Job Details

Area Sales Manager

Mission/Purpose

An area sales manager's mission is to drive revenue growth and expand the customer base within a specific geographic region. By building strong relationships with customers and identifying market opportunities, theyaim to enhance the company's market presence and profitability. Their role is crucial for fostering a motivated sales team and contributing to the overall success of the business.

Outcome/Results

An area sales manager drives revenue growth by achieving sales targetsand expanding the customer base within their designated region. Their efforts in building strong customer relationships lead to increased client satisfaction and loyalty. Additionally, they contribute to the overall strategic goals of the company by identifying market opportunities and refining sales strategies. These outcomes collectively enhance the company's market presence and profitability.

Key Responsibilities

• Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
• Responsible for servicing and supporting existing Genex clients through; weekly or biweekly in-person sales contacts.
• Prospect and support new clients by calling on TPAs, Insurance Companies, Self-insured employers, and Attorneys within the territory to identify areas of managed care need and demonstrate how Genex IME can meet that need.
• In addition, attendance at industry conferences and events should ultimately lead to increased business and associated revenue for Genex.
• Extensive travel may be expected and/or required. May need to travel to FL, GA, AL, MS, NC, SC
• Submit an annual Branch Plan in conjunction with the Branch Manager projecting growth revenue from existing accounts and new business revenue from prospects
• Submit an updated Blueprint of territory quarterly.
• Update account Action Strategies every six months.
• Grow and maintain a monthly pipeline based on set and measurable financial goals
• Participate in bi-monthly pipeline conference calls with Director detailing the probability for closure of prospects at 75% or better. Other territory issues would also be addressed.
• Daily completion of spreadsheet to highlight sales and account activity.
• Provide product and service presentations to existing accounts as well as new prospects.
• Strong focus on achieving quarterly goals for all products and services established annually. (This is recognizing the IME ASM Incentive Plan.)
• Strategize planning and management of sales territory with Director
• Participate in completion and submission of RFPs.
• Attend an annual Regional Meeting usually requiring overnight travel
• Prepare and present at the annual regional meeting previous year's results and plan for upcoming year.
• Consistent focus on branch inventory against plan so that together with the Branch Manager monthly, quarterly and annual plans can be achieved
• Identifying the proper direction of a lead for local, regional, or national attention.
• Mandatory maintenance of product knowledge as it is updated.
• Manage marketing expenses as they relate to conferences, entertainment, travel, and promotional items.
• Have extensive jurisdictional knowledge of IME & Peer review products

Other duties may be assigned.

Key Competencies/Skills/Abilities

• Exceptional verbal and written communication skills to effectively interact with clients and stakeholders.
• Building and maintaining strong customer relationships to ensure high levels of satisfaction and loyalty.
• Deep understanding of sales strategies and techniques to drive business growth and achieve targets.
• Strategic thinking to develop and implement effective sales plans.
• Knowledge of market trends and competitor activities to refine sales approaches.
• Problem-solving skills to identify client needs and provide tailored solutions.
• Excellent organizational skills to manage multiple accounts and projects simultaneously.
• Flexibility and adaptability to adjust strategies based on changing market conditions and client requirements.

Background & Experience

Bachelor's degree in business administration, marketing, or related field

3-5 years of experience in sales management or related role

Physical Requirements

Ability to remain in a stationary position for extended periods while working on a computer.

Proficiency in using a computer, keyboard, and other office tools is essential.

Good verbal and written communication skills are necessary for interacting with team members and stakeholders.

Occasional travel to meet clients or attend industry events.

This job description in no way states or implies that these are the only duties to be performed by this employee. The employee will be required to follow any other instructions and to perform any other related duties as assigned by the Team Leader or appropriate administrator.