IndeVets · 19 hours ago
Senior Territory Development Representative
US-PA-Philadelphia
Full-time
Hybrid
Mid, Senior Level
1+ years expIndeVets is on a mission to bring balance, fulfillment, and joy to veterinary medicine. The Senior Territory Development Representative is responsible for driving new hospital acquisition and market expansion by engaging and converting hospitals into active partners, while collaborating cross-functionally to align with forecasted demand.
Veterinary
Responsibilities
Identify and prioritize high-potential hospitals using segmentation data (FTE count, services offered, corporate affiliations, geography, and historical IndeVets engagement)
Conduct outbound outreach (calls, email, social selling, and campaign follow-up) to generate and qualify leads
Manage an organized, data-driven sales funnel from initial contact to first shift posting, ensuring consistent follow-up and conversion tracking
Leverage marketing engagement lists and data (opens, clicks, event attendance, web activity) to tailor outreach and improve conversion effectiveness
Collaborate with Marketing on territory-level campaigns, lead scoring, and nurture sequences to improve efficiency and pipeline quality
Partner with Recruiting and Scheduling to ensure new hospital acquisition aligns with IndeVets’ active or forecasted supply of AIVs
Conduct consultative sales conversations to uncover each hospital’s staffing needs, challenges, and workflow preferences
Position IndeVets’ model as the ideal staffing solution for hospitals seeking quality, reliability, and flexibility
Maintain accurate activity, pipeline, and forecasting data in Salesforce, ensuring full transparency to leadership
Collaborate closely with the assigned HGM to ensure smooth handoff once a hospital posts its first shift, including documentation of key decision-makers, hospital preferences, and any special considerations
Participate in team performance reviews, share feedback, and contribute to continuous improvement of sales processes
Ensure IndeVets’ hospital account data in Salesforce is complete, accurate, and up to date by verifying and updating key fields such as FTE count, services offered, corporate affiliation, geography, and PIMS. Validate information through direct conversations, online research, and trusted data sources
Identify and fill missing fields, flag outdated records, and collaborate with Sales Operations and Marketing to maintain data integrity. This ongoing effort strengthens segmentation, targeting, and reporting accuracy, enabling better decision-making and more effective outreach across the organization
Consistently meet or exceed outreach activity goals (calls, emails, touchpoints) while maintaining quality engagement
Use CRM tools, dashboards, and reports to track pipeline health and conversion rates
Adhere to all IndeVets standards, compliance guidelines, and brand representation expectations
Share market feedback and prospect insights with leadership to inform marketing and recruitment strategies
Serve as a role model for outbound discipline, CRM hygiene, and consultative selling excellence
Support onboarding and ramp-up of new TDRs by sharing best practices, call approaches, and territory management strategies
Provide informal coaching and peer feedback through call reviews, pipeline walkthroughs, and deal strategy discussions
Partner with leadership to pilot new tools, messaging, or processes before broader rollout
Act as a trusted point of reference for peers on funnel management, data standards, and cross-functional coordination
Reinforce a performance-driven, collaborative culture grounded in accountability, learning, and shared success
Qualification
Required
Bachelor's degree; concentration in business, healthcare administration, marketing, or a related field preferred
1–3+ years of experience in sales, business development, or outbound prospecting roles, preferably in healthcare, staffing, SaaS, or professional services
Proven success in cold outreach, lead generation, and pipeline development
Experience managing opportunities through a structured sales funnel from prospecting through conversion
Familiarity working with marketing-driven leads and campaign follow-up
Experience using CRM systems to track activity, pipeline, and customer data
Strong prospecting and consultative selling skills, including the ability to engage decision-makers and uncover needs
High comfort level with outbound activity (calls, emails, social selling) and consistent follow-up
Ability to manage and progress opportunities through defined funnel stages
Strong attention to detail with a commitment to data accuracy and CRM hygiene
Ability to gather, validate, and enrich account data through conversations and research
Clear, confident written and verbal communication skills
Resilient, self-motivated, and goal-oriented with a growth mindset
Ability to prioritize effectively and adapt messaging based on prospect signals and engagement
Proficiency with CRM tools (Salesforce preferred) and sales productivity platforms
Preferred
Equivalent professional experience in account management or customer success may be considered in lieu of formal education
Benefits
Medical Insurance with a monthly Company contribution
Low-Cost Dental and Vision Insurance
Company-Paid Short-Term Disability Insurance
Low-Cost Long-Term Disability Insurance
Company-Paid Life and Accidental Death & Dismemberment (AD&D) Insurance
Voluntary Employee, Spouse, and Dependent Life Insurance
Company-Paid Employee Assistance Program (EAP)
Paid Parental Leave
Generous Paid-Time Off
401(k) and Roth 401(k) contribution with 100% employer match up to the first 4% with no vesting period
Company
IndeVets
IndeVets is on a mission to bring balance, fulfillment, and joy to veterinary medicine.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknownKey Investors
New Harbor Capital
2021-12-09Private Equity
Leadership Team
Michael Raphael
President and Chief Executive Officer, Co-founder
Recent News
2025-01-22
The Business Journals
2024-04-11
Company data provided by crunchbase