TERRITORY SALES MANAGER - NORTHERN CALIF

Elevate Healthcare

Territory Sales Manager - Northern Atlantic (Northern California)

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.

About the Company

Elevate Healthcare was recently added to the Madison Medical portfolio of companies in February of 2024 with the acquisition from CAE corporation. Elevate designs, manufactures, and services healthcare simulation products used to educate nurses, doctors and medical professionals on the proper techniques and procedures to have confidence and competence in the life saving moments that matter. Currently, society is facing a significant shortage of nurses and doctors needed to treat an aging world population. Medical errors represent the third largest cause of death in the United States. Elevate plays a critical part in reducing medical errors and expanding the workforce for healthcare professionals to improve patient outcomes. Elevate serves all of the major nursing and medical programs at hospitals, universities, nursing schools, medical schools, medical associations and medical technology manufacturers worldwide.

Madison Industries Holdings LLC is one of the largest and most successful privately held companies in the world. Driven by a mission to make the world safer, healthier, and more productive, the company is uniquely designed to foster, empower, and build exceptional companies and teams that are essential to collective health and well- being.

Founded 25 years ago by Larry Gies, Madison Industries has morphed from a "buy, build, sell" model prevalent among venture capital and private equity firms, into partnerships that mutually benefit customers, employees and the business owners who join it. Madison's goal is to build something truly remarkable that will long outlast all of us. Through Madison's strategy, the company has grown into an international manufacturing powerhouse. It has built market leaders in the filtration, medical, safety, healthcare simulation, industrial equipment, process improvement, instruments & controls, plastics, energy, and indoor air quality industries with combined enterprise value of nearly $20 billion. Its footprint spans across Europe, Asia and the Americas operating over 300 facilities in 40+ countries, with over 18,000 engaged employees.

http://www.madison.net http://www.elevatehealth.net

Madison/Elevate Culture

Elevate is on a mission to make the world safer, healthier, and more productive by inspiring positive outcomes in healthcare. We are committed to an entrepreneurial culture built on a foundation of trust and a strong bias for action. The team at Elevate is committed to building something truly remarkable that long outlasts us while coaching others to reach their highest potential.

Elevate is part of the Madison Medical platform which has built its reputation by fostering three key attributes: Trust, Bias for Action, Entrepreneurial.

Elevate's Values

Trust - Honesty and transparency are essential to the way we do business. We work with and build management teams we believe in and don't add arrogancy, complacency or bureaucracy to the mix. We also believe in the power of the team and how critical trust is in that relationship. We work as hard for the person on our left and the person on our right as we do for ourselves. Consequently, our teams operate at the highest level of engagement and are inspired by our mission and their leaders.

Trust is:

• Open, honest, and transparent.
• Ethics and integrity are assumed, and anything less is not tolerated.
• We meet all our commitments.
• We are a team, and we can rely on each other.
• We are what we do, and we do what we say

Trust isn't:

• An environment in which we have no oversight, approvals or control. Trust is a cultural attribute, not a management method.
• A set of rules and policies. Trust is earned, not legislated.

Bias for Action - Unless you continually work, evolve and innovate, you will learn a quick and painful lesson from someone who has! Consequently, we lean forward and challenge the status quo. And if there is an opportunity for us to make the world safer, healthier or more productive, we move quickly. In fact, we close our acquisitions in less than 30 days, providing minimal disruption to the companies with which we partner.

Bias for Action is:

• Bold and ambitious. We inject speed and velocity into our processes.
• We are not victims of things which we cannot control. We control outcomes through our own actions.
• We act with imperfect information; confident in our ability to adjust as necessary.
• We embrace change and see it as an opportunity to improve.

Bias for Action isn't:

• Reckless decision making for the sake of speed.
• Ready, shoot, aim.
• An excuse for making poor decisions.

Entrepreneurial - Madison Industries is an operating company owned by the team that runs it. Madison has over 900 owner leaders in its ecosystem. The company is not publicly traded, so no quarterly earnings reports. It is not private equity, so no artificial 3-5 year timelines, which means you can build your company for the long term. Businesses are run locally by the entrepreneurial teams who have an 'owner's mindset' and are closest to the customer, product and the team best positioned to make decisions. Therefore, we partner and not acquire; consequently, the name stays on the door and the management team remains in place. This incredible ecosystem of companies will remain a part of the Madison family long after we are gone, ensuring that our companies can continue their missions.

Entrepreneurial is:

• We are self-reliant. We are gritty and tenacious.
• We have passion and perseverance for our long-term goals
• We are all salespeople at heart - and in our defined roles. 100% of our team members have the responsibility to be salespeople and to focus on customers.
• We are optimistic and believe we will be successful.
• We are adaptable and not set in our ways. We learn, grow and find ways to reinvent ourselves as circumstances change.
• We are ambitious. We want to great things and have great impact on the world.
• An attitude and approach to thinking that actively seeks out change, rather than waiting to adapt to change. It's a mindset that embraces critical questioning, innovation, service and continuous improvement.
• Creativity and unwillingness to accept that there is not a better way. Constantly questioning. Constantly striving for improvement.
• Healthy paranoia - that leads to continuous innovation, improvement, and the like.
• Anticipatory and proactive - we constantly strive to be ahead of the curve.
• Recognition that we live in an "and" world, not an "or" world - our business requires us to balance multiple priorities with ambiguity and risk. We embrace this paradox and create operating constructs that allow us to make good decisions in that reality.

Entrepreneurial isn't:

• A sense of entitlement.
• A free pass to do whatever you want because you are acting like an "owner".
• An operating construct that has no oversight, no central authority and no hierarchy.
• A product of the kinds of businesses or sizes of companies from which we came.