HDx Account Manager

Agilent Technologies

1d•Hybrid

About The Position

The Account Manager is responsible for managing and expanding relationships with Healthcare Diagnostics customers within an assigned territory. This role involves direct sales of new and existing cancer diagnostic products, including Genomics and Pathology automated workflow solutions, into the Anatomic Pathology/Clinical Marketplace. The Account Manager will develop and implement strategic sales plans to achieve and exceed sales goals, forecast product demand, and manage financial proposals. The position requires collaboration with customers to understand their objectives, regular contact (in-person and virtually) with various stakeholders in clinical laboratories, and ensuring post-implementation support. The role also involves preparing and conducting technical presentations, participating in trade shows, providing feedback for product enhancements, and conducting market analysis and business reviews. A significant aspect of the role is extensive travel (80%) within the assigned territory, which includes working at customer facilities and workshop locations with potential exposure to varying environmental conditions and hazardous materials, requiring the use of personal protective safety equipment.

Requirements

Bachelor’s degree in Life Sciences or a Medical Technologist certification and/or equivalent experience.
4+ Direct sales experience with a track record of successfully developing new business and maintaining existing accounts.
4+ years selling medical devices or related products and services.
Ability to travel up to 75%.
Successful candidate must live in the NJ area.
Function in a responsible, professional manner using good judgment in decision making.
Think and act independently with little direct supervision, maintain work ethic, remain focused while working in the field.
Maintain strong desire to succeed and to accept accountability for assignments.
Make decisions while considering the needs of a global market.
Handle the emotional challenges of extensive domestic travel and adjust to the conditions of customer facilities and abide by requirements imposed by non-Agilent facilities in a professional manner.
Highly organized to handle large customers and multiple sales call points.

Nice To Haves

Experience calling on Reference Labs, Medical Centers, Pathologists, or related providers highly desirable.
Working knowledge of Genomics and Next Gen Sequencing workflows a plus.
Working knowledge of PowerPoint, Excel, MS Teams and navigating CRM tools and other enterprise software.

Responsibilities

Account Management for Healthcare Diagnostics customers within assigned territory.
Maintains and expands relationships with customers of the organization.
Accountable for direct sales of new/existing products.
Develops and implements strategic sales plans to maintain and grow the business to exceed sales goals and performance expectations.
Sales of Cancer Diagnostic Products, including Genomics and Pathology automated workflow solutions into the Anatomic Pathology/Clinical Marketplace.
Promotes Agilent Pathology/Genomics products and identifies potential sales opportunities in a professional manner to achieve the sales plan.
Develops and implements strategies to maintain and/or expand sales within an assigned territory.
Work in a team environment to effectively collaborate with service, applications and sales and marketing specialists.
Prepares a plan for each account to identify customer needs/opportunities and how they can be met in the short, mid, and long-term.
Forecasts the demand for product(s) within assigned territory.
Provides reports on the budget and sales activity for a given period.
Accountable for financial proposals (i.e., single use quotes, reagent rentals, Unilateral and Bilateral agreements, etc.), territory management and forecasting.
Collaborates with customers to understand the customer's overall objectives and requirements.
Contacts customers on a regular basis, both in-person and virtually, to maintain account relationships, advises on new product and service offerings, and obtain feedback on products.
Calls on multiple stakeholders including Pathologists, Administrators, Technicians, Purchasing Agents, and Managers in clinical laboratories located in hospitals, reference testing labs, comprehensive cancer centers and labs involved in clinical diagnostic workflows.
Ensures sales, applications and service, and training departments provide post implementation support to assigned accounts.
Serves as a point of escalation for issues or activities that the customer encounters during product utilization.
Expedites the resolution of customer problems/complaints.
Prepares and conducts technical/product presentations and demonstrations.
Participates in trade shows by representing the organization and sharing information on products.
Provides feedback to marketing and product engineering teams for future product enhancements.
Shares ideas and customer needs throughout all phases of product life cycle (plan, design, integrate, install, manage).
Supplies quarterly and annual business forecasting by providing account trends and sharing future client needs.
Develops Total Available Market Analysis for territory to include analysis of all hospitals and reference labs in territory performing testing which Agilent supplies with list of equipment used for testing, volumes, and current dedication.
Prepares and presents Business Review Analysis to top 10 customers in territory on bi-annual basis.
Achieves assigned Key Performance Indicators.
Compliant with industry regulations and requirements related to Health Care Organizations and Health Care Professionals.
Travel - 80% in the assigned territory.