Territory Manager

Description

TSP Talent Solutions is partnering with a growing DME company on the recruitment of a Territory Manager – Chicago IL.

Candidates must reside in the Chicagoland area.

Overview

The Home Care Urology Territory Manager (HCUTM) is a key role within the Company’s Home Care Urology Division. This position is responsible for achieving territory sales objectives by cultivating business partnerships, driving market share and sales growth, and supporting the Company’s continence care products within strategic accounts, including SCI rehabilitation hospitals, urology offices, spina bifida clinics, and home health agencies. The HCUTM will build and maintain strong relationships with key stakeholders to generate prescriptions and ensure a seamless transition for patients from hospital/clinic to home care.

Key Responsibilities

Account Management & Strategy:

• Develop and execute account-level strategies to increase brand awareness and the utilization of the Company’s continence care products within Strategic Accounts.
• Plan daily call routines to ensure appropriate coverage of key accounts based on sales potential, geographical location, and time allocation.
• Analyze sales and marketing data to identify leverageable opportunities and implement strategies to maximize territory objectives.
• Understand the customer’s environment, including key decision-makers, their concerns, and challenges, to effectively advance the sales process.
• Conduct cost/benefit analyses to support sales strategies and decision-making processes.
  
  

Sales & Business Development:

• Drive referrals to Company by promoting Company’s products and services within Strategic Accounts.
• Demonstrate consultative selling skills to uncover customer strategies and present the value proposition, including the financial and clinical impact.
• Utilize market intelligence, marketing directives, sales reports, and educational materials to maximize sales growth.
• Meet or exceed established quotas for sales activities, new prescriptions, and territory revenue growth.
• Maintain a strong desire to gain new customers and expand market share from a small base.
  
  

Relationship Building:

• Develop and maintain long-term relationships with key stakeholders within Strategic Accounts to increase product usage.
• Ensure that all new prescriptions are processed through Patient Services to provide patients and providers with a seamlessly integrated supply process under a single brand.
• Collaborate effectively with Durable Medical Equipment (DME) representatives servicing Strategic Accounts, as well as internal and external stakeholders, to build productive relationships.
• Participate in local and regional industry events, including SCI support groups and adaptive sports associations, to build relationships and support business development.
  
  

Clinical Knowledge & Product Expertise:

• Maintain a high level of clinical and technical product knowledge, including a strong understanding of competitive activity and market trends.
• Perform product demonstrations, patient education, and in-services at Strategic Accounts as required.
• Stay informed of industry-related developments by attending meetings, trade shows, and other events.
  
  

Administrative & Reporting:

• Organize and manage customer and account information using CRM tools, ensuring accuracy and timely completion of sales reports, expense reports, and account targeting reports.
• Develop and execute monthly, quarterly, and annual plans to meet and exceed territory revenue targets.
• Maintain current records and adhere to administrative duties, including expense management.
  
  

Qualifications:

• Bachelor’s degree preferred.
• Minimum of 2–4 years of successful sales experience, preferably in the medical or urology field.
• Strong business acumen, hunter mentality, and results-oriented approach.
• Excellent listening, presentation, and communication skills.
• Ability to build and nurture strong relationships with internal and external stakeholders.
• High attention to detail, strong time management, and territory management skills.
• Proficient in Microsoft Office applications, including Word, Excel, PowerPoint, and CRM.
• Ability to travel, including overnight (25% - 50%).
• Valid driver’s license required.
  
  

Core Competencies:

• Interpersonal Skills: Strong interpersonal and relationship-building skills; exceptional listening and communication abilities.
• Adaptability: Ability to adapt quickly to changing environments and communicate complex clinical and technical information in a simple, understandable way.
• Ethics & Compliance: Commitment to conducting business to the highest ethical and professional standards, complying with applicable laws, regulations, and company policies.
• Mission & Values Alignment: Personify HRHC’s mission and values, demonstrating a commitment to positively impacting patients' lives.
  
  

The total annual compensation for this position ranges from $100,000 to $186,000 which includes base and bonuses.

TSP Talent Solutions and our customers are affirmative action/equal opportunity employers (Minorities/Females/Veterans/Disabled)