Regional Sales Manager

Regional Sales Manager

TVG-Medulla, LLC is a multi-site healthcare management organization, with an emphasis on providing managed services to chiropractic providers. Medulla provides managed services such as Sales & Marketing, Billing, IT, HR, and Finance to three chiropractic brands, operating under the names of Chiro One, MyoCore, and CORE Health Centers. Medulla is comprised of 830+ employees, with corporate headquarters in Oak Brook, IL and 150+ clinic locations in Illinois, Indiana, Wisconsin, Missouri, Kansas, Kentucky, West Virginia, Texas, Oregon, Washington, and Alaska.

TVG-Medulla is a rapidly growing organization, realizing 30%+ growth year-over-year, through a combination of both organic and acquisitive growth. As the organization continues to expand and enter new markets, it seeks a strong strategic COO to lead the operations function. Our vision is to inspire and empower people in our communities to heal, live and function better.

Job Description

Are you looking to lead a team of outside sales professionals to achieve high performance while helping people feel better and live their best lives? Us too! As a high growth organization, we are looking for a Regional Sales Manager to run a team of 15-20 outside sales representatives responsible for new patient acquisition targets at 16-25 Chiro One Wellness Centers in Seattle, WA and Vancouver, WA. Chiro One Wellness Centers provide non-invasive, drug-free chiropractic care to help thousands of patients live happier, healthier lives.

The Regional Sales Manager is accountable for delivering new patient acquisition results on a daily, weekly, and monthly basis. The manager achieves new patient targets by spending 70%-90% of the role in field, with their team, executing on-site wellness screenings at in-field events (health fairs, employers, gyms, community festivals, etc.). The goal of each event is to convert prospective patients into new patients. The components of the wellness screening include engaging prospective patients, completing an evaluation and posture check, effectively communicating the value of chiropractic treatment, and scheduling new patient appointments for Chiro One's surrounding clinics. The manager will support the Seattle, WA, Vancouver, WA and PNW regions and their team members with bi-monthly travel between territories. A solid understanding of how to convert prospective patients, optimize team performance, set sales targets, create performance scorecards and conduct in-field coaching to support the team in meeting goals are key success factors for the role.

Essential Functions and Responsibilities

• Responsible for achieving monthly new patient acquisition targets at 16-25 Chiro One Wellness Centers through the management of 15-20 outside sales representatives.
• Execute on-site wellness screenings to convert prospective patients into new patients. 70%-90% of the role is spent in-field at local territory events with bi-monthly travel to (Seattle, WA or Vancouver, WA dependent on homebase).
• Conduct in-field screenings and coaching at on-site events to support team member, region, and clinic specific KPIs.
• Manage operational aspects of the outside sales team including weekly schedules, daily schedule adjustments, and event production to ensure new patient acquisition numbers are achieved.
• Interview, hire, train, support, and develop all outside sales representatives.
• Lead weekly team meetings and 1 : 1s to provide KPIs, progress to goals, guidance on any shifts required to meet targets.
• Generate event leads and community relationships to develop a pipeline of prospective screening locations. Work closely with the event development lead to optimize in-field schedules.
• Create effective key performance indicators, reports, scorecards and dashboards to communicate targets, pinpoint performance improvement areas and effectively manage up and coach the team to drive results.
• Join a team of 4-6 regional managers to share best practices, contribute to strategic initiatives, and define sales rollouts including helping to define sales compensation plans.
• Facilitate monthly and quarterly clinic meetings with the chiropractic doctors and clinical staff within the assigned territory to communicate new patient acquisition goals.
• Manage the distribution and inventory of sales equipment including banners, podiums, tents, and paperwork.
• Collect, verify, and process weekly appointments records which includes financial reconciliation

Job Competencies

Qualifications