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