Territory Business Manager -Columbus/Cincinnati

About the role

The Territory Business Manager (TBM) reports to the Regional Director in their assigned region within the Clinical Services commercial organization and serves as the primary customer owner and contact for all accounts within their assigned territory. This role is responsible for identifying opportunities to expand share of care, maintaining business within their current customer base, and acquiring new customers in community oncology by selling the full portfolio.

The TBM facilitates the involvement of specialist teams such as Oncology Sales Specialists (OSS) and support resources like Client Success Specialists (CSS) to increase account value. The TBM should also engage the Key Account Manager (KAM) to target and support Tier A accounts and is responsible for operating their territory within the given operating budget.

Responsibilities

• Achieves annual sales goals through efficient management and satisfaction of customer needs within assigned territory.
• Primary account owner of Tier A, B, C accounts.
• Engage with KAMs to target and support Tier A accounts.
• Owns the entire sales process for assigned accounts.
• Works with OSS and CSS to increase account value.
• Develops and maintains relationships with key decision makers in accounts.
• Identifies and pursues new business opportunities within existing accounts.
• Collaborates with marketing and product teams to develop strategies for account growth.
• Stays up-to-date on industry trends and competitive landscape.
• Ensures customer satisfaction and retention through proactive communication and problem-solving.
• Develops and maintains territory coverage plan with Regional Manager.
• Provides routine service to key assigned accounts.
• Properly presents key products as directed.
• Communicates regularly with all members of assigned territory team.
• Focuses on development and maintenance of key accounts with their KAM.
• Performs product in-service training to ensure customer satisfaction as needed.
• Provides frequent market feedback on products, competition, and market conditions to the Regional Manager and Marketing Manager.
• Develops and maintains territory-specific information relative to competitors and distributors in the market.
• Develops, maintains, and delivers accurate information on lost business.
• Generates ideas that contribute to the territory, business unit, company mission, and growth.
• Ensures all activities and opportunities are entered and tracked in SFDC.
• Maintains detailed records in SalesForce.com to provide account updates and support ongoing review of the customer master file.
• Leads and facilitates problem-solving within the team and across cross-functional areas.
• Recognizes and rapidly responds to changes in internal/external environment; stimulates change and champions new initiatives.
• Develops annual business plan and updates regularly; prioritizes and manages time effectively.
• Identifies and builds relationships with customers at all levels within each organization.
• Achieves goals for product sales; maintains consistent momentum in the sales cycle.
• Identifies personal and professional development objectives and plans to achieve them.
• Understands internal information technology systems and how they interface with clients.
• Participates in sales meetings, seminars, industry conferences, and tradeshows and manages event coordination.
• Provides results to an inquiring client in accordance with department SOPs.
• Timely and accurate fulfillment of Sales Administration duties such as expense reporting within guidelines outlined in the company’s Travel & Entertainment Policy.
• Adheres to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws.

Requirements

• Bachelor’s degree in life sciences or business-related field required (MBA preferred).
• 5+ years direct sales experience in a clinical and/or laboratory market environment preferred.
• Strong closing skills. Prior attendance at formal sales training courses a plus.
• Strong interpersonal and influencing skills at all levels of the organization.
• Demonstrated record of achievement in a prior sales position preferred.
• Proven oral, written, telephone, and presentation skills.
• Knowledge of clinical and/or laboratory market environment and products.
• Ability to learn and retain product-specific information and utilize it to position features and benefits to customers.
• Ability to work under deadline pressure and extra hours if needed on assignments.
• Proficient with MS Office programs.
• Strong organizational skills and attention to detail.
• Ability to work independently and in a team environment.
• Must be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual.
• Valid driver’s license for state of residence required.
• Ability to travel as required by role (up to 75% of the time). Some overnight travel may be required.

Benefits

• Highly competitive benefits with a variety of HMO and PPO options.
• Company 401k match.
• Employee Stock Purchase Program.
• Tuition reimbursement.
• Leadership development programs.
• 16 days of paid time off plus holidays.
• Wellness courses.
• Highly engaged employee resource groups.
• Career development with internal career coaches and training opportunities.

Location

This Territory Business Manager position is located in the Columbus/Cincinnati area and covers all of South Ohio, including Cincinnati, Dayton, Columbus, Chillicothe, and Youngstown.