Territory Sales Manager

Castle Medical Oklahoma City, OK

About the Opportunity:

At Castle Medical we help save lives by providing rapid, accurate and critical information within one of the fastest growing fields in healthcare today; the diagnostic arena of medicine.

We are seeking an energetic and articulate business to business sales representative in the healthcare industry to represent our services and products to medical clinics.

The purpose of the Territory Manager is to maintain and establish growth of the current customer base and create new business opportunities through the sale of laboratory services, placement of instruments, and reagents leading to increased revenues for the territory and company. The Territory Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within a territory as defined by Castle Medical. The Territory Manager will communicate regularly to the Divisional Vice President, team members, and Corporate personnel regarding activities and opportunities within the assigned territory.

Responsibilities Include:

* Develop strategy and individual responsibilities to close sales of all High Value targets and drive sales in assigned territories.

* Taking ownership of an assigned territory in the role of Territory Sales Manager and provide subject matter expertise for associated specialty testing.

* Support and/or deliver key sales presentations/ demonstrations where required.

* Providing consistent and effective follow up.

* Demonstrating and articulating the value of Castle Medical in a consultative manner.

* Develop joint business strategies to convert targeted new business opportunities; train and educate where necessary.

* Develop relationships with key customers/opinion leaders; leverage relationships to expand existing business within assigned territory.

* Identifying and assisting with the resolution of potential client concerns.

* Preparing action plans to achieve territory goals.

* Communicating opportunities and providing feedback gathered through field activity.

* Manage book of business to ensure timing of closes, matches, monthly forecast and quarterly business plans.

* Monitor monthly sales as reported in CRM for accuracy and adjust action plans to account for shortages towards goal achievements.

* Channel competitive information gathered in field to marketing and the sales team; serve as a liaison between Marketing and Sales.


* Utilizing a strong knowledge of the healthcare industry from both a business and clinical perspective to effectively sell our services.

* Knowledge in Healthcare Industry and general Economics of Business.

* Knowledge of Molecular Diagnostics strongly preferred but not required.

Administrative Accountabilities:

* Effectively generating and nurturing customer leads and set up appointments.

* Submit expense report on a bi-weekly basis.

* Maintain an updated book of business on CRM software, close all appointments with notes and update milestones on a daily basis.

* Other accountabilities and duties may be assigned.

Minimum Requirements/Qualifications:

* 3 to 5 years of Clinical Lab/ Clinical Diagnostics sales experience; Sales in specialty testing preferred (e.g. Infectious Diseases, Molecular Diagnostics, Genetics, Oncology, Hematology).

* 3 years of entrepreneurial experience and sales driven.

* Formal sales competency training course preferred (e.g. SPIN, Strategic Selling, BASE).

* Possess a strong knowledge and ability to sell with maturity, a sense of urgency, and self-direction.

* Tech savvy and proficient in MS Word, Excel, Power Point, Outlook and CRM software

* Strong organizational, problem solving and administrative skills.

* Excellent oral and written communication skills

* Excellent individual and group presentation skills.

* Experience in presenting to all levels of the Decision Making Process from the Chief Executive to the front line care givers.

* Strong cold calling and consultative selling skills.

* Demonstrated record of consistent sales growth; prefer top tiered candidates with a proven track record of winning across multiple spaces.

* Valid driver's license and clean driving record.


* Base salary plus a strong residual commission structure.

* Expense Reimbursement

* Medical, Dental, Life

Incomplete Job Applications will not be considered

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