Senior Territory Manager

Brady Worldwide • Boston, MA

116d

About The Position

We are seeking a Territory Manager to join our team! The role involves maintaining business in existing accounts, as well as generating new business in existing accounts and with prospective customers. The Territory Manager will travel to and call on Healthcare IDN's in the assigned region. Using a consultative approach, the manager will demonstrate product application and function combined with appropriate systems efficiency concepts to showcase the "total value, one-stop-shop advantage" of PDC products and service offerings. The position requires consulting with customers to sell application-based solutions at all levels within account assignments, including groups, committees, C-Suite level, Vice Presidents, Directors, Managers, Supervisors, and all end users. The Territory Manager will establish and implement a plan of weekly sales activities within the region to achieve projected sales quotas and manage the total account base to meet sales goals and objectives. They will plan, adapt, and modify sales approaches and presentations to secure business based on the analysis of individual needs. Additionally, the manager will create business plans and forecast sales on a monthly, quarterly, and annual basis. Representing PDC at trade shows to promote products and services is also a key responsibility, where they will display or demonstrate products, using samples or catalogs, and emphasize customer benefits. The role includes developing internal and external long-term customer relationships, providing positive, proactive input for new product development, and submitting recommendations relative to changes in existing procedures, services, new product or product line extensions, etc., to increase sales volume. The Territory Manager will be responsible for effectively planning, directing, and coordinating all field sales activities within the assigned region, making visits to established and prospective customer locations to engage the voice of the customer, develop relationships, resolve problems, and gather competitive intelligence to aid in further development of policies and practices relative to marketing and sales operations. Ultimately, the goal is to meet or exceed quota through consistent conversion of targeted accounts.

Requirements

• Proven experience in sales, preferably in a territory management role.
• Strong understanding of consultative selling techniques.
• Ability to communicate effectively at all levels, including C-Suite and management.
• Experience in developing and implementing sales strategies and business plans.
• Excellent relationship-building skills with both internal and external stakeholders.
• Strong analytical skills to assess individual customer needs and adapt sales approaches accordingly.

Nice To Haves

• Experience in the healthcare industry, particularly with IDNs.
• Familiarity with product demonstration techniques and trade show representation.
• Previous experience in a role that required extensive travel.

Responsibilities

• Maintain business in existing accounts and generate new business in existing accounts and with prospective customers.
• Travel to and call on Healthcare IDN's in the assigned region.
• Demonstrate product application and function using a consultative approach.
• Consult with customers selling application-based solutions at all levels within account assignments.
• Establish and implement a plan of weekly sales activities to achieve projected sales quotas.
• Plan, adapt, and modify sales approaches and presentations based on individual needs analysis.
• Create business plans and forecast sales on a monthly, quarterly, and annual basis.
• Represent PDC at trade shows to promote products and services.
• Develop internal and external long-term customer relationships.
• Provide positive, proactive input for new product development.
• Submit recommendations for changes in existing procedures, services, and new product or product line extensions to increase sales volume.
• Plan, direct, and coordinate all field sales activities within the assigned region.
• Make visits to established and prospective customer locations to engage the voice of the customer and gather competitive intelligence.
• Meet or exceed quota through consistent conversion of targeted accounts.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Industry: Miscellaneous Manufacturing