Mars

Diagnostic Sales Manager

Mars

full-time

Posted on:

Location Type: Remote

Location: Rhode Island • United States

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Salary

💰 $72,000 - $90,000 per year

About the role

  • Create and implement territory coverage plans for optimal account coverage.
  • Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
  • Increase the Diagnostic revenue growth for both Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services year over year through new account acquisition and existing account upgrades and development
  • Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
  • Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
  • Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars.
  • Identifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs.
  • Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
  • Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
  • Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
  • Cooperates and collaborates with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
  • Shares important insights and competitive market information to regional and senior leadership.
  • Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business.
  • Demonstrates and believes in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.
  • Coordinate daily support activities and customer activities at meetings as assigned.
  • Maintains Salesforce (CRM) customer and business data and other system records accurately and thoroughly.
  • Identify, target, and acquire new business opportunities.
  • Negotiates and implements mutually beneficial contractual relationships for customers and the company.
  • Adheres to typical pricing guidelines and seeks exceptions only when they maintain mutuality.
  • Utilize approved sales collateral to support promotional and territorial needs.
  • Partner with cross-functional teams and internal resources to co-promote full portfolio of Antech services and products.
  • Collaborates with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound/Cuattro, AIS, and Reference Lab services.
  • Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.

Requirements

  • Bachelors degree (Animal Health, Biological Sciences, Lab Sciences or Business-related field) preferred
  • 3+ years of successful field sales experience.
  • Experience in Veterinary Diagnostics is preferred.
  • Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals.
  • Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
  • Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.
  • Proficient with Microsoft Office suite and CMS, such as Salesforce and ability to quickly learn new technologies used to support sales.
Benefits
  • Paid Time Off & Holidays
  • Medical, Dental, Vision (Multiple Plans Available)
  • Basic Life (Company Paid) & Supplemental Life
  • Short and Long Term Disability (Company Paid)
  • Flexible Spending Accounts/Health Savings Accounts
  • Paid Parental Leave
  • 401(k) with company match
  • Tuition/Continuing Education Reimbursement
  • Life Assistance Program
  • Pet Care Discounts

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
field salessales performanceprospectingpre-call planningclosing dealsterritory coverage planscontract negotiationcustomer needs analysisdiagnostic revenue growthproduct education
Soft skills
interpersonal skillscommunication skillsnegotiation skillsteam orientedconsultative sales skillsrelationship buildingprioritizationcustomer experience enhancementcollaborationproblem solving
Certifications
Bachelor's degree in Animal HealthBachelor's degree in Biological SciencesBachelor's degree in Lab SciencesBachelor's degree in Business-related field