Territory Manager - New England

IWP Careers•Manchester, NH

1d•Hybrid

About The Position

The Territory Manager is an experienced, disciplined sales professional who demonstrates the ability to work independently within an assigned territory. This individual is required to produce 70-80% of sales through self-generated effort, such as networking, cold-calling, territory planning, and other sales-related activities. The Territory Manager is dependable, ethical, and has an intense desire to succeed. This position requires excellent communication and listening skills, a demonstrated proficiency in consultative selling and territory planning with strong organizational skills, attention to detail, a positive attitude and self-motivation. Injured Workers Pharmacy (IWP) is proud to be THE Patient Advocate Pharmacy, helping injured workers around the country access their prescription medications with ease. As a specialized workers’ compensation home delivery pharmacy, we collaborate with the legal, medical, and insurance communities to help injured workers return to a productive life. At IWP we believe in our service, but it’s the people who make it a great place to work. We value our employees and strive for a culture of teambuilding, open mindedness, and fun. If that sounds like something you’d like to be part of, we’d love to hear from you!

Requirements

Minimum of two or more years of experience (preferred 5+ years of B2B outside sales) in business-to-business (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

Nice To Haves

5+ years of B2B outside sales experience

Responsibilities

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.