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Inogen Internal Title: Direct to Patient Manager I

Job Summary: 

The Direct to Patient Sales Manager (DTPM) will create, manage, and implement sales processes to develop a high-performance onsite and/or remote sales team. The DTPM will be responsible for the production and performance of their team to achieve established targets set by the company. This position will be responsible for ensuring that their team is in compliance with regulatory and company requirements.

* Position may require quarterly travel.

Responsibilities (Specific tasks, duties, essential functions of the job)

Direct to Patient Sales Manager (DTPM) I

• Participate in the hiring, training, and development of a productive onsite and/or remote sales team.
• Manage team in accordance with Inogen’s Cultural Pillars, policies, and procedures.
• Identify team’s ongoing training gaps and work in conjunction with DTP Training Team to develop and implement team or individual training to increase production of the overall team and implement successful processes. 
• Meet with and coach team and individuals frequently to review progress, strategies, goals, and achievements and develop actions to ensure achievement of performance targets established.
• Continually monitor and track rep productivity and motivate team to achieve goals.
• Utilize consistent management retention techniques to ensure attrition levels are minimized to achieve targets.
• Manage performance review process and ensure employee success and development plans are established.
• Effectively utilize CRM and Lead Management system to assess team performance and sales pipeline health and take actions based on an analytical assessment of findings. 
• Develop and/or support department budget; track and update as required.
• Work cross-departmentally and with other DTP Managers to resolve issues including billing, shipping, and lead management disputes.
• Maintain regular and punctual attendance.
• Comply with all company policies and procedures.
• Assist with any other duties as assigned.

Direct to Patient Sales Manager (DTPM) II

In addition to items listed for DTPM I, a DTPM II may also be responsible for the following.

• Manage a sales team of up to 30 DTP Specialists with 1 supervisor in accordance with Inogen’s Cultural Pillars, policies, and procedures.
• Responsible for documenting and executing strategic projects as assigned. Establish, define, and validate metrics and support process implementation plans.
• Resolves escalated issues arising from operations and requiring coordination with other departments.
• Lead and perform project-based activity as assigned.
• Serve as the SME for DTP on all departmental processes for the Sales Management team.
• Provide coaching, mentoring, and best practice sharing with other managers, supervisors, and DTP sale representatives. May include travel to alternate DTP sale centers.

Knowledge, Skills, and Abilities

• Thorough knowledge of inside sales process
• Expert selling skills
• Knowledge of Insurance and Medicare requirements
• Proficiency with CRM and/or Lead Management systems
• Must be able to motivate, coach and mentor team
• Must have strong work ethic.
• Excellent oral and written communication skills required.
• Attention to detail is required.
• Effective conflict resolution.
• Analytical & problem-solving skills.
• Able to prioritize and manage multiple competing priorities simultaneously.
• Solutions-oriented problem solver.
• Excellent planning, communication, and organizational skills.
• Ability to effectively interface with different departments within the company.
• Potential for quarterly travel.

Qualifications (Experience and Education)

Level I

DTPM I

• Bachelor’s degree in Business, English, Communications, or related field of study, required. 
• 7 years proven sales experience or relative work experience, required.
• 2 years of prior sales supervisory/management experience, required.
• Advanced knowledge/proficiency in Microsoft Office, required.
• Intermediate knowledge/proficiency with CRM and/or Lead Management systems, required.
• A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities.

Level II

DTPM II

• Bachelor’s in Business, English, Communications, or related field, required.
• 7-10 years proven sales experience, required.
• 5 years’ 2nd level management experience, required.
• Advanced knowledge/proficiency in Microsoft Office, required.
• Advanced knowledge/proficiency with CRM and/or Lead Management systems, required.
• A combination of training, education and experience that is equivalent to the qualifications listed above and that provides the required knowledge, skills, and abilities.

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.