Diagnostic Sales Manager (Washington DC)

Antech Diagnostics•Remote, VA

6h•$75,000 - $93,500•Onsite

About The Position

The Diagnostic Sales Manager (DSM) manages territory market share, accounts, 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, providing 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 the Washington, D.C. area. Candidates must be based within the territory. The role involves travel by vehicle up to 85% of the time, including overnight travel, and is eligible for monthly and quarterly commission and a company vehicle. The target base pay range is $75,000–$93,500 annually. Antech is part of Mars Science & Diagnostics and provides veterinary diagnostic services, laboratory instruments and consumables, digital cytology, data and practice-management software, veterinary imaging and technology, professional education, and specialist support services. Its culture is guided by the Five Principles: Quality, Responsibility, Mutuality, Efficiency, and Freedom.

Requirements

At least 3 years of successful field sales experience.
A track record of strong sales performance, prospecting, pre-call planning, and closing deals.
Strong sales, closing, negotiation, and consultative-sales skills.
Excellent verbal and written communication, interpersonal, and relationship-building skills; ability to influence clients and colleagues.
Ability to close new business within short sales cycles and execute strategies in a complex, fast-paced environment.
Ability to train peers on sales processes and effective use of collateral, systems, and assets to close and renew business.
Ability to use data to identify and communicate high-priority regional opportunities and drive growth.
Ability to differentiate Antech’s offerings from competitors’ products and services.
Strong logic, reasoning, computer, and analytical skills, including ability to analyze client data.
Ability to prioritize and manage recurring and ad hoc tasks, work under time constraints, take initiative, and work independently as well as collaboratively.
Ability to communicate effectively and tactfully with all organizational levels in person, by phone, and via video conferencing.
Adaptability in a fast-changing, complex environment; ability to maintain confidentiality and use confidential information appropriately.
Ability to organize and schedule work and adapt to changing priorities.
Must be insurable and maintain a valid driver’s license.
Must travel by vehicle up to 85% of the time within the territory, including overnight travel, and be able to drive up to 4 hours consecutively.
Must be based within the Washington, D.C. territory.

Nice To Haves

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, Business, or a related field is preferred.
Experience in veterinary diagnostics is preferred.
Proficiency with Microsoft Office and CRM systems such as Salesforce, and ability to quickly learn new sales-support technologies.

Responsibilities

Create and implement territory coverage plans, conducting at least 85% of sales calls in person to promote, sell, and service animal hospitals, veterinarians, and staff.
Grow revenue year over year for Reference Lab, imaging, and in-house diagnostic equipment, tests, and services through new account acquisition and development of existing accounts.
Advance sales independently through contract closure while obtaining approvals required by the sales operations process.
Create and implement quarterly sales plans to meet goals and objectives under the sales compensation plan.
Provide diagnostic product education, training, support, and service, including consultations at staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services that fit veterinary practices’ needs.
Manage territory finances and expenses, renew and sign contracts, and prioritize prospecting for new business.
Plan sales-process timelines and conduct thorough client-meeting analysis while respecting clients’ 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 messages, anticipate issues, and reduce contacts needed to close or renew business.
Promote Antech’s laboratory diagnostics, in-house diagnostic equipment, and imaging systems as solutions for veterinary practices.
Coordinate assigned daily customer-support activities and customer activities at meetings.
Maintain accurate and thorough customer and business records in Salesforce and other systems; complete timely daily forecasting and CRM updates.
Identify, target, and acquire new business opportunities.
Negotiate and implement mutually beneficial customer and company contracts, following pricing guidelines and requesting exceptions when appropriate.
Use approved sales collateral and partner with cross-functional teams to promote Antech’s full portfolio of products and services.
Work with Senior Equipment Specialists and Regional Managers to identify opportunities for customers to purchase the full diagnostic suite, including in-house diagnostics, Sound/Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard company assets and meet 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.
Maintain competitive knowledge in diagnostics and animal healthcare.
Complete duties in accordance with the Mars Five Principles and Antech’s Conduct and Ethics policies.