Territory Manager - Greater Western Michigan

BioTAB Healthcare; Grand Rapids (MI); On-site; USD 75,000 - 125,000; Full time

Job summary

BioTAB Healthcare is seeking a Territory Manager to grow and maintain clinician relationships for pneumatic compression device sales within a defined U.S. territory.

You will navigate the patient process, CMS guidelines, payer considerations, and documentation to expand market share and support field teams. The role requires strong sales skills, healthcare industry knowledge, and the ability to train associates while coordinating with multiple departments to meet targets and ensure quality

Qualifications

• Bachelor's degree or equivalent experience.
• Proven track record of success in outside sales, particularly in healthcare or medical device sales.
• Strong communication, negotiation, and interpersonal skills.
• Ability to build strong relationships with clients and healthcare professionals.
• Proficient in Salesforce, MS Office, Apple products.

Responsibilities

• Developing and implementing sales strategies to meet or exceed targets.
• Identifying and pursuing new business opportunities, including prospecting and acquiring new clients.
• Driving regional sales and training staff and educators.
• Collaborating with various departments to meet sales goals.
• Completing administrative duties such as reports and forecasts.
• Managing territory budgets and expenses.
• Building relationships with healthcare providers and referral sources.
• Educating healthcare professionals and patients about products and services through demonstrations.

Skills

Outside sales

Healthcare sales

Communication

Negotiation

Interpersonal skills

Relationship building

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

MS Office

Apple devices

Job description

TERRITORY MANAGER

For more than 20 years, BioTAB Healthcare, LLC has supported patients with lymphatic, wound, and circulatory disorders through proven treatment solutions. Headquartered in Missouri, we provide pneumatic compression devices and personalized service to help improve patient outcomes and quality of life. As a family-owned company, we take pride in delivering expert care with a personal touch service.

The Territory Manager focuses on building and maintaining relationships with clinicians for pneumatic compression device sales and expanding the customer base within their assigned territory. This role requires a comprehensive understanding of the entire patient process and revenue cycle for all insurance payers including the criteria to qualify patients under CMS guidelines, private payer copays, deductibles, and the required documentation. You will also provide oversight to the Associate Territory Managers and Patient Educators who provide World Class service to patients and healthcare professionals.

Key Responsibilities

• Knowledge of healthcare regulations and insurance processes: Providing clinical support to accounts during the evaluation process.
• Developing and maintaining expertise in the company\'s products.
• Presenting clinical evidence related to the products.
• Staying updated on industry trends, compliance requirements, and new products.

Sales and Business Development

• Developing and implementing sales strategies to meet or exceed sales targets and quotas.
• Identifying and pursuing new business opportunities, including prospecting and acquiring new clients through cold calling, networking, and other sales techniques.
• Driving regional sales, training and managing ATM & Patient Educators.
• Collaborating with various departments and offices to ensure that sales goals are met.
• Participates in HQ calls with the Patient Processing team.
• Completing administrative duties, such as call reports, sales reports, and forecasts.
• Managing expenses within territory budgets.
• Building and maintaining relationships with healthcare providers and other referral sources.
• Educating healthcare professionals & patients about the company\'s products and services by providing product demonstrations and training to clinicians, staff and patients.

Compliance

Ensures strict compliance with all applicable healthcare regulations, financial standards, and internal policies, including but not limited to CMS and OFCCP guidelines for patient intake, data management, Quality Management System, documentation, and training.

Management of People

To include hiring, training, and performance management, absence and metrics dissemination, product knowledge.

Strong Communication and Interpersonal Skills

To interact effectively with patients, families, and healthcare professionals.

Excellent Organizational and Time Management Skills

To manage a high volume of referrals and ensure timely processing of information. Self-motivated, results-driven, and highly organized.

Attention to Detail

To ensure accuracy in patient records and insurance information.

Qualifications

• Bachelor\'s degree or equivalent experience.
• Proven track record of success in outside sales, particularly in healthcare or medical device sales.
• Strong communication, negotiation, and interpersonal skills.
• Ability to build strong relationships with clients and healthcare professionals.
• Proficient in SalesForce, MS Office, Apple products.

Job Requirements & Physical Demands

• Must be able to lift 40 pounds, must be able to lift 40 pounds from the floor and lift to waist level.
• Must be able to kneel, stoop, climb stairs and reach with hands and arms.
• Ability to travel frequently within the assigned territory to patient’s homes, and healthcare facilities with long hours spent in vehicles.
• A valid driver’s license, automobile insurance, and clean driving record.
• Candidates must pass an extensive background check.
• Able to obtain the necessary immunizations and the records required to gain access to the facilities within assigned territory.
• Strict adherence to HIPAA, Medicare Fraud, Waste, and Abuse and privacy regulations in all patient interactions.

This job description outlines essential duties but is not exhaustive. Employees may be assigned other tasks. All duties are subject to modification for disability accommodation. Successful performance requires specific skills and abilities. This document sets minimum requirements and does not imply an employment contract. The company is an equal opportunity employer, drug-free workplace, and complies with ADA regulations as applicable.