Territory Manager - Orlando South, FL

BioTAB Healthcare•Orlando, FL

About The Position

BioTAB Healthcare, LLC provides pneumatic compression devices and personalized services to patients with lymphatic, wound, and circulatory disorders. The Territory Manager builds and maintains relationships with clinicians and referral sources to sell pneumatic compression devices and expand the customer base within an assigned territory. The role requires understanding the patient process and insurance revenue cycle across payers, including CMS qualification criteria, private-payer copays and deductibles, and required documentation. The Territory Manager also oversees Associate Territory Managers and Patient Educators who serve patients and healthcare professionals. The role provides clinical support to accounts during patient evaluations, develops product expertise, presents clinical evidence, and keeps current on industry trends, compliance requirements, and new products. It develops and executes sales strategies, pursues new business, drives regional sales, collaborates with other departments, completes sales and administrative reporting, and manages territory expenses. The Territory Manager educates clinicians, staff, and patients through product demonstrations and training, and ensures compliance with applicable healthcare regulations, financial standards, and internal policies. People-management responsibilities include hiring, training, performance management, and dissemination of absence and performance metrics and product knowledge. The position involves frequent travel within the assigned territory to patients’ homes and healthcare facilities, including long hours in a vehicle. Physical demands include lifting up to 40 pounds from floor to waist level, kneeling, stooping, climbing stairs, and reaching. A valid driver’s license, automobile insurance, and a clean driving record are required. Candidates must pass an extensive background check and be able to obtain immunizations and records required for access to facilities in the territory.

Requirements

Bachelor's degree or equivalent experience.
Proven track record of success in outside sales, particularly in healthcare or medical device sales.
Strong communication, negotiation, and interpersonal skills.
Ability to build strong relationships with clients and healthcare professionals.
Proficiency in Salesforce, MS Office, and Apple products.
Ability to lift 40 pounds from the floor to waist level.
Ability to kneel, stoop, climb stairs, and reach with hands and arms.
Ability to travel frequently within the assigned territory to patients’ homes and healthcare facilities, including long hours spent in vehicles.
Valid driver’s license, automobile insurance, and clean driving record.
Must pass an extensive background check.
Ability to obtain the immunizations and records required to gain access to facilities within the assigned territory.
Strict adherence to HIPAA, Medicare Fraud, Waste, and Abuse, and privacy regulations in patient interactions.
Strong organizational and time-management skills; self-motivated, results-driven, and highly organized.
Attention to detail to ensure accuracy in patient records and insurance information.

Responsibilities

Provide clinical support to accounts during the evaluation process.
Develop and maintain expertise in company products.
Present clinical evidence related to the products.
Stay updated on industry trends, compliance requirements, and new products.
Develop and implement sales strategies to meet or exceed sales targets and quotas.
Identify and pursue new business opportunities, including prospecting and acquiring clients through cold calling, networking, and other sales techniques.
Drive regional sales and train and manage Associate Territory Managers and Patient Educators.
Collaborate with departments and offices to meet sales goals.
Participate in headquarters calls with the Patient Processing team.
Complete administrative duties, including call reports, sales reports, and forecasts.
Manage expenses within territory budgets.
Build and maintain relationships with healthcare providers and other referral sources.
Educate healthcare professionals and patients about company products and services through demonstrations and training for clinicians, staff, and patients.
Ensure compliance with applicable healthcare regulations, financial standards, and internal policies, including CMS and OFCCP guidelines for patient intake, data management, the Quality Management System, documentation, and training.
Hire, train, and manage employee performance; disseminate absence and performance metrics and product knowledge.
Manage a high volume of referrals and ensure timely processing of information.
Maintain accuracy in patient records and insurance information.