Territory Sales Executive - Vermont & Western Mass

This is a fully remote position, open to applicants in Massachusetts, +1 more state.

📋 Description

• Act as the main commercial leader and business owner for a designated territory.

• Serve as the quarterback for all customer-facing initiatives within the territory.

• Oversee customer commercial P&Ls.

• Identify and pursue profitable growth strategies and new business opportunities.

• Enhance customer adoption across the complete range of products, services, and technology offerings.

• Coordinate both internal and external resources to achieve customer outcomes.

• Meet annual territory targets with consistent monthly and quarterly progress.

• Promote gross margin and profit growth within high-value, priority accounts.

• Maintain a qualified pipeline coverage of 5x compared to quota.

• Prospect for and convert new strategic accounts.

• Retain profitable existing accounts by building relationships with key decision-makers and influencers.

• Formulate territory strategy, account segmentation, prioritization, forecasts, and CRM updates.

• Create quarterly account plans, relationship action plans, stakeholder maps, product roadmaps, and retention/risk strategies.

• Conduct Quarterly Business Reviews (QBRs) and manage deal qualification, sequencing, pursuit, and closing strategies.

• Provide quotes and discounts within established pricing guidelines.

• Recommend pricing exceptions, product and service mixes, and strategic deal frameworks.

• Update sales leadership on pipeline health and forecast modifications.

• Communicate customer expectations, service challenges, and onboarding requirements to operations and customer service teams.

• Relay customer feedback, product gaps, and competitive challenges to product and category teams.

• Travel within the territory with 3–4 overnight stays per month.

⛳️ Requirements

• Bachelor’s Degree is mandatory.

• At least five (5) years of experience in sales, account management, or a related field.

• Proven track record of driving revenue growth and managing complex customer relationships.

• Strong knowledge of healthcare supply chain operations and health system dynamics.

• Preferred experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers.

• Experience in developing strategic account plans and executing territory growth strategies is preferred.

• Proficient in strategic selling, consultative selling, and account planning.

• Ability to cultivate and sustain executive and operational customer relationships.

• Strong financial acumen and business management capabilities.

• Excellent communication, presentation, and negotiation skills.

• Capacity to manage multiple priorities and achieve results.

• Ability to lead and influence cross-functional teams without direct authority.

• Strong problem-solving and issue-resolution abilities.

• In-depth knowledge of CRM systems, sales analytics tools, and business planning resources.

• A valid driver's license and a clean driving record are required.

🏝️ Benefits

• Comprehensive healthcare plan with medical, dental, and vision coverage available from day one for full-time teammates.

• Educational assistance for eligible teammates enrolled in an accredited collegiate program.

• Employer-paid life insurance and disability coverage.

• Voluntary supplemental life, hospitalization, critical illness, and other insurance options.

• Adoption support.

• Fertility benefits included in the medical plan.

• Parental leave policy.

• Health Savings Account (HSA) options.

• 401(k) retirement plan.

• Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave types.

• Teammate Assistance Program (TAP).

• Calm Health resources.

• Cancer Resource Services.

• Discount programs at no cost.