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Territory Sales Manager (West Coast)

Location: Los Angeles, California (CA)
Date Posted: 08-14-2018
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.                               
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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