Diagnostic Sales Manager (Washington DC)

ANTAGENE•Washington, DC

1d•$75,000 - $93,500•Onsite

About The Position

The Diagnostic Sales Manager (DSM) manages territory market share, business accounts, 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 works with Equipment Specialists and other internal partners and serves as an advisor, leader, and technical expert, supporting peer mentorship, sales tactics, new-business and renewal closures, and resolution of complex customer issues. This is a field-based position covering the Washington, D.C. area, and candidates must be based within the territory. The DSM is expected to conduct at least 85% of sales calls in person and may travel by vehicle up to 85% of the time within the territory, including overnight travel. The role requires the ability to drive up to four hours consecutively. The target base pay range is $75,000–$93,500 annually, with eligibility for monthly and quarterly commissions and a company vehicle.

Requirements

At least 3 years of successful field sales experience.
Demonstrated sales performance, including a track record of prospecting, pre-call planning, and closing deals.
Strong sales and closing skills.
Excellent interpersonal, communication, and negotiation skills, with the ability to influence clients and colleagues.
Ability to build strong client relationships and loyalty to Antech.
Ability to work independently and in a team-oriented environment with professional maturity.
Ability to close new business within short sales cycles and execute strategies in a complex, multifaceted, fast-paced environment.
Ability to plan and prioritize multiple recurring and ad hoc tasks, work under time constraints, take initiative, and adapt to changing priorities.
Ability to train peers on sales processes and effective use of collateral, systems, and assets.
Ability to use data to inform leadership about high-priority regional opportunities and analyze client data to identify growth opportunities.
Ability to differentiate Antech’s core offerings from competitors.
Strong logic, reasoning, computer, analytical, and organizational skills, with a drive to achieve results.
Ability to communicate effectively and tactfully with all levels of the organization in person, by phone, and over video conferencing technology.
Ability to maintain confidentiality and use confidential information appropriately.
Proficiency with Microsoft Office and CMS tools such as Salesforce, and ability to quickly 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 Washington, D.C. territory.

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 for optimal account coverage, conducting 85% or more of sales calls in person to promote, sell, and service existing and prospective animal hospitals, veterinarians, and staff.
Grow Reference Lab, imaging, and in-house diagnostics equipment, tests, and services revenue year over year through new-account acquisition and development and upgrades of existing accounts.
Advance sales independently through contract closure while obtaining appropriate approvals under 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 staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services that address veterinary practice needs.
Manage territory finances and expenses, renew and sign contracts, and prioritize prospecting for new business.
Apply knowledge of the sales-process timeline and conduct thorough analysis in client meetings to respect 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 important 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 diagnostics equipment, and imaging systems as solutions for veterinary practices.
Coordinate daily support activities 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 contractual relationships for customers and the company.
Follow typical pricing guidelines and seek exceptions only when they maintain mutuality.
Use approved sales collateral to support promotional and territory 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 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’s Five Principles and Antech’s Conduct and Ethics policies.
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.
Complete administrative duties, including timely daily forecasting and updating the Antech CRM with sales activities.
Learn and maintain competitive knowledge in diagnostics and animal healthcare.