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