Regional Sales Representative

Territory: Virginia, West Virginia, North Carolina, South Carolina, Kentucky, and Georgia

Summary

The Regional Sales Representative of New Business Development (RSRNBD) is responsible for driving the sales effort within their designated region for excelleRx's business unit, Hospice Pharmacia. The RSRNBD represents HP at State Meetings within the Region (and National Meetings as assigned) and meets with HP's prospective clients, manages the sales process, negotiates contracts and transitions clients to HP by providing an introduction for the client to HP's Implementation Team.

Responsibilities:

 



• Develop and execute a sub-Region (or sub-territory) sales plan to accomplish quarterly goals
  

   

  
  

   

  
  


• Segment the assigned state(s) into desired target markets based-on location (map point), hospice need (e.g. health system vs. free-standing), and size
  

   

  
  

   

  
  


• Manage incoming leads as presented in the assigned territory
  

   

  
  

   

  
  


• Increase revenue through effective day-to-day management of account development activities from lead management to contract including but not limited to:
  

   

  
  
  
  

   

  
  
  • Prospecting, warm/cold calling, business letter writing, e-mail communications, provision of follow-up materials (references, pharmacy lists, sample information…), due diligence data collection, coordinating efforts of other departments as needed
    

     

    
    
  
  
  
  

   

  
  


• Develop and implement account penetration strategies and tactics in order to realize both corporate and customer objectives
  

   

  
  

   

  
  


• Provide daily, weekly, monthly, and quarterly reports regarding goal attainment, client meeting/contacts, sales cycle data/information and other reports required by NBD Management and Sales Administration.
  

   

  
  

   

  
  


• Obtain and surpass assigned census targets as outlined
  

   

  
  

   

  
  


• Support New Business Prospects in open regions as directed by the VP, Sales and Marketing.
  

   

  
  

Qualifications:

 



• Able to travel approximately 12-15 business days each month within their region
  

   

  
  

   

  
  


• Persuasive verbal skills
  

   

  
  

   

  
  


• Excellent presentation skills
  

   

  
  

   

  
  


• Considerable written skills
  

   

  
  

   

  
  


• Working understanding of end-of-life care/palliative care/hospice
  

   

  
  

   

  
  


• Must be comfortable working in a fast paced and rapidly changing environment
  

   

  
  

   

  
  


• Successful completion of excelleRx sales training requirements as outlined
  

   

  
  

   

  
  


• Highly energetic
  

   

  
  

   

  
  


• Highly motivated