Diagnostic Sales Manager (Arkansas/Louisiana)

Antech Diagnostics•Baton Rouge, LA

9d•Onsite

About The Position

The Diagnostic Sales Manager (DSM) manages territory market share, 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 role serves as an advisor, leader, and technical expert, supporting peer mentorship and helping colleagues develop sales tactics to win new business and renewals and resolve complex customer issues. This is a field-based role covering all of Arkansas and most of Louisiana, including Shreveport and Baton Rouge. Candidates must live within the territory. The role involves substantial customer travel, including overnight travel, and is eligible for monthly and quarterly commission and a company vehicle. The stated target base pay range is $75,000–$93,500 annually. Antech is part of Mars Science & Diagnostics and provides veterinary diagnostic services and solutions, including reference laboratories, in-house diagnostic instruments and consumables, digital cytology, data services and software, veterinary imaging and technology, professional education, and specialist support. The company’s culture is guided by the Five Principles: Quality, Responsibility, Mutuality, Efficiency, and Freedom.

Requirements

Three or more years of successful field sales experience.
Demonstrated high sales performance, including a record of 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 and written communication, negotiation, and consultative-sales skills.
Ability to influence and negotiate with clients and colleagues and build strong client relationships and loyalty.
Ability to work independently and in a team-oriented environment, and to train peers on sales processes and effective use of collateral, systems, and assets.
Ability to execute sales strategies in a complex, fast-paced environment and use data to identify and communicate regional high-priority opportunities.
Ability to differentiate Antech’s core business offerings from competitors’ offerings.
Strong reasoning, planning, prioritization, organizational, computer, and analytical skills, including the ability to use client data to identify growth opportunities.
Ability to manage recurring and ad hoc tasks, work under time constraints, take initiative, and adapt to changing priorities and a fast-changing environment.
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.
Able to drive up to four hours consecutively; overnight travel is required.
Candidates must be based within the territory covering Arkansas and most of Louisiana.

Nice To Haves

Bachelor’s degree in animal health, biological sciences, laboratory sciences, business, or a related field.
Experience in veterinary diagnostics.
Proficiency with Microsoft Office and CRM systems such as Salesforce, and ability to learn new sales-support technologies quickly.

Responsibilities

Create and implement territory coverage plans to optimize account coverage.
Conduct at least 85% of sales calls in person to promote, sell, and service existing and prospective animal hospitals, veterinarians, and staff, and achieve growth targets.
Grow revenue year over year across Reference Lab, imaging, and in-house diagnostics equipment, tests, and services through new account acquisition and existing-account development and upgrades.
Advance sales independently through contract closure while obtaining approvals required by sales operations processes.
Create and implement quarterly sales plans aligned with sales goals and 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 that suit veterinary practices’ needs.
Manage territory finances and expenses, renew and sign contracts, and prospect for new business opportunities.
Apply knowledge of the sales-process timeline and conduct thorough analyses 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 customer 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 diagnostic services, equipment, and imaging systems as solutions for veterinary practices’ diagnostic needs.
Coordinate support and customer activities at meetings as assigned.
Maintain accurate and thorough Salesforce CRM customer and business data and other system records.
Identify, target, and acquire new business opportunities; negotiate and implement mutually beneficial customer 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.
Work with Senior Equipment Specialists and Regional Managers to identify opportunities for practices ready to purchase a 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.
Perform duties in accordance with Mars’ Five Principles and Antech conduct and ethics policies.
Conduct quarterly business reviews for current clients, or as directed.
Help establish the company as a leader in animal laboratory diagnostics and veterinary practice solutions within the SDx portfolio.
Complete administrative duties, including timely daily forecasting and updating the CRM with sales activities.
Maintain competitive knowledge of veterinary diagnostics and animal healthcare.
Travel by vehicle within the assigned territory, including overnight travel; travel may be up to 85% of the time.