Territory Manager

🔥 0 minutes ago

🌵 Arizona – Remote

🌵 Arizona – Remote

💵 $70k - $132k / year

⏰ Full Time

🟢 Junior

🟡 Mid-level

💰 Account Manager

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Injured Workers Pharmacy

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2001

💊 Pharmaceuticals

👥 B2C

🤝 B2B

💰 Private equity on 2011-02

Pharmaceuticals • B2C • B2B

Injured Workers Pharmacy is a full-service workers’ compensation pharmacy that advocates for injured workers and delivers workers’ compensation medications directly to patients’ homes. The company specializes in injectables, non-opioid treatments, controlled substances, and other specialized medications, and provides state-specific claim navigation, detailed reporting, and case management support for physicians, attorneys, and payers. IWP highlights extensive experience (200+ years of combined pharmacy and claims experience), serving over 500,000 injured workers and dispensing approximately 25,000 prescriptions per month.

📋 Description

• Work with Regional Sales Managers to develop a territory plan that aligns with IWP’s sales strategy and objectives for exceeding quota • Prospect and develop new business relationships using a variety of sales techniques including networking, cold-calling, and marketing data • Identify and connect with decision maker(s) and influencer(s) to gain buy-in regarding IWP’s unique value proposition • Inspect current accounts for unmet needs and service deficiencies to provide recommended solutions driving more referrals • Communicate value proposition for services through in-person sales presentations and electronic communications to potential referral sources • Measure initial referral source and how to cultivate referral increase • Close self-generated business opportunities • Gain additional referrals through building strong business relationships from current client list • Create client referral base to support new account close ratio • Manage and grow a dedicated sales territory • Conduct quarterly and annual business planning with Director, Regional Sales • Networking: establish effective working relationships with a variety of industries (not exclusive of healthcare, med-device, local unions, patient advocacy associations) • Complete all administrative duties including expense submission, travel planning, Salesforce maintenance and more as needed • Collaborate with Home Office Support teams in all matters related to the sales role • Travel overnight within Regional Territory requires three (3) days per week in the field with direct reports

🎯 Requirements

• Minimum of two or more years of experience (preferred 5+ years of B2B outside sales) in business-to-business (B2B) outside sales • proven sales history with increasing sales production year after year • Top producer with documented sales history/awards • Bachelor’s degree in business management or related field of study or equivalent • Experience managing relationships with established key strategic partners or key opinion leaders • Demonstrate expert knowledge of selling techniques (prospecting, overcoming objections, presentation skills, gaining commitment, negotiation) • Demonstrate high-level self-motivation, time management, and problem-solving skills • Strong written and verbal communication • Ability to build customer relationships and provide appropriate levels of customer service • Demonstrate proficiency with a variety of software applications • Ability to travel locally and nationally (25% to 35%) including attendance at regional and national sales meetings

🏖️ Benefits

• Monthly engagement events and larger annual celebrations (tent party, summer BBQ, Family Fun Day) • Tuition reimbursement and an internal-first job posting philosophy to support career growth • Competitive benefits package • A positive, inclusive environment where employees feel valued, supported, and empowered