Territory Manager

Job Description:

• 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
• Networking: 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 matters related to the sales role
• Travel overnight within Regional Territory requires three (3) days per week in the field with direct reports.

• Minimum of two or more years of experience (preferred 5+ years of B2B outside sales)
• Proven sales history with increasing sales production year after year
• Top producer with documented sales history/awards
• Bachelor’s degree in business management or related field of study or equivalent
• Experience managing relationships with established key strategic partners or key opinion leaders
• Demonstrate expert knowledge of selling techniques (prospecting, overcoming objections, presentation skills, gaining commitment, negotiation)
• Demonstrate high-level self-motivation, time management, and problem-solving skills
• Strong written and verbal communication
• Ability to build customer relationships and provide appropriate levels of customer service
• Demonstrate proficiency with a variety of software applications
• Ability to travel locally and nationally (25% to 35%) including attendance at regional and national sales meetings

• Monthly engagement events and larger annual celebrations (tent party, summer BBQ, Family Fun Day)
• Tuition reimbursement and an internal-first job posting philosophy to support career growth
• Competitive benefits package
• A positive, inclusive environment where employees feel valued, supported, and empowered