Diagnostic Sales Manager (NE Atlanta)

ANTAGENE•Atlanta, GA

2d•$75,000 - $93,500•Onsite

About The Position

The Diagnostic Sales Manager manages territory market share, 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, supporting peer mentorship and helping colleagues develop sales tactics to close new business and renewals and resolve complicated customer issues. This is a field-based role covering Northeast Atlanta, including Alpharetta and Athens, Georgia. Candidates must reside within the territory. The position involves extensive travel by vehicle within the assigned territory, including overnight travel.

Requirements

At least 3 years of successful field sales experience.
Demonstrated high sales performance, including a track record of prospecting, pre-call planning, and closing deals.
Strong sales, closing, communication, negotiation, interpersonal, and relationship-building skills.
Ability to influence and negotiate with clients and coworkers, and to work effectively in both independent and team-oriented environments.
Ability to close new business within short sales cycles and execute sales strategies in complex, fast-paced environments.
Ability to train peers on sales processes and effective use of collateral, systems, and assets.
Ability to use data to identify and communicate regional high-priority opportunities and to analyze client data for growth opportunities.
Ability to differentiate Antech’s offerings from competitors.
Strong logic, reasoning, organizational, prioritization, analytical, and computer skills; ability to manage recurring and ad hoc tasks under time constraints.
Ability to take initiative, work independently, adapt to changing priorities, and maintain confidentiality.
Ability to communicate effectively and tactfully with all organizational levels in person, by phone, and via video conferencing.
Proficiency with Microsoft Office and CMS tools such as Salesforce, with the ability to learn new sales-support technologies quickly.
Must be insurable and maintain a valid driver’s license.
Travel by vehicle up to 85% of the time within the assigned territory, including overnight travel; ability to drive up to four hours consecutively.
Must be based within the Northeast Atlanta territory, including the Alpharetta and Athens area.

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 at least 85% of sales calls in person to promote, sell, and service existing and prospective animal hospitals, veterinarians, and staff.
Grow diagnostic 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 appropriate 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 staff in-services and veterinarian seminars.
Identify customer needs and recommend products and services that address veterinary practices’ needs.
Manage territory expenses, contracts, renewals, and prospecting priorities.
Apply knowledge of the sales-process timeline and prepare thorough analyses for client meetings.
Build and maintain relationships with referral sources to establish 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 visits to tailor messages, anticipate issues, and reduce the number of contacts needed to close or renew business.
Promote Antech diagnostic services, in-house diagnostics equipment, and imaging systems as solutions for veterinary practices.
Coordinate daily customer support and meeting activities as assigned.
Maintain accurate and complete Salesforce CRM customer and business records and other system records.
Identify, target, and acquire new business opportunities.
Negotiate and implement mutually beneficial customer and company contracts, 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.
Work 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 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 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.