Territory Manager - Phoenix, AZ (West)

About the role

As a Territory Manager, you will secure new business and manage a sales area independently, often remotely from Kestra’s main offices. This position involves contacting and consulting with a variety of clients in clinical settings. Beyond direct sales, you will provide training, ongoing product service and support, and assist in the reimbursement process.

Responsibilities

• Responsible for the sales and ongoing support of Kestra products.
• Consistently meet or exceed quarterly and annual sales targets as well as performance-based objectives.
• Grow and develop trusted partner relationships with key accounts and stakeholders within the territory in a professional and ethical manner.
• Prepare quarterly Business Plans and present to Regional Sales Leadership.
• Ensure responsible and appropriate use of budgeted expenses by adhering to Kestra policies and procedures.
• Attend key exhibits and conventions, as required.
• Coordinate patient interaction with Clinical Advisors and Customer Care team.
• Provide key feedback and information in a timely manner to appropriate internal stakeholders.
• Work closely with leadership across the Sales and Marketing Teams to successfully implement market strategies.
• Manage sales cycle from introduction to product delivery.
• Build long-term partnerships from sales calls.
• Manage pipeline of customers.
• Proactively maintain positive client relationships.
• Respond to client issues and complaints.
• Maintain records and sales data.
• Adhere to Pledge of Confidentiality regarding patient information.

Competencies

• Passion: Contagious excitement about the company – sense of urgency. Commitment to continuous improvement.
• Integrity: Commitment, accountability, and dedication to the highest ethical standards.
• Collaboration/Teamwork: Inclusion of Team Members regardless of geography, position, and product or service.
• Action/Results: High energy, decisive planning, timely execution.
• Innovation: Generation of new ideas from original thinking.
• Customer Focus: Exceed customer expectations, quality of products, services, and experience always present of mind.
• Emotional Intelligence: Recognizes, understands, manages one’s own emotions and is able to influence others. A critical skill for pressure situations.

Requirements

• 5+ years of successful medical device sales experience.
• 3+ years of outside sales experience.
• Bachelor’s degree from an accredited four-year college or university in Business, Sales, Marketing, or a related field, or an equivalent combination of education and professional experience.
• Must reside in the assigned territory.
• Ability to drive an automobile with a valid driver’s license and acceptable completion of a motor vehicle report (MVR).
• Demonstrated strong business acumen.
• Excellent written and verbal communication skills.
• Familiarity with MS Office, including MS Teams.
• Post offer, must be able to achieve credentialing for hospital system entry including, but not limited to:
  • Documentation of vaccination and immunization status.
  • Completion of background check.
  • Completion of drug screening testing.
  • Review and agree to hospital policies and procedures.
  • Completion of online courses, e.g., HIPAA, Bloodborne Pathogens, and Electrical/Fire Safety.

Preferred Qualifications

• Experience in calling Cardiologists, Electrophysiologists, Interventional Cardiologists, or Cath Lab highly preferred.
• Demonstrated understanding of Durable Medical Equipment (DME) process flow.
• Knowledge of the cardiac care landscape and customer decision-making processes.
• Internal candidates who do not have the required experience may still be considered if they have demonstrated consistent performance aligned with sales expectations and have served in a sales support role.

Work Environment

• Fast-paced field role.
• Noise volume typical of being in the field or clinical setting.
• Extended hours when needed, based on business needs.

Physical Demands

• Frequent repetitive motions that may include wrists, hands, and/or fingers, such as keyboard and mouse usage.
• Frequent stationary position, often standing or sitting for prolonged periods of time.
• Frequent computer use.
• Frequent phone and other business machine use.
• Ability to lift up to 40 pounds unassisted, at times from in and out of vehicle.

Travel

Frequent domestic travel by car and/or air required, up to 90%.

Benefits

• Medical, Dental, and 401K with Match.

Pay

An annual salary of $100,000, in addition to a bonus and uncapped commission, commensurate with experience and location.