TERRITORY SALES MANAGER MID ATLANTIC

Elevate Healthcare

Territory Sales Manager - Mid Atlantic (Southern New Jersey, Eastern Pennsylvania, or Delaware)

Position Overview

The Territory Sales Manager (TSM) plays an important role in Elevate Healthcare's mission to make the world safer, healthier, and more productive by empowering healthcare clinicians and practitioners to deliver confidently in moments that matter for patients. As one of the largest providers of simulation products in healthcare, Elevate is a unique opportunity for a sales professional to make a significant impact on our mission, our customers, their territory and their personal achievement. Within the Territory, the TSM has the opportunity to drive double-digit growth with existing accounts and through capturing new customers with Elevate's entire portfolio of products and services.

Elevate has a unique ecosystem of simulation products, software and services including:

The TSM's accounts within the territory include:

• Higher-Learning Academic Institutions - Nursing Schools, Medical Schools, Dental Schools, Pharmacy Schools
• Hospitals, IDNs, Health Systems - Local Hospitals, EMS, Support of National/Strategic Accounts in the Territory

This is an ideal opportunity for a candidate to build something truly remarkable and grow within a very special, high-performing company.

Reporting & Territory Responsibilities

Territory:

Reports to:

• Sales - Zone Manager

Direct reports :

• None

External relationships:

• Customers - at all levels (executive, directors, clinicians, educators, & technicians)
• Distributors, Commercial Partners, and Integrators
• Simulation Associations and Industry Groups

Internal key relationships:

• Vice President of Sales
• Sales Operations, Marketing
• Strategic Account Managers
• Product Sales Specialists (Vimedix) , Sales Consultants (LearningSpace)
• Field Service Technicians, Clinical Educators
• Elevate leadership team - VP Global Sales, Chief Nursing Officer
• SimX Sales Peers (sister company)

Location:

• The TSM must reside within the Territory and be in close proximity to the first or second largest municipality in the Territory with easy access to transportation across the territory (airports, interstates, etc.).

Desired Outcomes

• Delivering year-over-year growth in the Territory by increasing value for the customer, Elevate, and ultimately the TSM's income and career potential.
• Developing skills and experience to achieve increasing levels of responsibility with the company.
• Building strong customer and industry relationships that open doors and increase mindshare with key customers and stakeholders.

Key Responsibilities

• Meet, and strive to exceed, the assigned sales quota through direct sale of all Elevate Healthcare products and services. Quota is set each December for the following calendar year.
• Develop and execute a territory sales plan with the Zone Leader to drive increased sales for new and existing accounts in the territory. Plans should include cross-selling products in the portfolio to maximize share of wallet with the customer.
• Become expert in the products and services offered by the company to confidently promote and sell them to all stakeholders at accounts. Understand and effectively communicate the technical differentiators and value propositions to achieve a high level of success winning business and solving for customer needs and desired outcomes.
• Maintain a strong discipline keeping CRM and forecasts updated to accurately reflect the potential in the territory and the progress of opportunities through the sales funnel.
• Be an indispensable partner to customers such that Elevate is the first partner of choice for their simulation needs.
• Utilize Elevate's 80/20 methodology to prioritize activities and to ensure we over-serve our most important customers.
• Use technology (Power BI, CRM, AI, Zoominfo, etc.) to research customers, customer needs and opportunities to better understand how we can serve our customers. Conduct regular research on customers to ensure we have the insights to be ahead of the competition on delivering value.
• Sell on value, not price.
• Effectively prioritize time and travel expenses keeping a balance with being in front of customers frequently but not wasting resources on low value or low probability opportunities.
• Attend trade shows, conferences, customer events, and organize regional sales events to promote Elevate Healthcare's visibility and generate leads and sales.

• Comply with sales policies, pricing guidelines, and best practices for Elevate Healthcare's offering.
• Maintain the highest standards of integrity and respect for co-workers, customers, and prospects.

Ideal Experience

Academic Credentials

A bachelor's degree in business, marketing, engineering or a clinical/medical field or equivalent military experience/training is required.

Career Experience

Minimum 3+ years sales experience plus the following:

Experience in the military and/or as a medical practitioner is highly preferred (Nursing, EMS, Technician, Educator, etc.)

Experience in selling broad portfolios of products that require different sales models and processes - capital equipment, software, services, professional services. The ideal candidate will have 2 or more of these offerings in their career experience.

Commercial Competencies

• Demonstrated ability to teach customers new perspectives and challenge existing processes to drive better outcomes in complex healthcare environments.
• Proven skills in tailoring sales messaging to align with diverse customer priorities and address unique pain points across stakeholder groups.
• Confident in taking control of sales conversations, guiding decision-makers through the buying journey, and proactively addressing objections with poise.
• Experience building credibility as a trusted advisor by leveraging deep industry knowledge and insight to spark meaningful, value-driven dialogue.
• Strong aptitude for identifying unrecognized customer needs and creating urgency for change by connecting Elevate Healthcare's solutions to critical business challenges.
• A hunter and self-starter driven to find new ways to grow.
• Tech-savvy - able to use technology to drive accelerated growth
  1. Proficient with Microsoft 365 (Teams, Outlook, Word, Excel, PowerPoint), CRM (Salesforce preferred), Power BI a plus
  2. Uses AI tools such as ChatGPT, Claude, Clay.ai, etc. to conduct customer and market research
  3. Experience with business intelligence and social media tools (LinkedIn, Zoominfo, GovSpend, etc.) a plus.
  4. Comfortable teaching others to use technology products, tools, etc.

Key Personal Attributes

• Mission driven and passionate about making the world safer, healthier, and more productive
• Thrives working in an entrepreneurial culture and operating model.
• Strong intellectual curiosity that drives continuous learning. A high learning agility.
• Entrepreneurial spirit, embraces a high degree of autonomy and ambiguity.
• Excellent interpersonal, verbal, and written communication skills.
• A hunter and self-starter with the ability to work with limited direction and oversight.
• Strong results orientation. Has poise, grit and perseverance under pressure.
• Competitive drive, hates losing and has huge personal drive and a large reservoir of will power from which they draw strength, discipline, and focus.
• Conducts themselves with professionalism and humility. Succeeds through positive relationships and influence.
• Unquestioned ethics, integrity, intellectual honesty, and sound judgment.

Other Requirements

• Able and willing to travel domestically, as required. Travel is typically 60-80% each quarter.
• Must have a valid driver's license.
• Must be able to lift and transport items weighing up to 80 pounds occasionally as part of demonstrations and trade show set-up.

This job description may not include or describe all specific responsibilities and requirements. The candidate should inquire about specific elements of the role as appropriate.