Territory Sales Manager

TeraRecon

About The Position

The Territory Sales Manager at TeraRecon drives significant and continuous business growth within an assigned geographic territory. The role applies knowledge of the clinical advanced visualization ecosystem to communicate TeraRecon’s value proposition and market differentiators, achieve quota, and grow the business. The manager systematically sells to parent and child accounts, maintains low attrition, and builds relationships with departmental and C-suite stakeholders. The position develops and executes a detailed annual sales plan, builds a qualified pipeline, and uses customer-tailored presentations, product demonstrations, and value-based ROI selling to advance opportunities. It also supports customer adoption and new use cases through recurring business reviews, coordinates strategic engagements with company executives and channel partners, maintains accurate CRM and forecast information, and represents TeraRecon at customer locations and industry events. The role includes quality-system and regulatory compliance responsibilities, including participation in internal and external audits.

Requirements

Bachelor’s degree or equivalent experience.
Track record of consistently achieving quota and managing complex sales of $500K or more.
Seven years of successful enterprise clinical software sales experience.
Demonstrated experience selling enterprise subscription or SaaS solutions.
Demonstrated success selling directly to C-suite executives in large health systems.
Ability and desire to prospect and self-generate a robust pipeline to achieve sales quota.
Ability to close deals on time and within company-standard discounting parameters.
Strong written and verbal communication skills, including public speaking.
Strong work ethic; self-directed and resourceful.
Strong customer references.
Ability to understand and practice applicable quality-management-system requirements and comply with regulatory requirements.

Responsibilities

Communicate the value proposition and market differentiators of TeraRecon products effectively.
Sell systematically to both parent and child accounts in the assigned geographic territory to ensure top-down and bottom-up opportunity coverage.
Achieve less than 5% attrition at accounts within the territory.
Establish trusting, direct relationships with key departmental and C-suite stakeholders.
Represent and communicate the company’s vision through formal presentations and informal customer discussions.
Leverage TeraRecon’s senior executive team to support large, strategic customer engagements.
Develop and execute a detailed annual sales plan for the territory, creating qualified, budgeted pipeline equivalent to four times the annual objective.
Deliver customer-tailored presentations using company-provided sales tools and use product demonstrations in context to support closing objectives.
Use a value-based ROI selling methodology.
Nurture and expand customer relationships through biannual business reviews designed to drive new use cases and technology adoption.
Maintain tactical and transactional information on all active pursuits in CRM.
Provide weekly pipeline reporting, forecast accuracy updates, and management call updates.
Stay abreast of market trends, competition, competitive issues, and products.
Communicate clearly, transparently, and effectively with management, customers, and supporting team members.
Participate in team-building and company-growth activities, including strategy setting, sales training, marketing efforts, and customer care.
Travel to customer locations and industry events in support of sales efforts.
Identify and build relationships with health systems groups.
Build trust and educate key players and prospects in the target market about TeraRecon solutions as a thought leader.
Partner with VAR partners and other indirect sales teams to lead coordinated team selling across the assigned territory.
Perform other duties as assigned.
Understand and practice requirements of EN ISO 13485, ISO 13485, the TeraRecon QMS Manual, Process Flows, and Work Instructions.
Comply with applicable regulatory requirements, including those of MDSAP participating countries and CE Marking.
Participate in internal and external audits.