Territory Sales Manager - Long Term Care Partnerships

To stand out, email

tom.lecy@hhcare.net

This is a true enterprise-level sales role designed for someone who knows how to win competitive business and close complex agreements. You will be prospecting long-term care communities, engaging executive decision-makers, and securing contracts for physician services and medical direction. In a market dominated by established players like Bluestone Physician Services and Genevive, success requires more than relationship-building, it requires strategic positioning, persistence, and the ability to displace existing solutions. This is not referral-based selling. This is high-level, contract-driven sales where you are expected to create opportunity, control the conversation, and close net-new business.

Earnings potential and long-term upside:

• Base salary supports you while you build a contract pipeline.
  
• This is a newer dedicated sales function, so historical TCP commission data is limited.
  
• Upside should scale with signed contracts, multi-site agreements, and territory expansion.
  
• Strong performers can build a high-value book of business through repeatable contract wins.
  
• The best candidates will understand that enterprise sales earnings grow as pipeline quality, contract size, and close rates improve.
  

Why this is a higher-level sales role:

• You are selling into ownership groups, operators, Executive Directors, Administrators, and regional leaders.
  
• You are competing against established groups such as Bluestone Physician Services and Genevive, both of which position heavily around senior living primary care, coordinated geriatric care, and care brought directly to residents.
  
• Competitors emphasize coordinated care, complex care support, and primary care access, so this role needs someone who can clearly position TCP’s clinical model and operational value.
  
• You are not simply asking for referrals, you are asking organizations to change or choose a physician services partner.
  
• This requires executive presence, persistence, competitive positioning, and contract-level sales discipline.
  

What you will be expected to do:

• Build a target account list of long-term care communities, assisted living facilities, memory care communities, and ownership groups.
  
• Prospect cold accounts through calls, email, in-person visits, networking, referrals, and market intelligence.
  
• Secure meetings with Executive Directors, Administrators, owners, operators, regional leaders, and clinical decision-makers.
  
• Present the value of rounding physician services, medical direction, continuity of care, and reduced care fragmentation.
  
• Navigate competitive objections when a facility already works with another physician group.
  
• Manage the full sales cycle from first outreach through proposal, negotiation, agreement, and handoff.
  
• Track activity, deal stage, decision-makers, objections, follow-up dates, close probability, and signed contracts.
  

What we are looking for:

• Bachelor’s degree in Business Administration or related field is required.
  
• Medical device, pharmaceutical, DME, physician services, healthcare technology, senior living services, or enterprise healthcare sales experience preferred.
  
• Proven ability to win net-new business and close contracts, not just manage existing accounts.
  
• Strong tenure and documented production history.
  
• Confidence presenting to executive-level stakeholders and ownership groups.
  
• Ability to explain deal size, sales cycle, pipeline volume, close rates, and competitive wins.
  
• Willingness to travel throughout Minnesota to build in-person relationships and close business.
  

About Twin Cities Physicians:

Twin Cities Physicians provides on-site primary care, rounding physician services, and medical direction to long-term care and senior living communities across Minnesota. Our model is designed to improve access, support care coordination, reduce unnecessary disruptions, and provide operators with reliable clinical partnership.