Territory Sales Executive, Nashville

As a Territory Sales Executive at Tempus, you'll be primarily responsible for driving business expansion by collaborating with major cancer centers, Top 20 oncology practices, and Key Opinion Leaders. Your day-to-day tasks will include creating strategic plans for client retention, managing laboratory service agreements, and promoting compliance with our innovative molecular information tools.

To qualify for the Territory Sales Executive position at Tempus, you should have a B.S. in life science, biology, business, or marketing—an MBA is preferred. Additionally, candidates need 2-3 years of direct account management experience in molecular diagnostics, alongside 3-5 years working with large cancer centers and oncology practices, showcasing significant revenue generation.

Successful Territory Sales Executives at Tempus must have strong negotiation and customer service skills, a deep understanding of molecular diagnostics in oncology, and the ability to effectively communicate complex solutions to clients. Proficiency in Microsoft Office, particularly Excel and PowerPoint, and experience with Salesforce.com are also important.

At Tempus, we cultivate a collaborative and innovative work culture that empowers Territory Sales Executives to thrive. You will find support from various departments while being encouraged to drive strategic initiatives, connect with clients, and represent our values of integrity and respect, both internally and externally.

Territory Sales Executives at Tempus should expect frequent travel, often exceeding 50%, throughout their designated territory. This travel is essential for building and nurturing relationships with clients and ensuring alignment with our strategic vision for growth in the healthcare sector.

When developing a strategic plan for acquiring clients, it's essential to thoroughly research the needs of your target audiences—such as oncology practices and cancer centers. Outline a detailed approach that includes identifying key decision-makers, analyzing market trends, and tailoring your communication to demonstrate how Tempus’ solutions can meet their specific needs.

In consultative selling, I focus on understanding the unique challenges of the client to propose tailored solutions. I employ active listening techniques during discussions to identify specific needs and objections, allowing me to align Tempus’ offerings effectively. Sharing relevant case studies can also help illustrate tangible benefits.

Handling objections is about being prepared and empathetic. I listen carefully to client concerns, validate their feelings, and address their objections with clear, fact-based responses. Providing data and testimonials can be effective in alleviating doubts and reinforcing the credibility of Tempus's solutions.

Maintaining strong relationships with existing clients involves regular communication and follow-ups. I schedule check-ins to gather feedback and discuss any challenges they face. Additionally, I ensure that clients are well-informed about updates to our offerings and how these can further enhance their practice.

To assess the competitive landscape, I would analyze key competitors’ strengths and weaknesses, focusing on their offerings and client engagements. I also immerse myself in industry reports and network with peers to gain insights that help identify opportunities for Tempus to differentiate itself uniquely.

In a previous role, I closed a large deal by identifying a client’s unmet needs and demonstrating how our solutions could specifically address them. I maintained communication throughout the process, engaging with their team to ensure buy-in at all levels, ultimately leading to a successful partnership.

I stay updated with industry trends by subscribing to relevant journals, attending medical conferences, and participating in professional networking events. This continuous learning helps me provide informed insights to my clients and positions me as a knowledgeable resource in discussions.

Technology plays a pivotal role in my sales strategy. Utilizing CRM tools like Salesforce.com helps me track client interactions and manage sales pipelines efficiently. Additionally, I leverage data analytics for targeting opportunities and presenting tailored solutions to potential customers.

I prioritize tasks based on the urgency and impact on my key accounts. I maintain a structured calendar system to allocate time effectively, ensuring that high-priority clients receive timely attention while also addressing ongoing project deadlines.

To enhance customer satisfaction, I focus on proactive communication, ensuring clients feel valued. I implement feedback loops where I actively seek their opinions and suggestions, enabling me to tailor our services better and ensure alignment with their evolving needs.