Territory Sales Manager

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Precision Diagnostics, based in San Diego, California is a fast-growing clinical laboratory that specializes in providing drug testing, primarily for the purpose of helping physicians monitor their patient's undergoing treatment for pain or substance abuse. Precision’s objective is to improve patient adherence/compliance with their prescription regimen and protect medical practices from liability.

As the Territory Manager, you will be responsible for increasing the volume of compliant and profitable lab specimens in your designated territory through ongoing account management, increasing business in existing accounts, and development of new business.

• Become familiar with and always adhere to compliance standards
• Meet and exceed territory volume growth objectives by developing new accounts and increasing business in existing accounts
• Develop and manage strong sustainable relationships with customer base within a large geographical territory
• Understand the account’s workflow and train staff on established procedures
• Plan and execute visits to all existing accounts in the territory on a regular basis
• Manage logistics and coordinate supplies
• Communicate with internal teams and develop productive working relationships with lab, billing, and clinical support teams
• Appropriately manage expense budgets
• Utilize effective prospecting techniques, networking and other lead generation tools to establish new business
• Attend local and national conferences and trade shows, to generate leads and interact with prospective clients
• Utilize prospecting data and set qualified appointments within territory
• Present Precision’s products and services to prospective clients
• Close new business
• Ongoing pipeline development including growing existing accounts, referrals, and cold calling
• Provide regular updates to Regional Manager on prospects, pipeline, and monthly volume forecasts

ROLE CRITERIA:

• Ability to bring on $2500 in revenue from new business within the first 90 days of employment
• Ability to achieve budget thereafter (revenue determined by minimum expectations derived by tenure and resource allocation)
• Ability to obtain a positive Contribution Margin by month 15 of employment
• Ability to demonstrate understanding of the Customer Commitment Journey
• Ability to link Precision products to trends impacting providers

WHAT YOU BRING TO THE TABLE:

• Interpersonal Effectiveness
• Natural sense of empathy, self-awareness, self-control, and sales drive
• Uncompromising ethics and integrity
• High energy level and ability to develop sales rapidly
• Outside sales experience with strong closing, cold calling, and presentation skills required
• Demonstrated track record and commitment to continued progressive sales growth
• Ability to understand and present clinical and technical product information
• Understanding of insurance and reimbursement issues
• Collaborative spirit and ability to thrive as part of a team
• Prior experience managing a large geographical territory
• Adherence to compliance standards and confidentiality (HIPAA) requirements
• 2-3 years of sales experience in medical, pain management or behavioral health as an account manager or territory manager is required
• Existing clinical contacts are required
• Bachelor’s Degree
• To be successful, you agree that technology is a key part of every business process, and you will make new technology adoption part of your routine
• Become fluent in Microsoft 365 (formerly Office
  635) applications assigned to your role. Common applications include Teams, Word, Excel, Tasks and Planner
• Complete training in a timely manner that is assigned to you. Training is primarily conducted via Microsoft Learn modules and is assigned based on:
• Position/Job Role – Most positions require a core set of Microsoft 365 working knowledge
• Project Role – As member of a project team, you may be required to complete training before you can engage with the project team or commence project work
• Ad-Hoc – Based on review of your performance via support requests, training modules will be assigned to increase skills

ADDITIONAL JOB CONSIDERATIONS:

• This position is…