Territory Manager (Richmond, VA)
Position Overview:
The Territory Manager is responsible for supporting the Area Sales Manager in delivering on capital commitments with the sale of Tablo in new and existing locations. The Territory Manager will implement targeted business plans including prospecting greenfield accounts, console expansion in current accounts, relationship development with Nephrologists and generating key stakeholder interest. This role requires strong selling capabilities including knowledge in the capital sales process, the ability to build a team of advocates and enough tenacity to ensure sales objectives are met on a consistent basis. Territory Managers are highly motivated sales professionals who excel in prospecting, generating interest, uncovering sales opportunities, and building relationships.
Essential Job Functions and Responsibilities:
Implement targeted business plans supporting the Area Sales Manager and console growth
Build clinical and administrative support through technical presentations, executive meetings, marketing events and Tablo demos.
Generate key stakeholder interest with Director of Dialysis, Biomed, Purchasing Director, Supply Chain Director, Pharmacy, Director of ICU, Nurse Educators, and Intensivists
Drive sales activities through multiple stakeholders in non-Tablo, contracted RIDN accounts
Build interest in Tablo via office visits, LTAC discovery calls, educational dinners, educational symposiums, and fellowship journal clubs
Responsible for sales activities in new product launches, implementation, and go-lives
Represent ASM in various sales meetings
Build support from physicians, clinical staff and administration for Tablo
Effectively manage transition of initial sale and installation driving procedural volume and growth
Achieve quarterly sales targets
Develop expert level knowledge of Dialysis
Make economic case for Tablo purchase
Handle communications and administrative follow-up
Ensure adherence to Company Quality policy
Required Qualifications:
Bachelor’s degree or equivalent experience required
Minimum of 2 years sales experience preference for experience in healthcare or capital sales
Excellent communication and interpersonal skills
Proven successful track record in medical equipment sales
Ability to travel up to 75%, dependent upon account distribution
Selling in disruptive environments and influencing behavior change
Success in introducing new technologies to the market is a plus
Desired Qualifications
Display enthusiasm, ambition and a strong work ethic
Must show ability to excel in a high-energy, fast-paced environment
Must be detail oriented with excellent analytical and problem-solving skills
Maintain a sense of urgency, work effectively under pressure, and be able to multi-task
National Salary Range
National Salary Range (Remote)
$110,000—$110,000 USD