General 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.

Minimum Qualifications

• 3-5+ years of outside sales leadership experience for multi-location organizations.
• Experience in planning and implementing sales strategies to manage an outside sales team.
• Track record of achieving individual and team goals through team leadership, innovation, coaching and best practice creation.
• Excels in setting aggressive and attainable goals and achieving them. Experience creating key performance indicators and scorecards to track team performance.
• Exceptional interpersonal, customer service, problem-solving, verbal and written communication, and conflict resolution skills.
• Weekend availability (as required)
• Access to a reliable vehicle, valid driver’s license, and good driving record.

Job Competencies

• Achievement-oriented; motivated by achieving metrics, goals, and company objectives
• Strategic thinking and ability to create attainable goals and tactics that support key strategies
• Ability to work collaboratively across marketing, inside sales, and clinical operations teams
• Ability to influence a group of diverse team members to drive results
• Passion for improving the patient journey through innovative and creative internal campaigns
• Excellent verbal and written communication skills

Disclaimer

All team members agree to consistently support compliance and TVG-Medulla, LLC policies and Standards of Excellence with regard to maintaining the privacy and confidentiality of information, protecting the assets of the organization, acting with ethics and integrity, reporting non-compliance, adhering to applicable federal, state, and local laws and regulations, accreditation, and licenser requirements (if applicable), and Medulla procedures and protocols. Must perform other related duties and assist with project completion as needed. Team member may be required to provide necessary information to complete a DMV (or equivalent agency) background check.

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