Territory Manager
AOM Healthcare Solutions (Indianapolis, Indiana)

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AOM Healthcare Solutions, an Owens & Minor Company, seeks a Territory Manager to join a dynamic team in a growing company.  We are a medical supply company with a focus on chronic disease looking to expand our professional sales force in numerous metropolitan areas.  We are seeking dynamic, self-motivated individuals with an entrepreneurial spirit to build a new territory in a competitive marketplace. Our sales representatives call on local physicians, case managers, payers, diabetes educators and other healthcare professionals to establish a customer base for our services.

JOB SUMMARY: 

Professional Territory Managers (TM) call on local physicians, case managers, diabetes educators and other healthcare professionals to establish a customer base for our services.  The TMs will be tasked with meeting sales goals within the designated territory for Access Medical.

ESSENTIAL JOB FUNCTIONS:

The following essential job functions are required for the Territory Manager (TM):

1.       Meet sales objectives for all Access Medical products and services.

2.       Plan and carry out all direct sales and marketing activities within designated area.

3.       Participate in company functions, trade shows, networking events, meetings and training seminars as mandated by management.

4.       Monitor and report on sales activities, programs and inventory as mandated by management.

5.       Facilitate follow-up discussions with inside staff and shipping manager as needed.

6.       Establish relationships that lead to additional prospect generation and revenue base.

7.       Maintain prospects, customers, and associated contacts in a common, Access Medical authorized contact management system.

8.       Continuously assist with improving Access Medical sales methodologies.

9.       Manage territory expense budget. 

SUPPLEMENTAL JOB FUNCTIONS:

1.       Maintain presentation-level working knowledge of all Access Medical products and services.

2.       Demonstrate to healthcare professionals and consumers, proper procedures for using all equipment in Access Medical portfolio of products.

3.        Keep current of all forms, procedures and regulations as set by Access Medical, industry guidelines, or government standards of practice.

4.       Maintain ability to discuss current events, trends, requirements as set by industry or governmental regulations.

5.        Keep current of common insurances, provider contracts, and potential new HMO/PPO organizations within designated territory or state.

6.       Adhere to all Medicare and Medicaid rules, guidelines and procedures.

7.        Stay knowledgeable of trends, products and current events within the DME/HME industry.

8.       Sustain a working understanding of common practices within the healthcare industry, physician practices, diabetes education programs, home health care, hospitals and other potential customer professions.

9.       Maintain general state of knowledge of disease information and common treatment practices for the disease states for which Access Medical provides products and services; including treatments and self-management techniques.

Weekly Responsibilities and Reporting:  (Subject to change as needed)

1.       Provide a written call report each Monday to Regional Manager delivered via email by 8:00 AM each Monday morning detailing tasks completed the prior week, plans for the current week, opportunities in progress, and resources needed. This report will document the following for each:

·    New prospects contacted with opportunity description, key contacts, etc..

·    Customer relationships in progress, maintenance call notes.

·    Suggested follow up needed for cold calls, new or maintenance accounts.

·    Schedule for the upcoming week with prospects, customers, industry partners, programs and scheduled presentations.

2.       Maintain communication with office staff and Intake Account Managers as necessary.

3.       Weekly update call with RM as scheduled or requested.

Monthly Responsibilities: (Subject to change as needed)

1.       Prepare a summarized status of month-ending referrals and referral sources.

2.       Attend monthly conference call as scheduled.

3.       Complete month-end expense report per company guidelines and deadline.

4.       Finish monthly inventory list and email to Shipping Manager by COB last day of month.

5.       Maintain account binder, complete information page for each new account called and email to Regional Manager or NSM as required.

QUALIFICATIONS:

A.         EDUCATION & FORMAL TRAINING:

1.       Four-year College Degree (BS/BA).

2.       Completion of a sales training program.

B.         WORK EXPERIENCE:

1.       Prior sales experience preferable as a Territory or Account Manager.

2.       Working knowledge of diabetes.

3.       Understanding of or experience in DME industry.

4.       Medical or Pharmaceutical experience.

5.       Proven success in new account development or documented successful sales record.

C.         KNOWLEDGE, SKILLS, & ABILITIES:

1.       Possesses good interpersonal skills; ability to work independently and as part of a team.

2.       Facilitates work production results by incorporating exceptional planning and organizational skills.

3.       Utilizes clear verbal communication skills to source and exchange information; utilizes written communication skills to prepare documentation and report results as warranted by job responsibilities.

4.       Ability to present Company programs and services to referral sources and managed care accounts.

5.       Able to identify opportunities for new business development and present ideas for growth to appropriate Company leaders.

6.       Applies analytical skills to pre-established work processes that may require preparation of reports or documents for further review or analysis.

7.       Ability to identify and solve problems within the work routine that can be handled at employee’s level and refer escalated matters for further resolution and follow-up to Regional Manager.

8.       Promotes a philosophy that is customer driven with excellent service results.

If working in a fast-paced, dynamic team that recognizes individual achievement, please forward your resume with a cover letter describing what value you can bring to the table to: Careers@AOMHS.com.  Please note your salary history and your salary expectations in the cover letter.