Territory Sales Manager

Role Summary

The Territory Sales Manager at TeraRecon will be responsible for driving significant and continuous business growth  within their assigned geographic territory. You will leverage their understanding of the clinical advanced visualization  ecosystem to effectively communicate TeraRecon's value proposition and market differentiators. The role involves systematically selling to both parent and child accounts to ensure comprehensive opportunity coverage, maintaining low attrition rates, and establishing strong relationships with key stakeholders, including departmental and C-suite executives. Understand the clinical advanced visualization ecosystem to achieve quota and grow the business significantly and continuously.

Responsibilities

• Effectively communicate the value proposition of TeraRecon products as well as their market differentiators 
• Systematically sell simultaneously to both parent and child accounts in assigned geographic territory to ensure top-down and bottom-up opportunity coverage 
• Achieve <5% attrition at accounts within the territory 
• Establish trusting and direct relationships with key departmental and C-suite stakeholders 
• Represent and communicate the vision for our company, through formal presentations and informal customer discussions 
• Leverage Terarecon’s senior executive team effectively and efficiently to support large, strategic customer engagements 
• Develop and execute a detailed annual sales plan for your assigned geographic territory, creating qualified (budgeted) pipeline equivalent to 4x the annual objective 
• Provide customized-to-the-customer presentations using the company supplied sales tools and leverage product demos in context to support the closing objective 
• Utilize value-based (ROI) selling methodology 
• Nurture and expand the company’s relationship with customer via bi-annual business reviews, designed to drive new use cases and technology adoption 
• Tactical and transactional information on all active pursuits in CRM 
• Provide weekly reporting of pipeline and forecast accuracy updates and management calls 
• Remain abreast of market trends, competition, competitive issues, and products 
• Practice clear, transparent, and effective communications with management, customers, and supporting team members 
• Participate in team building and company growth activities including strategy setting, sales training, marketing efforts, and customer care 
• Travel to customer locations and industry events in support of sales efforts 
• Identify and build relationships with health systems groups 
• Position yourself as a thought leader to build trust and educate key players and prospects in your target market about TeraRecon solutions 
• Partner seamlessly with VAR partners and other indirect sales teams to lead a coordinated and effective team selling across assigned territory 
• Other duties as assigned 

Requirements

• Bachelor’s Degree required or equivalent experience 
• Track record of consistently achieving quota and managing complex sales of $500K+ 
• 7 years’ experience successfully selling enterprise clinical software 
• Demonstrated experience selling enterprise subscription / SaaS solutions 
• Demonstrated success in selling directly to the C-suite in large health systems 
• Ability and desire to prospect and self-generate robust pipeline to achieve the sales quota 
• Ability to close deals on time and within company-standard discounting parameters 
• Strong written and verbal communication skills, including public speaking 
• Strong work ethic, self-directed, and resourceful 
• Strong customer references 
• Understand and practice all requirements of EN ISO 13485, ISO 13485, TeraRecon QMS Manual, Process Flows and Work Instructions. 
• Comply with applicable regulatory requirements (including but not limited to MDSAP participating countries and CE Marking).
• Participate in Internal and External audits