A Day In The Life Of A Senior Territory Manager At Irhythm Technologies
A senior territory manager at iRhythm Technologies prioritizes daily tasks based on a rolling forecast, focusing on "low hanging fruit" and meetings with "a sooner close date" to meet yearly quotas. This approach, considering the "longer sell cycle" involving platform sales, Epic integration, and product training, allows for efficient management of a large territory and a diverse sales pipeline.
Sales, Prioritization, Goal Setting, Customer Relationship Management, Project Management
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nicole gutierrez
senior territory manager
irhythm technologies
University of Arizona
n/a
Political Science, American Studies
Biotechnology & Pharmaceutical, Healthcare, Medical & Wellness
Sales and Client Management
None Applicable
Video Highlights
1. A day-to-day task for a senior territory manager is to check and update their sales pipeline, prioritizing tasks based on the timeline and potential for closure. This involves strategic planning to ensure that tasks contribute to monthly, quarterly, and yearly goals.
2. The role involves a longer-than-average sales cycle due to several factors like platform integration, training, report understanding, and patient selection, showcasing the complexity of the job.
3. Prioritization is key to managing a large territory. Focusing on 'low-hanging fruit' (opportunities with quicker closure) allows for efficient time management and follow-up on other prospects later on, highlighting the importance of effective time and resource management in this field.
Transcript
What does a day in the life of a senior territory manager look like?
As a senior territory manager, I'm responsible for a quota. I look at my quota from a yearly, quarterly, monthly, and daily perspective.
Things I complete in a day push me toward my monthly and quarterly goals. My quarterly goals, in turn, push me toward my yearly number.
I also prioritize. I keep my pipeline up to date, and it's a list of opportunities with tentative launch dates. Reviewing this in the morning helps me plan my day.
Given my large territory, I usually plan my week one to two weeks in advance. I prioritize customer meetings with sooner close dates.
For example, if I meet with a cardiology group and they're focused on other projects like an Epic implementation, we'll circle back later. I won't focus on that daily or in my monthly activities.
Instead, I prioritize meetings that are ready to move forward quickly. Our sales cycle is quite long due to many different aspects involved.
This includes the platform itself, Epic integration, product training, understanding reports, and identifying patients who should receive the monitor. My day-to-day involves prioritization, using my pipeline and forecast, and planning around what I call "low-hanging fruit" or items I can close faster.
This allows me to follow up on other items in my pipeline when the time is right.
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