Description

As a leading manufacturer and distributor of medical supplies and equipment for healthcare simulation and education, Pocket Nurse provides solutions and services that create hands-on learning experiences for the next generation of healthcare professionals. Our small business philosophy is, “Use your best judgement every day.” Not only do we give team members the guidance and tools to succeed, we give them autonomy to do their best for the company to succeed. This privately held company has been in business since 1992 and is experiencing strong growth year after year.

The Regional Territory Manager takes ownership of driving the region to achieve defined goals through effective leadership of their regional sales team, efficient business planning, and execution of corporate strategies. This will also be achieved by building, maintaining, and leveraging relationships with strategic partnerships and internal resources.

Engaging communication is key to achieving the goals of this job to work with our collegial customer base. While the job requires strong initiative and self-direction, results are only achieved with and through people. The job involves multi-tasking with a sense of urgency and prioritization for goal achievement while engaging in a collaborative decision-making process and assuming responsibility for risk. While there is urgency to goal achievement, responsibility for the achievement of results needs to be effectively delegated when necessary. The ability to understand, quickly react and motivate others to adapt to the changing organization environment is a critical key to success.

Key Responsibilities and other duties as assigned:

• Manages and oversees the daily sales activities of the regional sales team including responsibility for training and engaging representatives, monitoring performance, and ensuring sales quotas are met for their assigned territory.
• Ensures the achievement/overachievement of the set sales targets and gross profit pricing levels by maintaining, identifying, and developing sales opportunities through outbound sales activity, competing within the stated territory and/or named accounts.
• Conducts thorough research on the industry, region, customer demographics, and more to develop tailored sales strategies. Observes and analyzes territory performance through the usage of sales analysis tools to determine whether strategies are effective and working.
• Provides a detailed analysis and routine reporting of the territory’s performance so that appropriate actions can be planned. Recommends actions based on seasonality and competitive pressures, key partner performance, and other relevant issues as appropriate.
• Manages regional market performance in conjunction with the Sales and Marketing teams to determine campaigns in the region as well as to do a gap-to-close analysis and corrective actions as required.
• Utilizes a Solutions Selling approach at all levels of existing customers and/or prospects.
• Exercises discretion and independent judgment concerning all matters relating to sales, including comparing and evaluating possible courses of conduct relating to customer solutions.
• Maintains confidentiality of all records, products, demographic information, or any information that is specific to the planning, development, and operation of Pocket Nurse.

Travel:

• US Travel up to 50% based on the defined quarterly business plan and territory management as well as select identified tradeshows and customer site visits.

Supervisory Responsibilities:

• Determines resource needs and manages the members of the territory’s Sales team as a highly functional team while promoting a diverse, harassment-free work environment.
• Responsible for team’s time management, performance management, and career development.

Education:

• Bachelor's degree and a minimum of 5 years of related, progressive territory sales management experience or equivalent of 9 years combination of education and experience.

Skills and Experience:

• Proven track record of success in developing, maintaining, and growing a large book of business within an assigned geographic territory.
• The ability to lead from the front in sales and effectively influence, manage, and coach other professionals to build a strong, high performing regional sales team.
• Familiarity working with quotes, bid proposals, and contract negotiations required.
• The ability to calculate and monitor profitability at the item, order, and account territory levels.
• The ability to analyze accounts and territories to create a selling/marketing strategy specific to each territory’s unique geographic and demographic characteristics.
• Strong written and verbal communication skills and business presentation acumen.
• Proficiency with ERP systems and Microsoft Office programs including Word, Excel, and PowerPoint.
• Familiarity with Procurement Platforms and selling through Cooperatives & GPOs a plus.
• Experience working with the development of distributor/reseller network a plus.
• Experience with K-12 and Higher Education selling cycles and purchasing platforms a plus.

Benefits & Compensation:

• Competitive wages and quarterly and annual bonus opportunities.
• Medical, dental, and vision insurance coverage options.
• 401(k) with generous company contributions.
• Paid time off, personal time, paid holidays, and flexible/remote hybrid work schedules.
• Company-paid life insurance and short-term disability insurance.
• Voluntary life, accident, critical illness, and long-term disability insurance.
• Company-wide cookouts, potlucks, and work-day events.
• On-site fitness center, free parking, and dog-friendly offices.
• Opportunities for career enhancements through training and educational programs.
• The opportunity to make a difference in the ever-growing healthcare field.

Physical and Cognitive Demands:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. However, for Americans with Disabilities Act (ADA) purposes, the essential functions of the job may or may not have been described for purposes of ADA reasonable accommodation. All reasonable accommodation requests will be reviewed and evaluated on a case-by-case basis to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit; stand; walk; talk; hear; use hands to finger, handle, or feel; and reach with hands and arms. The employee must occasionally lift and/or move up to15 pounds. No employee is authorized to lift and/or move weight over 50 pounds without assistance. Specific vision abilities required by this job include color and close vision.

This role requires the individual to be able to understand, remember, apply and/or communicate complex information and problems, opposing points of view on complex issues, and collaborate and negotiate on alternative solutions; organize and prioritize thoughts, ideas, and own work schedule; apply common sense, analyze and make decisions which have significant impact on immediate work unit and monitor impact outside immediate work unit; express written and spoken word for internal and external communications and compose materials such as detailed reports, forms, letters, manuals, presentations and communicate information; add, subtract, multiple and divide in all units of measure using whole numbers, common fractions and decimals; compute rate, ratio, and percent; draw and interpret bar graphs and compute, analyze, and interpret statistical data for reporting purposes and/or to develop forecasts.

Pocket Nurse is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, marital status, genetic information, national origin, disability, veteran status, and other protected characteristics. Information is available here: http://www1.eeoc.gov/employers/upload/eeoc_self_print_poster.pdf