The Territory Sales Manager is responsible for planning and implementing outreach efforts focused on educating local physicians, hospitals and other healthcare providers about the benefits of the Company's EEG and EKG services. Responsible for growing and maintaining the Company brand in assigned territory, maximizing patient referrals and achieving predefined sales targets. All work must adhere to the Company's standards of conduct and culture of compliance.
Primary Competencies Required:
Will to win - Consistently demonstrate the work ethic and drive to meet and exceed all goals. The individual should demonstrate persistence when working through adversity and the ability to overcome obstacles
Relationship-focused - Ability to build strong business relevant relationships with customers. Demonstrate the ability to build credibility with key constituents and consistently follow through on agreed-upon actions. Gain consensus from internal stakeholders when and where needed
Organization habits - Demonstrate the ability to stay on top of tasks and appropriately manage their time. The ability to manage multiple initiatives concurrently is critical to success
Effective communication – Superior verbal and written communication skills. Demonstration of the ability to listen effectively and craft appropriate responses
Adaptive – Ability to adapt to situations as they arise, catering their message appropriately. The individual will also need to show the ability to adapt to industry changes which can occur frequently.
Primary Job Responsibilities:
- Responsible for planning and implementing daily face-to-face and remote/virtual interactions with doctors and staff members to educate on all services of the Company with the goal of increasing appropriate referrals and revenue
- Required to thoroughly research potential customers which includes physicians, practices, and hospital Administrators to find opportunities to serve their patients
- Conduct market research to identify new opportunities and stay updated on industry trends
- Use a consultative approach to understand the customer's needs and challenges and recommend tailored solutions
- Demonstrate significant product and disease state knowledge to effectively communicate with customers
- Understand the goals and clinical benefits of Stratus EEG services
- Demonstrate the ability to gather feedback from customers and relay that feedback to appropriate Company stakeholders for operational adjustments and product development
- Responsible for reporting on all activity through the appropriate CRM system
- Achieve and/or exceed monthly/quarterly/annual sales goals
- Master medical terminology, sales practices and business acumen to conduct meetings with physicians and hospital administrators
- Stay current with Company communications through the use of technology which includes email, voicemail, texts, conference calls and meetings
- Demonstrate knowledge of compliance culture and ask for guidance when needed
- Communicate any specific issues related to patient records or other deficiencies from the physician's office to arrange testing for patients
- Communicate any issues with scheduling patients to the physician, including confirmation of any cancellations or refusal of service
- Function as the physicians' main point of contact with Company for all administrative, contractual or patient related matters
- Manage allocated budget appropriately and follow Company policy on all expenses and reporting
- Communicate frequently and demonstrate a team atmosphere with clinical Operations staff
- Build brand recognition and enhance the reputation of the Company
- Adhere to HIPAA regulations, Company Confidentiality and Code of Conduct
- Perform other duties as assigned
Education/Experience:
- Bachelor's degree required.
- Experience partnering with hospitals and Neurology practices
- 5+ years of sales/new business development in a hospital/clinic environment preferred
Qualifications:
- Possess a good network of physician and hospital relationships, particularly in the field of neurology
- Ability to communicate with and educate high level executives, physicians, administrators and other healthcare professionals
- Proven track record of managing client relationships and building professional relationships
- Familiarity with the payor/insurance environment including CPT codes, insurance billing, etc.
- Ability to work comfortably with all levels of the complex physician office and/or hospital environment and have experience of the technical, clinical and financial sales.
- Ability to travel out of the territory for: one week in-person sales training and twice per year to attend national sales training (3-4 days) and regional strategy meetings (3-4 days).
- Ability to work independently, with minimal direct supervision
Required Licenses/Certification:
Current driver license with proof of valid automobile insurance and safe driving record.
Physical Requirements:
Ability to sit for extended periods of time
- Frequent walking and standing
- Ability to lift up to 20 pounds
- Talking and hearing
- Reaching with hands and arms
- Frequent use of fingers and hands
- Clarity of vision – both near and far
- Ability to travel via automobile and/or airplane
Work Environment:
Standard physician offices or other clinical setting
Hazards:
None
Job Type: Full-time
Benefits:
- 401(k)
- Dental insurance
- Health insurance
- Paid time off
- Vision insurance
Application Question(s):
- Experience partnering with hospitals and Neurology practices? Please share.
Experience:
- Medical sales within a hospital setting type of: 5 years (Required)
Qualifications
- Bachelor's degree
- 2- 5 years of sales experience
- Strong work ethic and communication skills
- Proficient in Microsoft Office suite and customer relationship management software
- Ability to travel in order to do business