Clinical Specialty Representative - Mississippi Territory

Mayo Clinic•Rochester, MN

3d•Remote

About The Position

The Clinical Specialty Representative promotes Mayo Clinic’s core values and supports community-based health care and integrated delivery systems by selling Mayo Medical Laboratories tests. The representative uses collaborative selling aligned with the MCL sales process and assigned clients, generates new-business revenue, and works with clients to develop account- and test-specific selling and promotional strategies. In collaboration with the CSR Director, Regional Director of Sales, Regional Managers, clients, and Product Managers, the representative projects annual sales growth and assesses market dynamics and economic conditions; develops and implements territory and account business plans; and identifies differentiated tests or test groups for targeted upselling. The representative sells and differentiates Mayo testing from competing interests, coordinates resources, develops presentations, participates in bid processes, negotiates pricing with the regional manager, coordinates contract development and execution, and monitors price lock-in accuracy. This is a field-based sales position covering Mississippi. The incumbent must work from a home office located within the territory; relocation is not offered. Occasional overnight travel is required or expected, and extensive travel is required. The position requires a two-year commitment. Mayo Clinic does not offer visa sponsorship or transfer and does not participate in the F-1 STEM OPT extension program.

Requirements

Bachelor’s degree.
Three years of experience in sales; experience in the represented market segment, such as Neurology, is preferred within this requirement.
Experience in physician/client-facing contact or negotiating contracts within a hospital or laboratory setting.
Must work from a home office located within the Mississippi territory; relocation is not offered.
Two-year commitment to the role is required.
Excellent human relations, management, and communication skills.
Ability to be accountable, adaptable, flexible, creative, dependable, responsible, and customer-focused, and to perform well in multifunctional environments.
Ability to manage several projects or tasks simultaneously and prioritize them appropriately.
Decision-making and problem-solving ability, with adherence to Mayo Clinic and MCS policies and procedures.
Ability to work in a diverse environment and communicate professionally, including maintaining a positive and courteous tone during adversarial discussions.
Valid driver’s license and good driving record.
Ability to travel extensively on major forms of public transportation.
Not eligible for visa sponsorship or visa transfer; Mayo Clinic does not participate in the F-1 STEM OPT extension program.

Nice To Haves

Master’s degree in business, medical technology, or sciences.
FACHE certification.
Sales experience in the market segment the representative will cover, such as Neurology.

Responsibilities

Promote Mayo Clinic’s core values and support community-based health care and integrated delivery systems through the sale of Mayo Medical Laboratories tests.
Use collaborative selling with assigned clients in alignment with the MCL sales process.
Generate new-business revenue and co-develop account- and test-specific selling and promotional strategies with clients.
Project annual sales growth and assess market dynamics and economic conditions in collaboration with sales leadership and clients.
Co-develop and implement business plans for territories and accounts.
Sell Mayo testing and persuade buying influences to move testing to Mayo by differentiating Mayo offerings from competing interests.
Coordinate appropriate resources, develop presentations, and participate in bid processes for new and upsell opportunities.
Identify differentiated tests or test groups with Product Managers and sales leadership, and pursue upsells to targeted clients.
Negotiate pricing with the regional manager, coordinate contract development and execution, and monitor accurate price lock-in.
Keep abreast of regulatory issues, reimbursement issues, and service requirements.
Manage multiple projects or tasks and prioritize them using appropriate judgment.
Follow Mayo Clinic and MCS policies and procedures, and provide clients with concise, sensitive, informative, and professional direction.