Territory Sales Manager

Job Description
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)