Territory Sales Specialist at South Bend Medical Foundation Inc – South Bend, Indiana

This role supports and drives growth across the Anatomic Pathology

service lines. The Territory Sales Specialist is responsible for developing

and executing integrated commercial strategies that expand market

presence, generate qualified leads, and convert opportunities into long-term

partnerships with healthcare organizations.

The position serves as a key connector between clinical services,

operations, and business development, acting as a primary ambassador for

SBMF’s pathology offerings and solutions.

KEY FOCUS AREAS

The role emphasizes growth in Anatomic Pathology, engagement with

hospital systems, specialty physician practices, and ambulatory clinics,

expansion of digital pathology initiatives, and development of outreach

services across multiple specialties.

ESSENTIAL FUNCTIONS

Sales & Business Development

The Territory Sales Specialist drives new business acquisition within

assigned territories, identifies and pursues prospective healthcare clients

such as hospitals, health systems, and specialty practices, and leads both

in-person and virtual sales meetings, presentations, and demonstrations.

This role requires building and managing a structured sales pipeline with

defined activity metrics and revenue goals. The Sales Specialist

collaborates closely with operations and clinical leadership to ensure

proposed solutions align with client needs and supports contract

discussions and onboarding activities in partnership with internal teams.

Marketing Strategy & Execution

The Sales Specialist implements regional marketing initiatives that

support SBMF’s growth strategy, assists with planning and coordinating

conference activities including booth engagement and lead follow-up, and

works with marketing leadership to develop messaging, collateral, and

digital content. The position also contributes to specialty specific

positioning for Anatomic Pathology services and provides field-based

insights to refine marketing strategies and value propositions.

Relationship Management

The role requires building and sustaining long-term relationships with healthcare administrators, practice managers, HIM leaders, and physicians. The Sales Specialist serves as a trusted resource and primary contact for prospective clients and partners with Client Services to ensure seamless transitions after the sale.

Reporting & Performance

The Territory Sales Specialist tracks and reports sales activities, evaluates pipeline progress, and communicates outcomes to leadership. The role is expected to meet or exceed established KPIs related to activity, growth, and retention while providing competitive intelligence and broader market insights.

• Candidates must hold a bachelor’s degree in business, Marketing, Healthcare Administration, or a related field, along with three to five years of experience in healthcare sales, marketing, or business development.
• Experience selling services or solutions to healthcare providers is required, as is a solid understanding of healthcare operations, compliance, or clinical services.
• The position requires proven relationship building and consultative sales skills, as well as the willingness to travel regionally and attend conferences
• Experience in Anatomic Pathology, laboratory services, or diagnostic environments is preferred with Medical Records or healthcare technology solutions a plus. Familiarity with hospital systems, specialty practices, and ambulatory clinics is desirable, and comfort working collaboratively with clinical, operational, and executive teams is beneficial.
• The role requires strategic thinking paired with practical execution skills. Strong communication and presentation abilities, self-motivation, organizational strength, and a performance-driven approach are essential.
• Must possess the ability to clearly articulate complex service offerings and maintain a professional presence consistent with SBMF’s mission.