Senior Territory Development Representative

IndeVets•Philadelphia, PA

16d•Hybrid

About The Position

The Territory Development Representative (TDR) is responsible for driving new hospital acquisition and market expansion by identifying, engaging, and converting non-posting (Inactive and Prospect) hospitals into active IndeVets partners. Acting as the front-line sales engine of the Hospital Success Team, the TDR builds market awareness, nurtures qualified leads, and manages prospective hospitals through the full sales funnel — from initial outreach to first successful shift posting. Once a hospital posts its first shift, the TDR transitions the relationship to the assigned Hospital Growth Manager (HGM) for long-term development and retention. Working cross-functionally with Territory Development Representatives (TDRs), Recruiting, and Scheduling, TDRs are responsible for developing markets and newly posting accounts in alignment with forecasted shift demand, as well as identifying and activating new accounts when new AIVs are introduced in the market.

Requirements

Bachelor’s degree; concentration in business, healthcare administration, marketing, or a related field preferred.
Equivalent professional experience in account management or customer success may be considered in lieu of formal education.
1–3+ years of experience in sales, business development, or outbound prospecting roles, preferably in healthcare, staffing, SaaS, or professional services.
Proven success in cold outreach, lead generation, and pipeline development.
Experience managing opportunities through a structured sales funnel from prospecting through conversion.
Familiarity working with marketing-driven leads and campaign follow-up.
Experience using CRM systems to track activity, pipeline, and customer data.
Strong prospecting and consultative selling skills, including the ability to engage decision-makers and uncover needs.
High comfort level with outbound activity (calls, emails, social selling) and consistent follow-up.
Ability to manage and progress opportunities through defined funnel stages.
Strong attention to detail with a commitment to data accuracy and CRM hygiene.
Ability to gather, validate, and enrich account data through conversations and research.
Clear, confident written and verbal communication skills.
Resilient, self-motivated, and goal-oriented with a growth mindset.
Ability to prioritize effectively and adapt messaging based on prospect signals and engagement.
Proficiency with CRM tools (Salesforce preferred) and sales productivity platforms.

Responsibilities

Market Development & Prospecting
Identify and prioritize high-potential hospitals using segmentation data (FTE count, services offered, corporate affiliations, geography, and historical IndeVets engagement).
Conduct outbound outreach (calls, email, social selling, and campaign follow-up) to generate and qualify leads.
Manage an organized, data-driven sales funnel from initial contact to first shift posting, ensuring consistent follow-up and conversion tracking.
Leverage marketing engagement lists and data (opens, clicks, event attendance, web activity) to tailor outreach and improve conversion effectiveness.
Collaborate with Marketing on territory-level campaigns, lead scoring, and nurture sequences to improve efficiency and pipeline quality.
Partner with Recruiting and Scheduling to ensure new hospital acquisition aligns with IndeVets’ active or forecasted supply of AIVs.
Sales Execution
Conduct consultative sales conversations to uncover each hospital’s staffing needs, challenges, and workflow preferences.
Position IndeVets’ model as the ideal staffing solution for hospitals seeking quality, reliability, and flexibility.
Maintain accurate activity, pipeline, and forecasting data in Salesforce, ensuring full transparency to leadership.
Collaborate closely with the assigned HGM to ensure smooth handoff once a hospital posts its first shift, including documentation of key decision-makers, hospital preferences, and any special considerations.
Participate in team performance reviews, share feedback, and contribute to continuous improvement of sales processes.
Data Enrichment & Salesforce Accuracy
Ensure IndeVets’ hospital account data in Salesforce is complete, accurate, and up to date by verifying and updating key fields such as FTE count, services offered, corporate affiliation, geography, and PIMS. Validate information through direct conversations, online research, and trusted data sources.
Identify and fill missing fields, flag outdated records, and collaborate with Sales Operations and Marketing to maintain data integrity. This ongoing effort strengthens segmentation, targeting, and reporting accuracy, enabling better decision-making and more effective outreach across the organization.
Operational Discipline
Consistently meet or exceed outreach activity goals (calls, emails, touchpoints) while maintaining quality engagement.
Use CRM tools, dashboards, and reports to track pipeline health and conversion rates.
Adhere to all IndeVets standards, compliance guidelines, and brand representation expectations.
Share market feedback and prospect insights with leadership to inform marketing and recruitment strategies.
Performs other related duties as assigned
Player/Coach Responsibilities
Serve as a role model for outbound discipline, CRM hygiene, and consultative selling excellence.
Support onboarding and ramp-up of new TDRs by sharing best practices, call approaches, and territory management strategies.
Provide informal coaching and peer feedback through call reviews, pipeline walkthroughs, and deal strategy discussions.
Partner with leadership to pilot new tools, messaging, or processes before broader rollout.
Act as a trusted point of reference for peers on funnel management, data standards, and cross-functional coordination.
Reinforce a performance-driven, collaborative culture grounded in accountability, learning, and shared success.

Benefits

Medical Insurance with a monthly Company contribution
Low-Cost Dental and Vision Insurance
Company-Paid Short-Term Disability Insurance
Low-Cost Long-Term Disability Insurance
Company-Paid Life and Accidental Death & Dismemberment (AD&D) Insurance
Voluntary Employee, Spouse, and Dependent Life Insurance
Company-Paid Employee Assistance Program (EAP)
Paid Parental Leave
Generous Paid-Time Off
401(k) and Roth 401(k) contribution with 100% employer match up to the first 4% with no vesting period