Diagnostic Sales Manager (Arkansas/Louisiana)

Antech Diagnostics•Little Rock, AR

3d•$75,000 - $93,500

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 in partnership with Equipment Specialists, and other regional Mars Science & Diagnostics offerings. The DSM acts as an advisor, leader, and technical expert, supporting peer mentorship and helping colleagues develop sales tactics to close new business and renewals and resolve complex customer issues. This is a field-based position covering all of Arkansas and most of Louisiana, including Shreveport and Baton Rouge. Candidates must be based within the territory. The role involves vehicle travel up to 85% of the time, including overnight travel, and requires the ability to drive up to four hours consecutively. The position offers a target base pay range of $75,000–$93,500 annually, eligibility for monthly and quarterly commission, and a company vehicle.

Requirements

At least 3 years of successful field sales experience.
Demonstrable sales performance, including prospecting, pre-call planning, and closing deals.
Strong sales and closing skills, including the ability to close new business within short sales cycles.
Excellent interpersonal, verbal, written, communication, negotiation, and consultative sales skills.
Ability to influence and negotiate with clients and coworkers, build client relationships and loyalty, and work effectively in a team-oriented environment.
Ability to work independently, take initiative, and adapt to a fast-changing, complex environment.
Ability to execute sales strategies in a complex, multifaceted, fast-paced environment and work under time constraints.
Ability to plan, prioritize, organize, and schedule multiple recurring and ad hoc tasks while adapting to changing priorities.
Strong logic, reasoning, computer, and analytical skills, including the ability to use client data to identify growth opportunities and inform leadership of regional priorities.
Ability to train peers on sales processes and effective use of collateral, systems, and assets.
Ability to differentiate Antech’s core offerings from competitors’ offerings.
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 CMS tools such as Salesforce, and ability to learn new sales-support technologies.
Must be insurable and maintain a valid driver’s license.
Must be able to travel by vehicle up to 85% of the time within the assigned territory, including overnight travel, and drive up to four hours consecutively.
Must be based within the territory covering Arkansas and most of Louisiana.

Nice To Haves

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, a business-related field, or a related area.
Veterinary diagnostics experience.

Responsibilities

Create and implement territory coverage plans, conducting at least 85% of sales calls in person to promote, sell, and service existing and prospective animal hospitals, veterinarians, and staff.
Grow revenue year over year across Reference Lab, imaging, and in-house diagnostics equipment, tests, and services through new account acquisition and development of existing accounts.
Advance sales independently through contract closure while obtaining required approvals under the sales operations process.
Create and implement quarterly sales plans to achieve goals and objectives under the sales compensation plan.
Provide product education, training, support, and service for in-house diagnostics and Reference Lab products, including consultation at staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services that address veterinary practices’ needs.
Manage territory expenses, renew and sign contracts, and prioritize prospecting for new business.
Respect client time by understanding sales-process timelines and providing thorough analysis during 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 relevant customer insights and competitive market information with regional and senior leadership.
Research customers before site visits to tailor messages, anticipate issues, and reduce the number of contacts needed to close or renew business.
Coordinate daily customer support and meeting activities as assigned.
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 contractual relationships, following typical pricing guidelines and seeking exceptions only when appropriate.
Use approved sales collateral and partner with cross-functional teams and internal resources to promote Antech’s full portfolio.
Collaborate with Senior Equipment Specialists and Regional Managers to identify opportunities for customers ready to purchase the full diagnostic suite, including in-house diagnostics, Sound/Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard company assets and comply with administrative and reporting responsibilities.
Conduct quarterly business reviews, or reviews as directed, for current clients.
Help establish the company as a leader in animal laboratory diagnostics, products, and veterinary practice solutions within the SDx portfolio.
Learn and maintain competitive knowledge in diagnostics and animal healthcare.
Perform duties in accordance with the Mars Five Principles and Antech Conduct and Ethics policies.

Benefits

Target base pay of $75,000–$93,500 annually, with eligibility for monthly and quarterly commission.
Company vehicle.
Paid time off and holidays.
Medical, dental, and vision plans.
Company-paid basic life insurance and supplemental life insurance.
Company-paid short- and long-term disability.
Flexible Spending Accounts and Health Savings Accounts.
Paid parental leave.
401(k) with company match.
Tuition and continuing education reimbursement.
Life Assistance Program.
Pet care discounts.