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