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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