Territory Sales Leader

Job Description Summary

Under the direction of the Regional Sales Director, Health Systems Solutions (RSD, HSS), manages the development and execution of sales, marketing, and business development activities for a portion of the team members to exceed revenue and gross margin objectives. For their assigned reporting group, identifies growth opportunities within local practices, hospitals and health systems and includes/partners with other Option Care stakeholders as needed.

Directs the activities of the Account Executives, Care Transition Specialists and Care Transition Coordinators who report to them to execute strategic account plans that will deliver consistent revenue, margin, and referral growth. Plays an active role in account management and business development efforts with the team, engaging customers and modeling and teaching desired behaviors. Partners with operations to resolve customer service issues and ensure both high quality service and ongoing growth.

Qualified applicants must possess demonstrated experience in direct people management and sales team leadership.

• Drives sales with their assigned team by partnering with operations counterparts to build market growth plans.
• Drives sales by working across business units, leadership, and sales teams to set goals and develop sales forecasts for each assigned territory.
• Insures alignment with national business unit and specialty enterprise objectives.
• Within their assigned team, partners with operations and payer counterparts to build regional strategic market plans to increase market penetration.
• Assists in development and implementation of all promotional activities.
• Engages cross-functionally to ensure awareness and alignment of sales efforts with branches in their area, sales personnel, and branch personnel.
• Develop Account Executive’s to create and deliver sales presentations and lead consultative sales discussions.
• Lead by example by demonstrating success in creating new business within their assigned area.
• Develop a highly productive account team of Account Executives by actively engaging in selling opportunities to coach and provide developmental feedback.
• Maintain strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities.
• Partner with operations to resolve issues in the best manner for Option Care customers.
• Monitor’s competitors, industry, and sales trends in their assigned area to develop sales plans accordingly.
• Analyzes input from various sources to create new initiatives.
• Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines, and necessary resources.
• Monitors activity for assigned sales team to ensure appropriate focus on priority growth targets identified by management/ analytics.
• Helps Account Executives, Care Transition Specialists and Care Transition Coordinators, etc. prioritize time to focus on greatest opportunities for growth.
• Provides productivity analysis and feedback to sales team on performance overall and with key customers.
• Identifies and provides training and development opportunities.
• Serves as an expert in local market dynamics for their assigned team (including payer issues, state and government regulations, provider payment issues, etc.) and clinically in the complex disease states Option Care services (Anti‑invectives, nutrition, heart failure, immunological disorders, bleeding disorder, transplant, etc.).
• Coaches and develops team to a high level of competency in these areas.
• Responsible for appropriate staffing and utilization of resources to include hiring staff, recommending pay increases, managing sales performance, performing performance reviews, training, and development of staff, estimating personnel needs, assigning work, interpreting, and ensuring consistent application of organizational policies.
• Identifies opportunities and develops relationships with alliance partners in their assigned territory outside the company to increase business.
• Develops business plans to achieve goals of targeted opportunity.
• Complies…