Territory Sales Manager

Extraordinary Careers. Endless Possibilities.

With the nation's largest home infusion provider, there is no limit to the growth of your career.

Option Care Health, Inc. is the largest independent home and alternate site infusion services provider in the United States. With over 8,000 team members including 5,000 clinicians, we work compassionately to elevate standards of care for patients with acute and chronic conditions in all 50 states. Through our clinical leadership, expertise and national scale, Option Care Health is re-imagining the infusion care experience for patients, customers and employees.

As a two-year recipient of the Gallup Exceptional Workplace Award, we recognize that part of being extraordinary is building a thriving workforce that is as unique as the patients and communities we serve. Join a company that is taking action to develop a culture that is inclusive, respectful, engaging and rewarding for all team members. Our organization requires extraordinary people to provide extraordinary care, so we are investing in a culture that attracts, hires and retains the best and brightest talent in healthcare.

Job Description Summary :

Under the direction of the Regional Sales Director, Health Systems Solutions (RSD, HSS), manages the development and execution of sales, marketing, and business development activities for a portion of the team members under the RSD, HSS to exceed revenue and gross margin objectives. For their assigned reporting group, identifies growth opportunities within local practices, hospitals and health systems and include / partner with other Option Care stakeholders as needed. Directs the activities of the Account Executives, Care Transition Specialists and Care Transition Coordinators who report to them to execute strategic account plans that will deliver consistent revenue, margin, and referral growth. Plays an active role in account management and business development efforts with team, engaging customers and both modeling and teaching desired behaviors. Partners with operations to resolve customer service issues and ensure both high quality service and ongoing growth.

Job Description :

Job Responsibilities (listed in order of importance and / or time spent)

• Drives sales with their assigned team by partnering with operations counterparts to build market growth plans. Drives sales by working across business units, leadership, and sales teams to set goals and develop sales forecasts for each assigned territory. Ensures alignment with national business unit and specialty enterprise objectives.
• Within their assigned team, partners with operations and payer counterparts to build regional strategic market plans to increase market penetration. Assists in development and implementation of all promotional activities. Engages cross-functionally to ensure awareness and alignment of sales efforts with branches in their area, sales personnel, and branch personnel.
• Develop Account Executive's to create and deliver sales presentations and lead consultative sales discussions.
• Lead by example by demonstrating success in creating new business within their assigned area.
• Develop a highly productive account team of Account Executives by actively engaging in selling opportunities to coach and provide developmental feedback.
• Maintain strong relationships with branch management to ensure sales efforts are supported by branch service and sales efforts are aligned with branch capabilities. Partner with operations to resolve issues in the best manner for Option Care customers.
• Monitors competitors, industry, and sales trends in their assigned area to develop sales plans accordingly. Analyzes input from various sources to create new initiatives. Develops appropriate business plans for new initiatives addressing market entry strategy, financial analysis and projected costs, timelines, and necessary resources.
• Monitors activity for assigned sales team to ensure appropriate focus on priority growth targets identified by management / analytics. Helps Account Executives, Care Transition Specialists and Care Transition Coordinators, etc. prioritize time to focus on greatest opportunities for growth. Provides productivity analysis and feedback to sales team on performance overall and with key customers. Identifies and provides training and development opportunities.
• Serves as an expert in local market dynamics for their assigned team (including payer issues, state and government regulations, provider payment issues, etc.) and clinically in the complex disease states Option Care services (Anti?invectives, nutrition, heart failure, immunological disorders, bleeding disorder, transplant, etc.). Coaches and develops team to a high level of competency in these areas.
• Responsible for appropriate staffing and utilization of resources to include hiring staff, recommending pay increases, managing sales performance, performing performance reviews, training, and development of staff, estimating personnel needs, assigning work, interpreting, and ensuring consistent application of organizational policies.
• Identifies opportunities and develops relationships with alliance partners in their assigned territory outside the company to increase business. Develops business plans to achieve goals of targeted opportunity.
• Complies with accreditation, legal, regulatory, and safety requirements and assures their team does the same.
• Delegates work and holds others accountable (AE's, CL's, operational partners) to focus their own time on growth opportunities and build competency / accountability within team.
• Through own actions and competency level, positions their role as a 'player / coach' able to step in when needed to prospect and close business.

Supervisory Responsibilities

Does this position have supervisory responsibilities? (i.e. hiring, recommending / approving promotions and pay increases, scheduling, performance reviews, discipline, etc.)

No

Yes - X

Basic Education and / or Experience Requirements

Bachelor's degree, ideally in business or a clinical field, and at least 1-2 years of previous business-to-business healthcare / medical related sales leadership experience OR High school diploma and / or some college, with 5 years of related business-to-business healthcare / medical sales experience.

Basic Qualifications

Experience in analyzing and reporting sales data to identify issues, trends, or exceptions to drive improvement of results and find solutions.

Experience using and teaching time management skills such as prioritizing / organizing and tracking project plans and meeting deadlines of multiple projects with varying completion dates.

Experience developing and delivering presentations within Option Care and externally with customers (ex. medical director, head of case management, executive c-suite individuals).

Travel Requirements

Willing to travel at least 60% of the time for business purposes (within state and out of state).

Preferred Qualifications & Interests (PQIs)

MBA in Business Administration with at least 4 years of pharmaceutical or healthcare sales experience.

Prior experience selling strategic solutions (specialty products and / or services) to hospitals, health systems and medical groups.

Infusion / health care service experience in following therapeutic areas : anti-infective, nutrition, immunology / neurology, oncology, or transplant.

Basic understanding of billing and reimbursement procedures for hospital, medical offices, and Medicare (B / D benefits) as well as medical offices.

One year experience directly managing people including hiring, developing, motivating, and directing people as they work. Experience in leading team efforts within highly matrixed organizations.

Due to state pay transparency laws, the full range for the position is below :

Salary to be determined by the applicant's education, experience, knowledge, skills, and abilities, as well as internal equity and alignment with market data.

Pay Range is $129,673.89-$216,123.15

Benefits :

401k

Dental Insurance

Disability Insurance

Health Insurance

Life Insurance

Paid Time off

Vision Insurance

Option Care Health subscribes to a policy of equal employment opportunity, making employment available without regard to race, color, religion, national origin, citizenship status according to the Immigration Reform and Control Act of 1986, sex, sexual orientation, gender identity, age, disability, veteran status, or genetic information.