Diagnostic Sales Manager (NE Atlanta)

Antech Diagnostics•Roswell, GA

1d•$75,000 - $93,500•Onsite

About The Position

The Diagnostic Sales Manager (DSM) manages territory market share, a book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, in-house diagnostics, telemedicine offerings, imaging systems, and other regional Mars Science & Diagnostics offerings. The DSM works with Equipment Specialists and other colleagues to advance new business and renewals, resolve complex customer issues, and provide technical expertise and peer mentorship. This is a field-based role covering Northeast Atlanta, including Alpharetta and Athens, Georgia. Candidates must be based within the territory. The role involves extensive travel by vehicle within the assigned territory, including overnight travel.

Requirements

At least 3 years of successful field sales experience.
Demonstrated sales performance, including prospecting, pre-call planning, and closing deals.
Strong sales, negotiation, and closing skills, including the ability to close new business within short sales cycles.
Excellent verbal and written communication, interpersonal, influencing, and client relationship skills.
Ability to work independently and collaboratively, take initiative, and adapt to a fast-changing, complex environment.
Ability to execute sales strategies, prioritize multiple recurring and ad hoc tasks, organize work, and meet time constraints.
Strong logic, reasoning, computer, and analytical skills; ability to use client data to identify growth opportunities and inform leadership.
Ability to train peers on sales processes and effective use of collateral, systems, and assets.
Ability to communicate effectively and tactfully with all organizational levels in person, by phone, and through video conferencing.
Ability to maintain confidentiality and use confidential information appropriately.
Proficiency with Microsoft Office and CRM/CMS systems such as Salesforce, and ability to learn new sales technologies.
Must be insurable and maintain a valid driver’s license.
Ability to travel by vehicle up to 85% of the time within the territory, including overnight travel, and to drive for up to 4 hours consecutively.

Nice To Haves

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, or a business-related field.
Experience in veterinary diagnostics.

Responsibilities

Create and implement territory coverage plans, conducting at least 85% of sales calls in person to promote, sell, and support existing and prospective animal hospitals, veterinarians, and staff.
Grow Reference Lab, imaging, and in-house diagnostics revenue through new account acquisition and development and upgrades to existing accounts.
Advance sales independently through contract closure while obtaining required approvals.
Create and implement quarterly sales plans aligned with sales goals and the compensation plan.
Provide product education, training, diagnostic support, and service, including staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services that address veterinary practices’ needs.
Manage territory finances and expenses, contracts, renewals, and new-business prospecting.
Manage sales timelines and prepare thorough analyses for client meetings.
Build and maintain relationships with referral sources to develop new business opportunities.
Collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
Share important customer insights and competitive market information with regional and senior leadership.
Research customers before site visits to tailor communications and anticipate issues.
Coordinate assigned customer support and meeting activities.
Maintain accurate and thorough Salesforce CRM and other system records, including timely daily forecasting and sales activity updates.
Identify, target, and acquire new business opportunities; negotiate and implement mutually beneficial contracts.
Follow pricing guidelines and seek exceptions only when they support mutuality.
Use approved sales collateral and partner with cross-functional teams to promote Antech’s full portfolio.
Collaborate with Senior Equipment Specialists and Regional Managers to identify opportunities for customers to purchase the full diagnostic suite.
Manage and safeguard company assets and complete administrative and reporting responsibilities.
Conduct quarterly business reviews, or reviews as directed, for current clients.
Support Antech’s position as a leader in animal diagnostics and veterinary practice solutions.
Maintain competitive knowledge of the diagnostics and animal healthcare markets.
Complete duties in accordance with Mars’s Five Principles and Antech’s conduct and ethics policies.