Territory Manager (Richmond, VA)

Position Overview:

The Territory Manager is responsible for supporting the Area Sales Manager in delivering on capital commitments with the sale of Tablo in new and existing locations. The Territory Manager will implement targeted business plans including prospecting greenfield accounts, console expansion in current accounts, relationship development with Nephrologists and generating key stakeholder interest. This role requires strong selling capabilities including knowledge in the capital sales process, the ability to build a team of advocates and enough tenacity to ensure sales objectives are met on a consistent basis. Territory Managers are highly motivated sales professionals who excel in prospecting, generating interest, uncovering sales opportunities, and building relationships.

Essential Job Functions and Responsibilities:

• Implement targeted business plans supporting the Area Sales Manager and console growth
• Build clinical and administrative support through technical presentations, executive meetings, marketing events and Tablo demos.

• Generate key stakeholder interest with Director of Dialysis, Biomed, Purchasing Director, Supply Chain Director, Pharmacy, Director of ICU, Nurse Educators, and Intensivists
• Drive sales activities through multiple stakeholders in non-Tablo, contracted RIDN accounts
• Build interest in Tablo via office visits, LTAC discovery calls, educational dinners, educational symposiums, and fellowship journal clubs
• Responsible for sales activities in new product launches, implementation, and go-lives
• Represent ASM in various sales meetings

• Build support from physicians, clinical staff and administration for Tablo
• Effectively manage transition of initial sale and installation driving procedural volume and growth
• Achieve quarterly sales targets
• Develop expert level knowledge of Dialysis
• Make economic case for Tablo purchase
• Handle communications and administrative follow-up
• Ensure adherence to Company Quality policy

Required Qualifications:

• Bachelor’s degree or equivalent experience required
• Minimum of 2 years sales experience preference for experience in healthcare or capital sales
• Excellent communication and interpersonal skills
• Proven successful track record in medical equipment sales
• Ability to travel up to 75%, dependent upon account distribution
• Selling in disruptive environments and influencing behavior change
• Success in introducing new technologies to the market is a plus

Desired Qualifications

• Display enthusiasm, ambition and a strong work ethic
• Must show ability to excel in a high-energy, fast-paced environment
• Must be detail oriented with excellent analytical and problem-solving skills
• Maintain a sense of urgency, work effectively under pressure, and be able to multi-task