What are the responsibilities and job description for the Territory Manager - Mid Atlantic position at InfuSystem?
InfuSystem is a growing healthcare service provider, specializing in infusion pumps and related products and services for patients in hospitals, cancer clinics, ambulatory surgery centers, and other major service centers. We provide direct payer rentals, pump and consumable sales, and biomedical services and repair, serving all 50 states and Canada. Headquartered in Rochester Hills, Michigan, we have Centers of Excellence in Kansas, California, Massachusetts, Texas, and Ontario, Canada.
As a leader in our field, our mission is to provide quality infusion services to patients and medical practices, including a 24‐hour clinical support hotline. Our team effort provides product management and clinical support to enhance the lives of our patients and the communities we serve. Service is always our highest priority; keeping the patients’ health & safety at the center of everything we do.
Summary
The Territory Manager works as part of a team which includes a Customer Care Coordinator, Account Manager, Case Management Nurse, Clinical Director and Regional Vice President. In addition to interacting with our Marketing, Biomedical, Warehouse, Revenue Collection Management & IT departments. This is not a “sell and move on” role. Success relies on managing several priorities, including being the main point of contact for active TPP accounts. You must be able to multi-task throughout the day while remaining focused on recruiting new business responsibilities.
Approximately 75% of a Territory Manager’s time should be focused on recruiting new business. This will consist of a combination of cold calls, following up on company generated leads, independently sourcing leads, establishing a positive LinkedIn presence, prospect site visits, direct mail, communicating with vendor partners and scheduling meetings with Key Decision Makers within active accounts for referrals.
Approximately 25% of the Territory Manager’s time will be spent on account management, helping to support Active accounts.
from accounts, getting pumps shipped and returned, opening new accounts, etc.
The Ideal Candidate Will Have The Following Qualifications
Primary residence within geography territory is required. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Travel Expectations
The ideal candidate must be a rigorous analytical thinker and problem solver with the following professional attributes:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills
To perform this job successfully, an individual should have a high level of competency with MS Excel, MS Word, and MS PowerPoint.
Certificates, Licenses, Registrations
Current driver's license.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to stand; walk and talk or hear. The employee is occasionally required to sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
Certain hospitals, clinics and other medical centers now require InfuSystem to provide proof of vaccinations prior to entering their facilities. Your role may require proof of vaccination for us to receive the accreditation credentials needed to effectively service our customers
Comprehensive Benefit Package
At InfuSystem, we give our employees the tools to succeed both on and off the job. Our generous benefits package provides comprehensive coverage to help you protect your health and earning power and prepare for the future. In addition, we offer perks and programs that help you grow in your career and make InfuSystem a great place to work!
As a leader in our field, our mission is to provide quality infusion services to patients and medical practices, including a 24‐hour clinical support hotline. Our team effort provides product management and clinical support to enhance the lives of our patients and the communities we serve. Service is always our highest priority; keeping the patients’ health & safety at the center of everything we do.
Summary
The Territory Manager works as part of a team which includes a Customer Care Coordinator, Account Manager, Case Management Nurse, Clinical Director and Regional Vice President. In addition to interacting with our Marketing, Biomedical, Warehouse, Revenue Collection Management & IT departments. This is not a “sell and move on” role. Success relies on managing several priorities, including being the main point of contact for active TPP accounts. You must be able to multi-task throughout the day while remaining focused on recruiting new business responsibilities.
Approximately 75% of a Territory Manager’s time should be focused on recruiting new business. This will consist of a combination of cold calls, following up on company generated leads, independently sourcing leads, establishing a positive LinkedIn presence, prospect site visits, direct mail, communicating with vendor partners and scheduling meetings with Key Decision Makers within active accounts for referrals.
Approximately 25% of the Territory Manager’s time will be spent on account management, helping to support Active accounts.
- Fosters and maintains good relationships with key stakeholders at existing business base consisting of 150 hospitals based and community cancer centers within New Jersey, Delaware, Maryland, DC and the Greater Philadelphia Area
- Ensures all existing customers are actively submitting correct and timely patient information to Infusystem and outstanding needed information is being collected.
- Helps manage Infusystem pump fleet placed with customers within territory.
- Develop and execute a Territory Plan with responsibility for growth of territory; meets all sales quotas.
- Conducts 5 business reviews per month: within key and strategic accounts and prospects.
- Develop and maintain relationships with customers, staying connected with day-to-day contacts,
- Develop partnership with Account Manager and Customer Care Coordinator to maximize service
from accounts, getting pumps shipped and returned, opening new accounts, etc.
- Provide consultative information to customers about equipment based on technical knowledge of
- Submits sales contracts & quotes for orders obtained.
- Prepare and submits expense reports in accordance with company policy.
- Complete all sales reports and required documents in a timely fashion.
- Attend tradeshows, sales meetings, and education seminars as needed.
- Has reliable internet access.
- Return messages from customers same day.
- Complete accreditation and other exams as required.
- Update HubSpot Sales CRM daily with new business prospecting efforts.
The Ideal Candidate Will Have The Following Qualifications
Primary residence within geography territory is required. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Travel Expectations
- Approximately 1 or 2 home office days per week with 3 or 4 days per week traveling within the territory. Candidate should expect to complete 1 or 2 overnights per month.
- Complete 15 to 20 site visits per week to active accounts in addition to grouping prospecting visits into routes to help generate new business.
- Bachelor’s degree (B. A.) from four-year college or university; or one to two years’ related experience and/or training; or equivalent combination of education and experience.
- Oncology sales, medical device sales, health care sales, oncology nursing or oncology pharmacy experience preferred.
The ideal candidate must be a rigorous analytical thinker and problem solver with the following professional attributes:
- Strong work ethic
- Sound judgment
- Proven written and verbal communication skills
- Natural curiosity to pursue issues and increase expertise
- Pursue and design innovative analytical performance metrics
- The courage to promote and defend ideas and analyses
- Passionate about InfuSystem and serving customers and patients
- Strives to make an impact on improving our business processes and results
- Exemplary honesty and integrity
- Ability to collaborate effectively and work selflessly as part of a team
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the public.
Mathematical Skills
Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
Reasoning Ability
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
Computer Skills
To perform this job successfully, an individual should have a high level of competency with MS Excel, MS Word, and MS PowerPoint.
Certificates, Licenses, Registrations
Current driver's license.
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to stand; walk and talk or hear. The employee is occasionally required to sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus.
Work Environment
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
The noise level in the work environment is usually moderate.
Certain hospitals, clinics and other medical centers now require InfuSystem to provide proof of vaccinations prior to entering their facilities. Your role may require proof of vaccination for us to receive the accreditation credentials needed to effectively service our customers
Comprehensive Benefit Package
At InfuSystem, we give our employees the tools to succeed both on and off the job. Our generous benefits package provides comprehensive coverage to help you protect your health and earning power and prepare for the future. In addition, we offer perks and programs that help you grow in your career and make InfuSystem a great place to work!
- Health plan options that include an employer contribution
- Health Savings Account (HSA)
- Healthcare and Dependent Care Flexible Spending Accounts (FSA)
- Dental and Vision premiums covered by InfuSystem
- Life Insurance, STD & LTD
- Paid Parental Leave
- Adoption and Fertility Assistance
- 401(k) with a specified Company Match
- Employee Stock Purchase Program
- Tuition Assistance
- Generous Paid Time Off plan
- Employee Assistance Program
- Competitive Pay
- Employee Referral Bonus
