Territory Sales Manager - Birmingham, Alabama

Key Responsibilities

• Participate in new hire home office-based training as well as field-based training.
• Work collaboratively with inside office staff to service patients and facilities.
• Develop a territory routing to maximize field time.
• Continually strive to improve sales skills by using the SPIN Selling Model and accept coaching by the Sales Manager and Field Trainers.
• Demonstrate strong skills in getting past the gatekeeper and business acumen.
• Lead by example by demonstrating what good looks like.
• Work closely with Manager to identify territory obstacles and opportunities.
• Keep Territory Binder information up-to-date based on territory needs.
• Monitor and stay within territory budget.
• Proficient with ACT Program to track facility calls per territory on a daily basis.
• Stay on top of and meet all deadlines for territory management paperwork: weekly report, expense reports and budget analysis, sample requests, etc.
• Demonstrate strong communication skills with office staff on collecting PDF information for Medicare.
• Communicate and work with manufacturer representatives as needed.
• Identify and discuss local competitors.
• Clearly communicate insurance opportunities and challenges within a given market.
• Understand and comply with all company policies and procedures.
• Complete all required DME training certifications in the required time frame.
• Act as a company resource for specified territory.

Qualifications/Education

• Positive attitude and take ownership running the territory as if it was his/her own business.
• Strong track record of performance in the following areas: solid business acumen, market/industry knowledge, selling skills, sales results, organization, teamwork and leadership.
• Demonstrate solid sales skills taking a needs-based approach to selling.
• Demonstrate success in working within a team setting and leading the development and completion of programs that align to business initiatives.
• Demonstrate the ability to articulate information to a diverse audience.
• Respond positively to coaching with a demonstrated ability to develop in the role, taking on new challenges and responsibilities.
• Excels at multi-tasking and time management.
• Models strong rapport-building skills.
• Available to travel within assigned territory with overnight stays when applicable.
• Has solid understanding of managed care at both a local and national level.
• Budget management experience with running a territory.

Physical Demands

• Regularly required to sit, stand, walk, and bend and move about facilities and doctors' offices.
• Light physical effort required.
• Occasional lifting up to 30 lbs.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Working Conditions

• Travel and over night required for adequately managing and directing accounts in assigned territory.