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