Territory Director, Urology - Northeast Region

The Urology Territory Director is responsible for leading their assigned territory to deliver on its annual new business and retention targets. This role serves as the key point of contact for retaining and growing existing customer relationships and for driving new sales opportunities with a focus on Akumin Urology solutions. The TD develops and maintains expert knowledge on current and target accounts, with high physician, c-suite, board, or investor leadership engagement and relations. The TD regularly trains and prepares on the future business state (near, mid, and far) to build appropriate strategies to execute against. TD will strive for business integrity and accurate forecasting; consistent updates and projections will be expected with VP of Urology and SVP of Enterprise Sales. The Territory Director will leverage Akumin business resources and units to help initiate partnerships with urology physician groups. Also be responsible for assessing potential free-standing imaging centers with urology physician practices. All free- standing fixed site opportunities with urology groups to be presented to the SVP Sales, Fixed Radiology for viability.
Specific duties include, but are not limited to:

• Works in conjunction with territory business development, operations
  leadership, VP/SVP of Sales, PET-CT/MRI & Mobile Radiology and or other
  modalities to establish realistic territory plan that will deliver on the territory's
  budgeted customer and revenue retention and new sales targets.
• Engages all "at risk" customers in assigned territory while working in
  collaboration with local Sales, Operations and Physician Sales teams to
  gather customer intelligence data to use critical thinking to identify potential
  threats, solve complex problems, opportunities, and developing solutions
  tailored to meet the short and long-term needs of customer; ensures territory
  is exceeding its budgeted customer retention and growth rate objectives.
  Participate in local, regional and national customer engagement and
  conference opportunities as approved by leadership.
• Identifies, evaluates, infiltrates, and cultivates strong relationships with top
  strategic urology groups; identifies mobile-to-fixed site conversions or
  opportunities to provide new service(s); and recommends new urology
  provider Fixed Site opportunities to VP Sales, Fixed Radiology to determine
  feasibility. High emphasis on cultivating and maintaining
  physician/shareholder relationships and education. Remains actively involved
  in maintaining or transitioning the customer relationship as appropriate.
• Manages multiple renewal and new sales opportunities at various phases of
  the sales cycle, follows through to ensure customer needs are met at each
  phase, solicits local sales and operations support as needed and ensures
  each sales opportunity is continually progressing towards closure.
• Works in conjunction with Market Analysts, Finance, Asset Management,
  Legal and Operations to develop customer models and contracts and
  negotiates final agreement with customer. Navigates internally across
  departments with support of leadership and leveraging strategy team. Owns
  value proposition and customer engagement from solution needs and ROI
  projections.
• Maintains all sales activity within Salesforce.com, prepares weekly territory
  forecasts and tracking tool reports for the SVP Sales, and VP of Urology that
  facilitate effective reprioritization and allocation of resources, adjusts territory
  plan based on market and customer developments; ensures territory will
  achieve budgeted retention and new business goals.
• Other duties/special projects as assigned by management.

Position Requirements:

• Bachelor's Degree or Equivalent Experience.
• 5-7 years' experience in developing long-term relationship-based, strategic and multi- faceted, consultative solutions in health systems or large physician groups.
• Possesses and maintains a track record of developing and closing large, complex and strategic deals with national/regional health systems or physician groups.
• Displays ability to influence cross-functional teams and various stakeholders in the development and delivery of integrated customer solutions.
• Demonstrates exceptional presentation skills; able to present ideas to customers in a way that produces understanding and impact.
• Displays excellent verbal and written communication skills with colleagues and with customers on a regular and routine basis.
• Leverages excellent negotiation & closing skills to provide solutions to customers and foster growth. Highlighting value propositions focused on customer and patient needs.
• Consistently displays ability to understand each stakeholder's key business drivers and translate into sales opportunity.
• Displays and applies knowledge of healthcare trends, reimbursement models, population health and its impact on customer profitability.
• Regularly calls on service line, c-suite or like positions and is able to connect with and influence at every level of a customer organization; with specific and unique focus on c-level decision-makers.
• Strong interpersonal skills including adaptability, thinking on their feet, the ability to communicate persuasively and drive for results.
• Develop and cultivate long-term growth strategies to develop new and existing partnerships.
• Is able to communicate value and service excellence concepts in sales discussions.
• Possesses ability to research, find and identify leads through Salesforce.com, public domains and other sources as appropriate. Thrive in physician/stakeholder networking environments and events.
• Regularly and consistently displays the following traits and behaviors: Builds
  relationships, demonstrates accountability, is results-oriented, is innovative in approach, displays passion, seeks new challenges, is ethical in approach, is an educator, positive influencer, aspires to grow personally and career-wise, enables and encourages relationship building, and has excellent sales and business acumen.
• 70% of travel may be required.

Preferred

• Masters Degree or Equivalent Experience.
• Prior radiology, urology, diagnostic imaging capital, or surgical device sales experience preferred.
• Strategic partnership and health system navigation knowledge.
• 2-3 years working within Strategy/Partnership teams or National & Strategic accounts.

Physical Requirements:
Standard office environment. May be exposed to environmental hazards such as exposure to noise, and travel.
More than 50% of the time:

• Sit, stand, and walk.
• Repetitive movement of hands, arms and legs.
• See, speak and hear to be able to communicate with patients.

Less than 50% of the time:

• Stoop, kneel or crawl.
• Climb and balance.
• Carry and lift 10-20 pounds

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Akumin Operating Corp. and its divisions are an equal opportunity employer and we believe in strength through diversity. All qualified applicants will receive consideration for employment without regard to, among other things, age, race, religion, color, national origin, sex, sexual orientation, gender identity & expression, status as a protected veteran, or disability.