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Diagnostic Sales Manager

2 months ago

Maple Ridge, Canada Antech Diagnostics Full time

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

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Job Purpose/Overview

The Diagnostic Sales Manager (“DSM”) will 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. The DSM will 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.

Essential Duties and Responsibilities

  • 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 date 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.

  • Completes 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

Education and Experience

  • 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.

Knowledge, Skills and Abilities

  • 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

Travel

Percent of time: up to 85%