Diagnostic Sales Manager (Northwest Houston)

Antech Diagnostics•Cypress, TX

8d•$75,000 - $93,500•Onsite

About The Position

The Diagnostic Sales Manager (DSM) manages territory market share, the 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 serves as an advisor, leader, and technical expert, supports peer mentorship, and helps colleagues and other functions develop sales tactics to close new business and renewals and resolve complicated customer issues. This is a field-based role covering Northwest Houston, The Woodlands, Cypress, Katy, Texas, and surrounding cities. Candidates must be based within the territory. The position involves vehicle travel within the territory up to 85% of the time, including required overnight travel. The target base pay range is $75,000–$93,500 annually, with eligibility for monthly and quarterly commission and a company vehicle.

Requirements

At least 3 years of successful field sales experience.
Demonstrated high sales performance, including a record of prospecting, pre-call planning, and closing deals.
Excellent interpersonal, communication, and negotiation skills; team orientation; and conceptual or consultative sales skills.
Strong sales and closing skills, including the ability to close new business within short sales cycles.
Ability to execute sales strategies in a complex, multifaceted, fast-paced environment and work effectively under time constraints.
Ability to train peers on day-to-day sales processes and effective use of collateral, systems, and assets to close new business and renew contracts.
Ability to use data to inform leadership about high-priority regional opportunities and to analyze client data to drive growth.
Ability to differentiate Antech’s core offerings from competitors’ offerings.
Strong logic and reasoning, initiative, results orientation, and ability to work independently as well as in a team-oriented environment.
Ability to plan, prioritize, organize, and schedule multiple recurring and ad hoc tasks while adapting to changing priorities and a fast-changing, complex environment.
Strong computer and analytical skills; proficiency with Microsoft Office and CRM systems such as Salesforce, and ability to learn new sales-support technologies quickly.
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.
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.

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 and conduct 85% or more of sales calls in person to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff.
Grow year-over-year diagnostic revenue for 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 approvals through the sales operations process.
Create and implement quarterly sales plans to meet goals and objectives under the sales compensation plan.
Provide product education, training, support, and service for in-house diagnostics and Reference Lab offerings, including consultations at staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services suited to customers’ practice needs.
Manage territory finances and expenses, renew and sign contracts, and prospect for new business using strong prioritization.
Apply knowledge of the sales-process timeline and conduct thorough analysis in client meetings while respecting client time.
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 insights and competitive market information with regional and senior leadership.
Research customers before site visits to tailor communications, anticipate issues, and reduce contacts needed to close or renew business.
Promote Antech lab diagnostics, in-house diagnostic equipment, and imaging systems as solutions for veterinary practices’ diagnostic needs.
Coordinate daily support and customer activities at meetings as assigned.
Maintain accurate and thorough Salesforce CRM customer and business data and other system records; complete timely daily forecasting and update the CRM with sales activities.
Identify, target, and acquire new business opportunities.
Negotiate and implement mutually beneficial contractual relationships for customers and the company, following typical pricing guidelines and seeking exceptions only when mutually beneficial.
Use approved sales collateral to support promotional and territorial needs.
Partner with cross-functional teams and internal resources to co-promote Antech’s full portfolio of services and products.
Collaborate with Senior Equipment Specialists and Regional Managers to identify opportunities for practitioners to purchase the full diagnostic suite, including in-house diagnostics, Sound/Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard company assets and fulfill administrative and reporting responsibilities.
Perform duties in accordance with the Mars Five Principles and Antech Conduct and Ethics policies.
Conduct quarterly business reviews, or reviews as directed, for current clients.
Help establish the company as a leader in animal lab diagnostic services, products, and veterinary practice solutions within the SDx portfolio.
Learn and maintain competitive knowledge in diagnostics and animal healthcare.