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Posted On Monday, February 5, 2018
North Florida
The Territory Business Manager (TBM) is responsible for developing and executing a successful sales strategy for rapid revenue growth from the assigned area derived from the Physician Office Market, either directly or indirectly. The TBM formulates sales strategies for markets within the assigned geography and product lines to attain revenue goals set by the company. The TBM works both independently and alongside the Director of Sales and other leaders, identifying and evaluating market opportunities and sales potential, closing opportunities, supporting existing clients, coordinating collaborative efforts and providing focused feedback for selling to Physicians within the Area. This is an entry-level position responsible for providing strategic selling, Physician Market oversight and marketing effort fulfillment to the Area to achieve assigned sales and profitability goals. This position level reports to a Director of Sales. Core Responsibilities • Lead the Physician Office and Physician Management selling activities within the Area, directly or indirectly, working collaboratively with all other sales and marketing team members. • Develop and maintain targets of opportunities in Customer Relationship Management (CRM) tool. • Achieve the assigned revenue and profitability quotas through efficient management and satisfaction of customer needs within assigned area of responsibility, directly and indirectly. • Sell value and solutions to customers in Physician Offices and Physician Management locations. • Maintain consistent momentum in sales cycle and display strong self-disciplined and self-direction. • Develop and maintain superior relationships with contacts and decision-makers; build long-term relationships by meeting and exceeding customer expectations. • Prioritize effectively and in accordance with corporate objectives. • Advise the Company on all Market and Product Requirements for selling to Physician Offices and into Physician Management Locations: Stay informed of industry and advancements, advising the company on necessary product enhancements; Provide frequent market feedback on products, competition and market conditions to the Director of Sales and Marketing Director; and Assist in benchmarking competitive offerings and designing plans and sales aids to win against competing products. • Develop, Review and Implement all Sales and Market Training for Selling into Physician Offices and Physician Management Locations at all levels: Through regular Participation in meetings with Director of Sales and other Leaders, develop training and/or new sales aides centered on the launch of new products, all client facing programs and interfaces; Work cross functionally with team members and key stakeholders at different levels to proactively identify business needs and design, develop and deliver appropriate training solutions; Review and revise existing training programs to evaluate, develop and pilot improved curricula and facilitate the launch of enhanced training events along assigned segment; and Prepare lesson plans for and deliver classroom instruction during all Business Unit and national training events along assigned market segment including those hosted during the National Sales Meeting and New Hire Training. • Build strong market development activities: Focus on independent development of large accounts; Develop and maintain Area coverage plan with Director of Sales; Communicate regularly with all members of assigned Business Unit to ensure indirect sales goals are achieved. Perform product in-service training to ensure customer satisfaction as needed; and Develop and maintain area specific information relative to competitors and distributors in the market mix. • Deliver timely and accurate fulfillment of Sales Administration duties: Complete Expense Reporting within guidelines outlined in the company’s Travel & Entertainment Policy; Maintain detailed records in CRM and provide account updates as required; Develop monthly forecast and quarterly business plan and update regularly; Develop, maintain and deliver accurate information on current business; and Maintain routine telephone contact with Director of Sales. • Recognize and rapidly respond to changes in internal/external environment. • Stimulate change and champion new initiatives. • Understand internal information technology systems and how to interface with clients. • Help in event coordination for and participate in sales meetings, seminars, industry conferences, and tradeshows. Additional Responsibilities (may be assigned): • May serve on cross-functional teams or projects; • May serve on other work groups or committees as requested. • Other duties as assigned by the Director of Sales and/or Vice President of Sales and Marketing • Meet or exceed sales and profitability goals for Area along assigned market segment. • Complete individual objectives assigned by Director of Sales and VP of Sales & Marketing and meets agreed upon deadlines. • Communicate effectively with all levels of staff. • Adhere to MedOfficeDirect core values, departmental processes, safety and compliance policies and procedures Bachelor’s degree (medical office experience preferred) Some experience in working with physicians a plus • Proven self-leadership skills • Strong interpersonal and influencing skills at all levels of the organization • Demonstrated record of achievement. • Strong closing skills. Prior attendance at formal sales training courses a plus. • Proven oral, written, telephone and presentation skills. • Solid knowledge of physician market environment. • Ability to learn and retain product specific information and utilize to position the features and benefits to customers. • Ability to work under deadline pressure and extra hours if needed on assignments. • Proficient with MS Office programs. • Strong organizational skills and attention to detail. • Ability to work independently and in a team environment. • Must be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual. • Holds a valid driver’s license for state of residence. No certification required Ability to travel as required by role (up to 80% of the time). Overnight travel expected.