Territory Sales Manager

Fresenius Medical Care•Mobile, AL

10d

About The Position

Azura Vascular Care is seeking a motivated, relationship-driven Territory Manager to support and grow its ESRD-focused vascular surgery center in Mobile, Alabama. The territory covers a 50-mile radius of the greater Mobile area and requires daily travel to dialysis clinics to develop referral relationships, strengthen existing partnerships, and grow the center. The candidate must live near Mobile, Alabama. The position markets, educates, promotes, and sells Azura services to dialysis clinics, Medical Directors, nephrologists, and other relevant members of the medical community in an assigned territory. The Territory Manager develops accounts and referral sources, maintains relationships with current customers, researches the local physician market, and uses market information to create and carry out strategic sales plans. The role also serves as a customer-relations liaison between referring providers and the Azura Center, works with operations, marketing, and physicians to develop referral opportunities, and supports effective marketing campaigns. The role requires significant travel within the assigned geography, up to 80%. It has no supervisory responsibilities. A bachelor's degree is required; an advanced degree is desirable, or equivalent education and experience. The posting seeks 5–8 years of related experience or an equivalent combination of education and experience. The ideal candidate may have a clinical background in nephrology or a related specialty with sales aptitude, or healthcare referral sales experience and a record of building relationships and driving growth. Durable medical goods sales experience is also mentioned as a possible background.

Requirements

Bachelor's degree required, or an equivalent combination of education and experience.
5–8 years of related experience, or an equivalent combination of education and experience.
Excellent written and oral communication skills.
Strategic planning skills and a strong work ethic.
Ability to communicate with personnel at all levels.
Excellent customer-service, organizational, and interpersonal skills.
Professional appearance and attention to detail.
Good computer skills and sound knowledge of Microsoft Office applications, including Word, Excel, and PowerPoint, and Lotus Notes.
Must be able to drive to various sites.
Must live near Mobile, Alabama, due to daily driving to call points.
Significant travel within the assigned geography is required, up to 80%.

Nice To Haves

Advanced degree is desirable.
Clinical background in nephrology or a related specialty, combined with sales aptitude and interest in business development.
Proven healthcare referral sales experience with a record of building relationships and driving growth.
Durable medical goods sales background.

Responsibilities

Market, educate, promote, and sell Azura services to dialysis clinics, Medical Directors, nephrologists, and other relevant medical-community members in the assigned territory.
Identify and develop new accounts and referral sources to generate revenue for Azura services.
Maintain close relationships with current accounts and customers, and make sales calls to recruit and educate potential customers.
Research the local physician market and identify prospective customers for Azura services.
Develop and maintain knowledge of Azura’s vascular care business, services, programs, and local competitors.
Collect and analyze local market data to create and execute a strategic sales account plan.
Track referral volumes by clinic, nephrologist, and physician, and plan to maintain existing volumes.
Identify, qualify, and pursue prospective customers and accounts using available reporting tools and territory information.
Identify customer needs and communicate Azura’s competitive advantages and services through onsite visits, sales techniques, and presentations.
Review the strategic sales account plan quarterly to ensure alignment with business goals and objectives.
Monitor the local market for changes that may affect the company and patient services.
Provide management with updates on program status, customer-service issues, and barriers affecting referrals.
Present to current and prospective customers, particularly physicians, and participate in local community programs using standard marketing materials.
Act as the customer-relations contact and liaison between dialysis clinics, specialty clinics, physician practices, and the Azura Center.
Support post-sales satisfaction and long-term relationships through regular visits and frequent communication with referring physicians, clinics, and hospitals.
Address customer concerns about all phases of the process and follow up to ensure issues are resolved to their satisfaction.
Collaborate with Azura operations, marketing, and physicians to identify and develop referral sources and discuss strategies for pursuing opportunities.
Assist the marketing department in developing and implementing campaigns, identifying successful initiatives, and improving strategies to achieve goals.
Maintain current approved marketing and promotional materials for sales presentations.
Collect market information about pricing, existing service offerings, and new services to monitor competition.
Document daily activities and initiatives for weekly review with the manager.
Participate in professional development to build skills and industry knowledge and apply that expertise to position goals.
Maintain and update customer relationship management (CRM) records and activity reports as directed by management.
Check and respond to emails within the implemented timeframe.
Assist with projects assigned by a direct supervisor and perform other duties as assigned.

Benefits

Competitive base salary plus quarterly bonus opportunity.
Mileage reimbursement.
Medical coverage.
Dental coverage.
Vision coverage.
Prescription coverage.
Paid maternity and paternity leave.
401(k) with company match.
Paid time off (PTO).
Tuition assistance.
Life insurance.
Short-term and long-term disability coverage.
Flexible spending accounts for healthcare, dependent care, and commuter expenses.