JOB DESCRIPTION
POSITION TITLE: Territory Manager (Exempt Position)
DEPARTMENT: Business Development
REPORTS TO: Senior Director of Business Development
SUPERVISES: N/A
I. POSITION SUMMARY:
A Territory Manager will be responsible for increasing the revenues in the assigned geography and create, maintain, and develop customer relationships within the business unit. Territory Manager is responsible for all outreach activities including, but not limited developing and executing on a growth plan for the territory; maintaining frequent contact with key accounts and planning and organizing community events. The Territory Manager will promote Bradford’s programs and services through interaction with healthcare providers, business professionals, legal professionals, municipalities and community leaders through face-to-face, telephone, electronic and presentation efforts.
This individual must have outstanding organizational and sales skills, be an excellent communicator who understands customer needs, be goal driven and have a desire for success.
II. PRIMARY DUTIES AND RESPONSIBILITIES:
• Create new and maintain existing accounts
• Conduct outside sales calls through cold-calling or scheduled appointments
• Maintain an appropriate frequency of contact with key accounts
• Devise effective territory sales and marketing strategies
• Responsible for net revenue growth in defined geography as compared to prior year
• Analyze data to find the most efficient sales methods
• Meet with customers to address concerns and provide solutions
• Discover sales opportunities through consumer research
• Present products and services to prospective customers
• Participate in industry or promotional events (e.g. conferences, industry events and or trade shows) to cultivate customer relationships
• Facilitate relevent training for various audiences concerning substance abuse and related topics
• Assess sales performance according to KPIs
• Monitor competition within assigned region
• Prepare and submit reports to the National Director of Business Development
• Meets key performance measurements including, but not limited to averaging 10 quality calls per day, minimum
• Continually adapt growth plan and strategy
• Promote the entire portfolio of Bradford programs and services
• Utilize all avenues for customer contact including electronic platforms
• Logs contact and sales tracking information in to Bradford’s CRM system daily
• Implements communication between facility staff and referral resources
• Assures the visibility of the organization within the alcoholism/substance abuse and other referral communities
• Acts as a mediator for communication problems between the facility and the public
• Provides timely follow up on opportunities identified in patient satisfaction surveys in order to improve overall client satisfaction
• Assists and supports community programs developed for Bradford’s alumni
• Participates in Quality Improvement and committee activities as assigned.
III. ESSENTIAL JOB REQUIREMENTS:
A. Education and Experience:
• Proven experience as a Territory Manager or other type of Outside Sales Representative position
• Proven track record of increasing sales and revenue; field sales experience is preferred
• Bachelor’s Degree strongly preferred with a concentration in Business, Marketing or related field
• Minimum of five years’ experience in outside sales with documented results
• Experience in the healthcare industry preferred
• Familiarity with the addiction/recovery treatment field, including 12-step programs
• Demonstrate excellent communication (written and verbal) skills required
• Strong presentation skills
• Comfortable working with the public
• Ability to develop sales strategies and use performance KPIs
• Proficient in MS Office; familiarity with Salesforce is a plus
• Excellent communication skills
• Organizational and leadership ability
• Problem-solving aptitude
B. Knowledge, Skills, and Abilities:
• Be an example of our core values daily and hold yourself accountable to Bradford standards and policies and procedures
• Communicate effectively both verbally and in writing with referrals, other members of management, coworkers, patients, potential patients and families
• Good organizational skills with ability to quickly move between tasks and assignments
• Demonstrated basic computer and typing skills
• Maintain appropriate professional boundaries and confidentiality, including a working knowledge of 45 CFR “Health Insurance Portability and Accountability Act” and 42 C.F.R. Part 2 “Confidentiality of Alcohol and Drug Abuse Patient Records” with respect to patient and potential patient identifying information and health information. This position has unrestricted access to identifying information and health information concerning patients, potential patients and participants
C. Physical Requirements:
• 80% local travel
• 20% regional travel, some overnight may be required
• Able to walk approximately 3-4 miles during eight-hour shift
• Able to continuously sit from one-half hour to four hours per eight hours.
• Able to frequently ascend and descend stairs.
• Able to lift and move up to 50 pounds
D. Other Requirements:
• If recovering, two (2) years of continuous, verifiable sobriety
• Must be able to work in a constant state of alertness as to perform the job in a safe manner
• Regular attendance; including conference calls and onsite meetings, as necessary
• Pass a criminal background check, urine drug screen and motor vehicle report
• Maintain a valid driver’s license, personal automobile liability insurance, and a driving record permitting coverage under company’s automobile liability policy if necessary
Staff Signature: Date:
Witness: Date:
[ ] Original to Personnel File
[ ] Copy to Employee Revision 112018