The Territory Manager is an experienced, disciplined sales professional who demonstrates the ability to work independently within an assigned territory.
This individual is required to produce 70-80% of sales through self-generated effort, such as networking, cold-calling, territory planning, and other sales-related activities.
The Territory Manager is dependable, ethical, and has an intense desire to succeed. This position requires excellent communication and listening skills, a demonstrated proficiency in consultative selling and territory planning with strong organizational skills, attention to detail, a positive attitude and self-motivation
What You'll Do
- Work with Regional Sales Managers to develop a territory plan that aligns with IWP's sales strategy and objectives for exceeding quota
- Prospect and develop new business relationships using a variety of sales techniques including networking, cold-calling, and marketing data
- Identify and connect with decision maker(s) and influencer(s) to gain buy-in regarding IWP's unique value proposition
- Inspect current accounts for unmet needs and service deficiencies to provide recommended solutions driving more referrals
- Communicate value proposition for services through in-person sales presentations and electronic communications to potential referral sources
- Measure initial referral source and how to cultivate referral increase
- Close self-generated business opportunities
- Gain additional referrals through building strong business relationships from current client list
- Create client referral base to support new account close ratio
- Manage and grow a dedicated sales territory
- Conduct quarterly and annual business planning with Director, Regional Sales
- Establish effective working relationships with a variety of industries (not exclusive of healthcare, med-device, local unions, patient advocacy associations)
- Complete all administrative duties including expense submission, travel planning, Salesforce maintenance and more as needed
- Collaborate with Home Office Support teams in all sales related matters
Who You Are
- A sharp sales professional with a minimum of two years of experience (preferred 5+ years of B2B outside sales) in business-to-business (B2B) outside sales
- A top producer with documented sales history / awards
- An experienced relationship builder who connects easily with established key strategic partners or key opinion leaders
- Highly self-motivated with exemplary time management and problem-solving skills
- Keen at building customer relationships and providing appropriate levels of customer service
- Technically savvy with a demonstrated proficiency with a variety of software applications
- Able to travel locally and nationally (25% to 35%) including attendance at regional and national sales meetings
What Will Help You Succeed
- A proven sales history with increasing sales production year after year
- Strong written and verbal communication skills
- Expert knowledge of selling techniques (prospecting, overcoming objections, presentation skills, gaining commitment, negotiation)
- Bachelor's degree in business management or related field of study or equivalent
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