Territory Manager

About the role

The Territory Manager is responsible for driving territory growth through consultative physician office sales, strategic new business development, industry networking, and customer service for all IG and Specialty therapies offered by the Company. This role leverages market intelligence, referral trends, and territory performance data to identify opportunities, prioritize targets, and develop actionable territory strategies. The Territory Manager will develop and execute a results-driven market plan to acquire new referral sources, expand existing relationships, increase patient referrals, and achieve the business objectives and budget expectations for their assigned sales territory.

Responsibilities

• Territory spans the St. Louis metropolitan area through Central Missouri and Southwest Missouri, including key markets such as St. Louis, St. Charles, Springfield, Columbia, Jefferson City, and Cape Girardeau.
• Develop new accounts and service existing accounts to obtain new business by planning and organizing daily work schedule to call on existing or potential referral sources or customers.
• Proactively identify, target, and secure new referral sources, physician practices, health systems, and strategic accounts to drive territory growth and achieve new patient acquisition goals.
• Educate patients and physician referral sources about the products and services offered by the company.
• Maintain frequent value-added contact (via telephone and in person) with existing and new customers to introduce Company services, evaluate customer needs, and encourage patient loyalty.
• Actively engage in continuous learning and serve as an industry expert and trusted advisor to patients and customers.
• Monitor competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
• Recommend changes in products, service, and policy by evaluating results and competitive developments.
• Keep management informed by submitting activity and results reports, such as daily call reports, weekly work plans, and monthly and annual territory analyses through the Company Field Automation System.
• Resolve customer complaints by investigating problems, developing solutions, preparing reports, and making recommendations to management.
• Participate in community and professional organizations to increase company visibility and achieve sales and profit goals.
• Create a comprehensive personal results-driven strategy to meet or exceed established patient recruitment and retention goals.
• Leverage understanding of the healthcare market and interpersonal relationship building skills to effectively recapture former patients and bring them back on service.
• Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies.
• Analyze gross profit factors, market conditions, business volume and mix, competition, and operational cost requirements.
• Utilize CRM tools, market intelligence, referral trends, and territory performance data to identify opportunities, prioritize targets, develop territory plans, and drive sales growth.
• Negotiate contracts with referral sources, third party payors, and government agencies and ensure effective service under corporate supervision.
• Assist in the development of the annual marketing plan for the Company.
• Complete and submit required reports/documents in a timely manner.

Requirements

• Bachelor's Degree or equivalent industry experience.
• Minimum of five (5) years health care experience including three (3) years in a sales or customer advocate role.
• Broad knowledge of bleeding disorder community, specialty pharmacy, and infusion sales and customer service experience.
• Demonstrated ability to utilize data, reporting tools, and market analytics to identify opportunities, develop territory strategies, and drive business results.
• Strong business acumen with the ability to analyze sales performance, referral trends, market dynamics, and competitive activity to inform decision-making.
• Proven success in prospecting, new business development, and territory expansion within a healthcare or specialty pharmacy environment.
• Driven to produce results, works independently, self-starter, team player, communicates effectively with internal team members, problem solver, and passion to make a difference.

Skills

• Customer Service
• Motivation for Sales
• Meeting Sales Goals
• Closing Skills
• Territory Management
• Prospecting Skills
• Negotiation
• Self-Confidence
• Product Knowledge
• Presentation Skills
• Client Relationships

Benefits

• Competitive Wages
• 401(k) with a Match
• Mileage Reimbursement & Auto Allowance
• Referral Bonus
• Paid Time Off
• Great Company Culture
• Paid Parental Leave Options
• Affordable Medical, Dental, & Vision Insurance Plans
• Company Paid Disability & Basic Life Insurance
• HSA & FSA (including dependent care) Options
• Education Assistance Program

About the company

Soleo Health is an innovative national provider of complex specialty pharmacy and infusion services, administered in the home or at alternate sites of care. Our goal is to attract and retain the best and brightest as our employees are our greatest asset.

Soleo's Core Values:

• Improve patients' lives every day
• Be passionate in everything you do
• Encourage unlimited ideas and creative thinking
• Make decisions as if you own the company
• Do the right thing
• Have fun!

Soleo Health is committed to diversity, equity, and inclusion, with a diverse executive team, policies, and workplace culture that evidence this commitment.