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Linnaeus · 11 hours ago

Diagnostic Sales Manager (Hartford, CT)

Middletown, CT

Full-time

Onsite

Mid, Senior Level

$72K/yr - $90K/yr

3+ years exp

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. The Diagnostic Sales Manager will manage their territory market share, promote and sell Antech Reference Lab services, and support veterinary practices in achieving their growth targets.

Health CareVeterinary

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

Qualification

Veterinary DiagnosticsSales ManagementCRM ProficiencyMicrosoft OfficeNegotiation SkillsAnalytical SkillsInterpersonal SkillsCommunication SkillsTeam CollaborationTime Management

Required

3+ years of successful field sales experience

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