Territory Sales Manager

Summary of Role

In this hybrid sales and clinical role, the Territory Sales Manager is responsible for exceptional customer service while achieving the territory sales targets. This role is responsible for developing and maintaining clinic relationships within the territory, capital sales revenue generation, and cultivating home referrals.

Key Responsibilities

• Maintains a strong and collaborative working relationship with Clinical Sales Representative and Patient Sales Advocate counterparts and works in collaboration as a team to manage their respective territories professionally.
• Establishes and maintains strong working relationships with and between customer key decision makers (PTs, OTs, Therapy Managers & Directors, Physiatrists, Neurologists, Other Medical Professionals and C Suite personnel).
• Works cross-functionally in a positive manner with Technical Support, Service, Sales Operations, Marketing, and other key personnel within the organization.
• Executes quarterly territory plan in coordination with their respective Clinical Sales Representative and Patient Sales Advocate.
• Provides leadership and guidance to Clinical Sales Representative counterpart related to strategic targets and territory planning needs.
• Participate in weekly outside sales team calls and bi-monthly sales team conference calls.
• Accountability to supervisor of key reports, daily sales call log notes, and expense reporting meeting all key deadlines.
• Works cross-functionally in a positive manner with Technical, Clinical Support, Service, Sales Operations, Marketing, and other key personnel within the organization.

Sales and Clinical Responsibilities

• Ensures territory achieves annual capital clinic revenue and home referral target numbers.
• Works in coordination with the Inside Patient Sales representatives.
• Grow patient referrals by building clinic competence and awareness of RTI resources in both the clinical setting and home referral process.
• Keeps abreast of relevant Scientific publications, RTI product enhancements and clinical experience/knowledge.
• Performs cold calling to strategically build a clinic base that can be leveraged to maximize home referrals and sales.
• Execute sales, marketing initiatives, and other identified programs as needed.
• Identify and develop working relationships with clinical and Key Opinion Leaders at strategic accounts to position the benefits of the RTI product line.
• Performs clinic and consumer presentations consistently that highlight Restorative Therapies value proposition.
• Attend trade shows and peer support groups as needed.

Business Management & Administration

• Executes quarterly Territory plan and presents updates monthly to the Senior Director of US Sales and/or Supervisor.
• Manages territory pipeline, reporting updates weekly to ensure accurate forecasting.
• Perform monthly referral analysis for existing clinics with a concentration on top clinics on a quarterly basis.
• Complete weekly or biweekly territory meetings with Patient Sales Advocate and Clinical Sales Representative counterparts.
• Manages and operates within an approved expense budget.
• Ensure that all sales activities within the assigned territory are conducted to the highest ethical standards and in a manner that is fully compliant with company policy and laws and regulations.
• Administrative tasks to include timely reporting, data entry (CRM, Expenses to include self and outside sales, Monthly Reports) and forecasting

Qualifications

• Exceptional time management and communication skills.
• Positive attitude and solutions oriented.
• Superior business and clinical acumen.
• Ability to work independently and be a self-starter.
• Highly effective presentation skills. Effective in using PowerPoint, Word, and Excel.
• Ability to develop in-depth knowledge about products and services.
• Relevant health degree with preference for PT, PTA, OT, EP, etc.
• 2-3 years of proven success in related sales and/or relevant clinical experience in rehabilitation preferred.
• Able to travel extensively within the territory

Limitations and Disclaimer

• This job description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their supervisor in compliance with Federal and State Laws.
• Requirements represent minimum levels of knowledge, skills, and abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently.
• Continued employment remains on an “at-will” basis. This job description in no way creates an implied contract.
• All job requirements are subject to possible modification to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a direct threat or significant risk to the health and safety of themselves or other employees.