Territory Representative The Territory Representative is responsible for recruiting vision, dental, and hearing providers into the network while building and maintaining strong, lasting relationships with these practices within a designated territory. This role combines proactive provider recruitment with ongoing account management, serving as the primary point of contact for providers throughout their relationship with the network. The Territory Representative owns the full provider relationship within their territory from initial outreach and recruitment through onboarding, contracting support, and long-term relationship management. This individual is a trusted, local presence for practice owners, administrators, and staff, and is accountable for both network growth and provider retention within their assigned geography. The ideal candidate combines healthcare industry knowledge, strong relationship-building and sales skills, and the ability to manage a territory independently while building trust with practice owners, administrators, and healthcare leaders.
Key Responsibilities
Provider Recruitment:
Identify, prospect, and recruit dental, vision, and hearing providers and practices within an assigned territory to join the network.
Conduct outbound outreach calls, emails, and in-person visits to generate provider interest and schedule meetings.
Present the value proposition of network participation and effectively communicate benefits to prospective providers.
Address provider questions and objections related to reimbursement, network participation, and contracting requirements.
Guide interested providers through the contracting and enrollment process, coordinating with contracting and credentialing teams as needed.
Track recruitment pipeline activity and maintain accurate records within CRM and network development systems.
Relationship Management & Retention:
Serve as ongoing point of contact for contracted providers within the assigned territory.
Build and maintain strong relationships with practice owners, office managers, administrators, and other key stakeholders.
Conduct regular check-ins and in-person visits to existing network providers to support satisfaction and retention.
Proactively identify and resolve provider concerns related to claims, credentialing, reimbursement, or day-to-day network participation.
Educate providers on network updates, policy changes, and available resources to support a positive ongoing experience.
Serve as an escalation point for provider issues within the territory, coordinating with internal teams to drive timely resolution.
Territory Management:
Develop and execute a territory plan that balances new provider recruitment with relationship management of the existing network.
Monitor network adequacy within the territory and prioritize recruitment efforts in underserved areas or specialties.
Maintain up-to-date knowledge of the competitive landscape, market conditions, and provider trends within the territory.
Provide feedback and market insights to leadership regarding provider concerns, competitive activity, and network growth opportunities.
Support achievement of territory-level recruitment, retention, and network adequacy goals.
Collaboration & Reporting:
Partner with contracting, credentialing, and network operations teams to ensure a seamless provider experience from recruitment through onboarding.
Collaborate with other Territory Representatives and leadership to share best practices and coordinate on multi-territory initiatives.
Prepare regular reports on territory performance, including recruitment activity, retention metrics, and network growth.
Identify opportunities to improve the provider recruitment and relationship management process.
Qualifications:
RequiredBachelor's degree in Healthcare Administration, Business, Public Health, or related field, or equivalent experience.3+ years of experience in provider recruitment, provider relations, account management, sales, or a related healthcare role.
Demonstrated success building and maintaining professional relationships, ideally within a defined territory or account base.
Strong communication, presentation, and relationship-building skills.
Ability to manage a territory independently, prioritizing time across recruitment and relationship management activities.
Willingness and ability to travel within the assigned territory as needed.
Preferred:
Experience working with dental, vision, hearing, medical, or ancillary provider networks.
Knowledge of provider reimbursement methodologies and healthcare contracting principles.
Experience supporting credentialing, provider enrollment, or network operations.
Familiarity with managed care or healthcare network development.
Experience working directly with healthcare practice owners and administrators.
