Territory Manager - Virginia Beach - Norfolk - Newport News, VA

About the role

Kestra’s Territory Manager is responsible for securing new business and managing a sales area independently, often remotely from Kestra’s main offices. This position contacts and consults with a variety of clients in clinical settings. In addition to direct sales, the Territory Manager provides training, ongoing product service and support, and assistance 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 Member 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, i.e., 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
• 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, 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

Kestra offers a very competitive benefit package including 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.