Territory Manager - Arizona

IWP Careers • Phoenix, AZ

1d • Onsite

About The Position

The Territory Manager at Injured Workers Pharmacy (IWP) is an experienced and disciplined sales professional responsible for independent sales within an assigned territory, primarily in Arizona. This role requires generating 70-80% of sales through self-initiated efforts like networking, cold-calling, and territory planning. The ideal candidate is dependable, ethical, and driven to succeed, possessing excellent communication, listening, consultative selling, and organizational skills, along with attention to detail, a positive attitude, and self-motivation. IWP is a specialized workers’ compensation home delivery pharmacy dedicated to helping injured workers access prescription medications and return to productive lives by collaborating with legal, medical, and insurance communities. The company fosters a culture built on ICARE values (Ingenuity, Collaboration, Advocacy, Respect, Empowerment), emphasizing teambuilding, open-mindedness, and a supportive, inclusive environment where employees feel valued and empowered.

Requirements

• Minimum of two or more years of experience 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

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

Benefits

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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 11-50 employees