Responsible for consultative sales and promotion of company services within assigned territory with 90% of job-related activities focused on closing new sales / new client relationships in both our core markets and commercial / developing markets. 

Qualify prospects for incoming TM’s. Develop and execute a strategy to develop prospects to opportunities for TM’s. Execute and close opportunities when necessary. Attend major networking events (i.e. Healthcare Association Conferences). o Identify prospects using all available resources. Identifying and understanding the business sales cycle and approval process with prospective customers to secure financial, operational and clinical approval. Proper presentation of all products and services. Introduce new service offerings as available Develop proposals, manage contract discussions and rate negotiations

Demonstrate the skills needed to sell Value against Price including and our ability to:

Impact Re-hospitalization Impact patient satisfaction Impact physician satisfaction Impact maximizing referrals Increasing revenue and ROI Infection Prevention and Coronavirus education

 

Demonstrate a general understanding of ROI selling

Consistently strive to be viewed as a Trusted Partner rather than a vendor to all current and potential customers. Where applicable develop relationships with owners, corporate and regional operations and clinical staff.

o Promote the use of the Trident web portal to all customers.

o Conduct new facility set-ups when necessary.

o Presentation and review of QA information as requested by customer.

o Conduct review of services for clients.

o Report customer issues through appropriate channels in an accurate and timely manner.

Proactively identify clinical, billing and operational service issues. Work cooperatively with the customer and the Trident billing and operations teams to determine and execute a plan of correction that will meet the needs of all parties. Communicate plan of correction to all parties. o Utilize the company CRM as directed. This will include: Develop and maintain accurate account files. Document all sales activities using the OAW scoring template. Track Opportunities and update at least weekly. Document all meeting notes. Track personnel changes within client facilities. Document and update competitive information.

 

Demonstrate a willingness and openness to help others within the Region to be successful, while sharing Best Practices.

Attend industry conferences and regional meetings. Complete reports on time. Establish positive public image of Self and Company in all interactions with prospects, customers, colleagues and competitors. Travel to the assigned territory may become necessary. Travel up to 50% Continued professional development is required. 

 

OTHER RESONSIBILITIES

 

Develop and maintain territory coverage plan in vacant territories as needed while a qualified replacement is located.

Contact virtually, or by telephone, all current customers in vacant territory on a consistent basis using a Call Rotation approved by RSD. Quickly establish trust with clients in assigned territories. Identify possible company improvements through direct customer engagement. Develop objectives for each visit in each account.  Coordinate with incoming and outgoing TM’s to ensure smooth transition. Quickly gain familiarity with local, regional, and national rules and regulations in assigned territory. Attend all Regional weekly, monthly, or quarterly calls Perform other related duties as assigned.

 

 

SKILLS|EXPERIENCE

 

A Bachelor’s Degree or equivalent knowledge is preferred. A minimum of 3 years of Sales, Marketing, or Clinical experience is required, preferably with one year of Sales experience. Long Term, skilled nursing or Medical Sales experience or familiarity is preferred. o Leadership mentality required to build, grow and develop assigned territory. Must have a proven track record of success. Must possess a high sense of urgency and a strong work ethic. Must possess basic to intermediate computer skills. Strong communication skills (verbal and written) are essential. Must have strong interpersonal and organizational skills. Must possess a high degree of initiative, creativity, and the ability to meet deadlines and work with minimal supervision.

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