Territory Sales Manager

Option Care Health - St. Louis, MO

Full-time - Mid Level

St. Louis, MO

5,001-10,000 employees

Ambulatory Health Care Services

About the position

Extraordinary Careers. Endless Possibilities. With the nation's largest home infusion provider, there is no limit to the growth of your career. Option Care Health, Inc. is the largest independent home and alternate site infusion services provider in the United States. With over 6,000 team members including 2,900 clinicians, we work compassionately to elevate standards of care for patients with acute and chronic conditions in all 50 states. Through our clinical leadership, expertise and national scale, Option Care Health is re-imagining the infusion care experience for patients, customers and employees. As a two-year recipient of the Gallup Exceptional Workplace Award, we recognize that part of being extraordinary is building a thriving workforce that is as diverse as the patients and communities we serve. Join a company that is taking action to develop a culture that is more inclusive, respectful, engaging and rewarding for all team members. We are committed to hiring, developing, and retaining a diverse workforce. Under the direction of the Regional Sales Director, Health Systems Solutions (RSD, HSS), the Territory Sales Manager manages the development and execution of sales, marketing, and business development activities for a portion of the team members under the RSD, HSS to exceed revenue and gross margin objectives. For their assigned reporting group, the manager identifies growth opportunities within local practices, hospitals, and health systems and includes/partners with other Option Care stakeholders as needed. The role directs the activities of the Account Executives, Care Transition Specialists, and Care Transition Coordinators who report to them to execute strategic account plans that will deliver consistent revenue, margin, and referral growth. The Territory Sales Manager plays an active role in account management and business development efforts with the team, engaging customers and both modeling and teaching desired behaviors. They partner with operations to resolve customer service issues and ensure both high-quality service and ongoing growth.

Responsibilities

• Drives sales with their assigned team by partnering with operations counterparts to build market growth plans.
• Drives sales by working across business units, leadership, and sales teams to set goals and develop sales forecasts for each assigned territory.
• Insures alignment with national business unit and specialty enterprise objectives.
• Partners with operations and payer counterparts to build regional strategic market plans to increase market penetration.
• Assists in development and implementation of all promotional activities.
• Engages cross-functionally to ensure awareness and alignment of sales efforts with branches in their area, sales personnel, and branch personnel.
• Develops Account Executive's to create and deliver sales presentations and lead consultative sales discussions.
• Leads by example by demonstrating success in creating new business within their assigned area.
• Develops a highly productive account team of Account Executives by actively engaging in selling opportunities to coach and provide developmental feedback.
• Maintains strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities.
• Partners with operations to resolve issues in the best manner for Option Care customers.
• Monitors competitors, industry, and sales trends in their assigned area to develop sales plans accordingly.
• Analyzes input from various sources to create new initiatives.
• Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines, and necessary resources.
• Monitors activity for assigned sales team to ensure appropriate focus on priority growth targets identified by management/analytics.
• Helps Account Executives, Care Transition Specialists and Care Transition Coordinators prioritize time to focus on greatest opportunities for growth.
• Provides productivity analysis and feedback to sales team on performance overall and with key customers.
• Identifies and provides training and development opportunities.
• Serves as an expert in local market dynamics for their assigned team and clinically in the complex disease states Option Care services.
• Coaches and develops team to a high level of competency in these areas.
• Responsible for appropriate staffing and utilization of resources to include hiring staff, recommending pay increases, managing sales performance, performing performance reviews, training, and development of staff.
• Identifies opportunities and develops relationships with alliance partners in their assigned territory outside the company to increase business.
• Develops business plans to achieve goals of targeted opportunity.
• Complies with accreditation, legal, regulatory, and safety requirements and assures their team does the same.
• Delegates work and holds others accountable to focus their own time on growth opportunities and build competency/accountability within team.

Requirements

• Bachelor's degree, ideally in business or a clinical field, and at least 1-2 years of previous business-to-business healthcare/medical related sales leadership experience OR High school diploma and/or some college, with 5 years of related business-to-business healthcare/medical sales experience.
• Experience in analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement of results and find solutions.
• Experience using and teaching time management skills such as prioritizing/organizing and tracking project plans and meeting deadlines of multiple projects with varying completion dates.
• Experience developing and delivering presentations within Option Care and externally with customers.

Nice-to-haves

• MBA in Business Administration with at least 4 years of pharmaceutical or healthcare sales experience.
• Prior experience selling strategic solutions (specialty products and/or services) to hospitals, health systems and medical groups.
• Infusion/health care service experience in therapeutic areas: anti-infective, nutrition, immunology/neurology, oncology, or transplant.
• Basic understanding of billing and reimbursement procedures for hospital, medical offices, and Medicare.
• One year experience directly managing people including hiring, developing, motivating, and directing people as they work.
• Experience in leading team efforts within highly matrixed organizations.

Benefits

• 401(k)
• Dental insurance
• Disability insurance
• Health insurance
• Life insurance
• Paid time off
• Vision insurance