Senior Area Sales Manager

Company Overview

At Enlyte, we combine innovative technology, clinical expertise, and human compassion to help people recover after workplace injuries or auto accidents. We support their journey back to health and wellness through our industry-leading solutions and services. Whether you're supporting a Fortune 500 client or a local business, developing cutting-edge technology, or providing clinical services you'll work alongside dedicated professionals who share your commitment to excellence and make a meaningful impact. Join us in fueling our mission to protect dreams and restore lives, while building your career in an environment that values collaboration, innovation, and personal growth.

Be part of a team that makes a real difference.

Job Description

This is a Full-Time remote position requiring candidates to reside in or near the Sacramento, CA area to support local travel.

The Senior Area Sales Manager (ASM) is responsible for developing new business and expanding existing accounts within an established geographic territory.

This role operates within the workers' compensation space, where the primary "product" is field case management services. Success in this role is driven by building strong, long-term relationships with clients and maintaining a consistent pipeline of referrals.

This position is highly relationship-focused, with a strong emphasis on account management in addition to new business development.

Responsibilities

• Responsible for new account development and/or expanding existing accounts within an established geographic territory/product line.
• Responsible for servicing and supporting existing clients through weekly or biweekly in-person sales contacts.
• Prospect and support new clients by calling on TPAs, Insurance Companies, Self-insured employers, and attorneys within the territory to identify areas of managed care need.
• Attend industry conferences and events, leading to increased business and associated revenue

• Submit an annual Branch Plan in conjunction with the Branch Manager, projecting growth revenue from existing accounts and new business revenue from prospects
• Submit an updated Blueprint of territory quarterly.
• Update account Action Strategies every six months.

• Strategize planning and management of the sales territory with VP

• Grow and maintain a monthly pipeline based on set and measurable financial goals
• Participate in bi-monthly pipeline conference calls with Director, detailing the probability for closure of prospects at 75% or better; address other territory issues as needed
• Daily completion of spreadsheet to highlight sales and account activity.

• Maintain strong "pipeline" of sales leads

• Provide product and service presentations to existing accounts as well as new prospects.
• Strong focus on achieving quarterly goals for all products and services established annually.
• Participate in completion and submission of RFPs.

• Prepare and present at the annual regional meeting on previous year's results and plan for upcoming year.

• Maintain consistent focus on branch inventory against plan to achieve monthly, quarterly, and annual goals with the Branch Manager

• Identify the proper direction of a lead for local, regional, or national attention.
• Mandatory maintenance of product knowledge as it is updated.
• Manage marketing expenses related to conferences, entertainment, travel, and promotional items.
• Other duties may be assigned.

• Bachelor's degree required
• 3-5+ years of experience in sales, account management, or workers' compensation industry
• Experience building and managing client relationships
• Strong communication, presentation, and interpersonal skills
• Ability to work independently with a high level of autonomy and accountability
• Comfortable with frequent in-person client interaction and local travel
• Strong problem-solving skills and ability to manage client issues and relationships