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Territory Sales Manager (West Coast)

Location: Los Angeles, California (CA)
Date Posted: 08-14-2018
Summary: 
The Territory Sales Manager (West Coast) will represent, present, demonstrate, negotiate and sell a suite of solutions to new customers, prospects, consultants, and business partners. Role is focused on new business and enterprise deals.
 
 Essential Duties and Responsibilities include the following.
  • Maintain accuracy of the sales pipeline, contacts, and activities in Salesforce and other reporting tools.
  • Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives, and key buying influences.
  • Develop and maintain consultative sales relationships with all key buying influences in each account, at the executive and senior management levels, and other levels within the customer's organization.
  • Demonstrate the entire company solution, services, and hardware portfolio.
  • Attend company tradeshows and conferences regionally and nationally.
  • Respond to and lead RFP/RFI’s and price systems and configurations.
  • Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities.
  • Exceed Annual Booking Targets.
  • Responsible for increasing revenue and market share within assigned territory.
  • Direct sales activities include prospecting, deal qualification, deal velocity, contract negotiations and closing business within net new logos.
  • Establish a relationship with Consultants to help influence opportunities.
  • Develop and maintain a relationship with key internal resources to ensure successful collaboration to meet customer needs.
  • Develop a selling relationship with the Channel Partners.
  • Other duties may be assigned.                               
 Qualifications:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:

Bachelor's degree from four-year college or university; and five or more years’ related experience and/or training; or equivalent combination of education and experience
 
Desired Skills: 
  • Direct healthcare sales experience or experience selling software solutions
  • Strong record of job stability, outstanding sales credentials, exceeding quota consistently, and a proven history of leading large sales efforts
  • Experience working in a complex sales environment, where multiple people are involved in the purchasing decision.
  • Proven and documented closer with heavy hunting skills
  • Ability and passion to call suspects, prospects, and leads generated from Marketing
  • Proficiency in strategic selling principles and tools
  • Robust interpersonal skills with evidence of teamwork and collaboration
  • Exceptional written and verbal communication skills with customers at all levels
  • Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously
  • Ability to demonstrate enterprise software at all levels within the hospitals
  • Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, and/or messaging and paging preferred
  • Knowledge of emergency notification and call center applications preferred
  • High level of product knowledge of critical communications, IT, and competitive products preferred
  • Demonstrated aptitude and success in fostering a solid, value-based, and/or Healthcare/IT relationship preferred
  • Experience selling Software as a Service (SaaS) solutions.
  • CRM (Salesforce and Sales Process (Altify) experience preferred.
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