Mars

Diagnostic Sales Manager

Mars

full-time

Posted on:

Location Type: Office

Location: St. Louis • Illinois • Montana • United States

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Salary

💰 $75,000 - $93,500 per year

About the role

  • Manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists, and other regional Mars Science and Diagnostic (“SDx”) offerings.
  • Serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.
  • 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.
  • Identify 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.
  • Understand and apply 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.
  • Cooperate and collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
  • Share 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.
  • Demonstrate and believe 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.
  • Maintain Salesforce (CRM) customer and business date and other system records accurately and thoroughly.
  • Identify, target, and acquire new business opportunities.
  • Negotiate and implement mutually beneficial contractual relationships for customers and the company.
  • Adhere to typical pricing guidelines and seek 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.
  • Collaborate 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.
  • Complete these and other job duties in accordance with the Five Principles of Mars and Antech’s Conduct and Ethics policies.
  • Provide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars.
  • Conduct quarterly business reviews (or as directed) for current clients.
  • Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions, within SDX portfolio.
  • Coordinate daily support activities and customer activities at meetings as assigned.
  • Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
  • Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.

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.
  • Strong sales and closing skills
  • Strong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers
  • Strong interpersonal skills and the ability to build strong client relationships and loyalty to Antech.
  • Must be professionally mature and able to adapt to independent and team-oriented environment.
  • Ability to close new business within short sales cycles.
  • Ability to execute sales strategies in a complex, multi-faceted, fast-paced environment.
  • Ability to train peers on the day-to-day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew business contracts.
  • Ability to use data to inform the leadership team of regional high-priority opportunities.
  • Ability to differentiate core business offerings to separate Antech Diagnostics from competitors’ offerings.
  • Must possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results.
  • Must have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks.
  • Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities.
  • Must have the ability to work well under time constraints.
  • Must have the ability to take own initiative and work independently.
  • Must be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology.
  • Must have flexible and adaptable attitude to cope with fast fast-changing and complex environment.
  • Must be able to maintain confidentiality and use confidential information appropriately.
  • Must be able to organize and schedule work effectively and effectively adapt to changing priorities.
  • Must be insurable and must maintain a valid driver’s license.
  • Travel by vehicle up to 85% of the time within assigned territory, including overnight travel.
  • Ability to drive up to 4 hours consecutively and overnight travel is required.
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 & Tools
field sales experiencesales performanceprospectingpre-call planningclosing dealsdata analysissales strategiestraining peersclient data analysisnegotiation
Soft Skills
interpersonal skillscommunication skillsteam orientedconsultative sales skillsrelationship buildingadaptabilityproblem-solvinginitiativetime managementconfidentiality
Certifications
Bachelor's degree in Animal HealthBachelor's degree in Biological SciencesBachelor's degree in Lab SciencesBachelor's degree in Business-related field