Territory Sales Executive – Care Home Partners...

Territory Sales Executive – Care Home Partnerships Territory: North & Midlands (Yorkshire and the wider Midlands region) Contract: Full-time or Part-time Reporting to: Business Manager Working pattern: Field-based, with administrative work completed from home Travel: Regular travel across the territory, with Head Office visits from time to time Overview Our client is seeking a Territory Sales Executive to develop and grow our care home partnerships across the North and Midlands. This is a relationship led role focused on engaging care home owners, operators, and management teams, converting opportunities through a structured sales process, and supporting a smooth transition through to go live. What We Will Provide • A defined prospect list of care homes and operator groups within your territory. • A custom-built CRM to manage activity, pipeline progression, and forecasting. • Sales collateral and service information to support high-quality meetings. • Structured internal support from pharmacy and operations teams to enable a smooth onboarding process. Key Responsibilities Business Development and Relationship Management • Develop new opportunities through proactive outreach and disciplined follow-up. • Build effective relationships with care home owners, group operators, Registered Managers, and operational leads. • Represent the company professionally throughout the sales cycle. Appointment Setting and Territory Management • Pre-arrange meetings with care home managers and decision-makers. • Plan and manage a structured territory schedule to maximise meeting volume and conversion. • Maintain accurate contact records and activity logs within the CRM. Consultative Sales • Conduct structured discovery to understand each prospect’s current arrangements and priorities. • Present the clients service offering clearly and professionally. • Agree clear next steps and maintain momentum through to commitment. Coordination and Onboarding Handover • Capture accurate site information, key contacts, and timelines. • Work closely with the Business Manager and internal teams to coordinate onboarding. Reporting and CRM Discipline • Maintain up-to-date pipeline records within the CRM. • Provide regular updates on activity levels, pipeline progress, and expected conversions. Performance Measures • Meetings booked and attended with decision-makers. • Qualified opportunities progressed through the pipeline. • Conversions to go-live and time-to-convert. • Pipeline value and forecasting accuracy. • CRM quality and consistency of follow-up. The Ideal Candidate You will be a credible, relationship-led sales professional with experience developing relationships within the care home sector. You understand how owners, operators and managers evaluate service providers and are comfortable managing a regional territory. • Based in the North or the Midlands, with the ability to travel regularly. • Demonstrable experience building relationships with care home owners and managers. • Confident in proactive outreach and structured follow-up. • Organised, consistent, and professional in approach. Essential Experience and Skills • Proven success in B2B sales, territory development, or comparable commercial role. • Experience engaging senior decision-makers. • Strong outbound prospecting and appointment-setting capability. • Excellent planning, prioritisation, and CRM discipline. Advantageous (Not Essential) • Experience selling into care homes or regulated service environments. • Familiarity with care home medicines processes or provider transitions. • Awareness of eMAR systems (Atlas, Omnicell, Optum, Med e-care, NaviMeds). Company Package • Competitive basic salary + performance based commission. • Part-time: Own vehicle required; fuel allowance provided. • Full-time: Company car can be provided. • Mobile/laptop provided. • Holiday entitlement and benefits