Territory Business Manager

Overview

The Territory Business Manager (TBM) is responsible for driving new customer growth by identifying, qualifying, and closing new accounts within an assigned territory. This role focuses on consultative selling, developing customized service solutions, and partnering cross functionally to ensure a smooth onboarding experience that sets the foundation for long term customer success.

Location: Rochester, New York


Reports To: Regional Sales Manager (RSM)

Responsibilities & Qualifications

New Business Prospecting & Pipeline Development

• Identify and target new business opportunities through phone block, cold calls, dynamics connections, emails, networking, and referrals.
• Consistent usage of Gold Mine and Zoom Info to effectively prospect.
• Utilize CCS to track activity, update account information, and manage follow-ups.
• Build and manage a strong sales pipeline to meet weekly, monthly, and quarterly performance goals.
• Effective utilization of marketing material to prospect via cold calls, dynamic connections, and sales contests.
• Represent ImageFIRST at industry events, trade shows, and networking opportunities.

Consultative Selling, Closing, and Installing New Business

• Conduct an average of four First Appointments per week for qualified prospects.
• Prepare proposals, present products, or services as tailored solutions to prospect needs, negotiate terms, and close new business deals.
• Consistently meet or exceed weekly activity, signed, and installed new business requirements.
• Follow ImageFIRST's established sales scripts and sales process.
• Collaborate with Service and Operations to successfully onboard new customers.

Territory Management & Cross-Functional Collaboration

• Collaborate cross-functionally with sales, service, and operations teams to ensure seamless implementation/onboarding of new customers.
• Support the transition from sales to service by ensuring expectations set during the sales process are clearly communicated and delivered.
• Actively participate in team meetings including Monday Team Meeting, Sales/Service Alignment Meeting, and Weekly Training Meeting.
• Effectively manage a defined geographic territory by prioritizing prospects and maintaining a robust pipeline.
• Accurately document sales activities, pipeline stages, and forecasts.
• Stay current on product offerings, competitive landscape, and market trends.
• Share customer, competitor, and market insights with sales leadership and internal teams.

Key Competencies

• Drives Results: Relentless focus on achieving sales goals with clear activity expectations.
• Ensures Accountability: Holds self to high standards consistently and is a self-starter.
• Action-Oriented: Moves quickly to respond to leads, follow up, handle objections, and market signals.
• Communicates Effectively: Sales success depends on clarity across building rapport, presentations, proposals, and effective negotiations.
• Instills Trust: Prospects buy from sellers they believe are credible and honest.
• Plans and Aligns: Effectively prioritize the right opportunities by managing their pipeline and territory intentionally.
• Resilience: Stays persistent with sales cycle; follows through and maintains effort despite setbacks.
• Collaborates: Builds strong cross-functional partnerships.

Qualifications

• Bachelor's degree or equivalent experience preferred.
• 2+ years of B2B sales experience; healthcare, service based, or route-based sales experience a plus.
• Proven ability to prospect, manage a pipeline, and close new business.
• Strong interpersonal, presentation, and negotiation skills.
• Proven success in meeting ambitious sales targets and competitive selling.
• Ability to work independently while collaborating cross functionally.
• Proficient in CRM tools and Microsoft Office applications.
• Willingness to travel regularly within the territory.

Key Performance Indicators (KPIs)

• Sales Performance: Installed New Business measured by Average Weekly Revenue - performance evaluated weekly, monthly, quarterly, and yearly.
• Sales Performance : Achievement of sales activity requirements including cold calls, first appointments, and dynamic connections.
• Pipeline Management: Volume, quality, and progression of opportunities via hot prospect reporting.

Company Values & Benefits

Reporting Structure

• Reports to: Regional Sales Manager (RSM)
• Direct reports: N/A
• Indirect reports: Regional Business Manager (RBM)

Key Stakeholders

• Regional Sales Manager
• Regional Vice Presidents (RVPs) - Sales
• Regional Vice Presidents (RVPs) - Operations
• General Managers (GMs)
• Sales Team
• Operations Leadership
• HR

Base Salary Range: $70,000 - $80,000 annually

In addition to the base salary, this role includes:

• $15,000 guaranteed earnings during the first six months
• Competitive commission with significant earning potential based on performance
• Car allowance: $550 per month plus a gas card

Actual compensation may vary based on market conditions, geographic location, skills, qualifications, and experience.

In addition to a competitive base salary and uncapped commission plan, we offer:

• Medical, dental, and vision coverage.
• 401(k) with company match.
• Paid time off & holidays.
• Pet, legal, and hospital indemnity insurance options.
• A collaborative, value-driven culture with real opportunities for career growth.

EOE / Drug-Free Workplace

We are proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by applicable law. We are fueled by the talent, passion, and diversity of our associates.

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