proactively identify clinical, billing and operational service issues
  • Work cooperatively with the customer and the Trident billing and operations teams to determine and execute a plan of correction that will meet the needs of all parties.
  • Communicate plan of correction to all parties
• Utilize the company CRM as directed. This will include:
  • Develop and maintain accurate account files.
  • Document all sales activities using the OAW scoring template
  • Track Opportunities and update at least weekly
  • Document all meeting notes
  • Track personnel changes within client facilities
  • Document and update competitive information
• Demonstrate a willingness and openness to help others within the Region to be successful, while sharing Best Practices
• Attend industry conferences and regional meetings
• Actively participate in local networking and professional events
• Submit timely and complete reports as requested.
• Achieve or exceed established sales and retention goals to include quotas and corporate initiatives.
• Establish positive public image of Self and Company in all interactions with prospects, customers, colleagues and competitors
• Significant travel may be required within the assigned territory
• Continued professional development is required

Skills and Experience

• A Bachelor’s Degree or equivalent knowledge is required
• A minimum of 3 years of Sales, Marketing, or Clinical experience is required, preferably with one year of Sales experience.
• Long Term, skilled nursing or Medical Sales experience or familiarity is preferred.
• Hunter mentality required to build, grow and develop assigned territory
• Must have a proven track record of success
• Must possess a high sense of urgency and a strong work ethic
• Must possess basic to intermediate computer skills
• Strong communication skills (verbal and written) are essential
• Must have strong interpersonal and organizational skills
• Must possess a high degree of initiative, creativity, and the ability to meet deadlines and work with minimal supervision

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