HDx Account Manager

Agilent Technologies • Philadelphia, PA

28d • Remote

About The Position

The Account Manager is responsible for Account Management for Healthcare Diagnostics customers within assigned territory (Eastern PA, NJ, DE). 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 by performing the following duties: Essential Job Functions & Responsibilities: 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. Ability to 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. Other related duties may be assigned. Travel - 80% in the assigned territory. This position involves regular face-to-face travel, including the inherent risks associated with travel and weather conditions. This position may require working at customer facilities and workshop locations where conditions may vary to include exposure to temperature changes, varying levels of equipment noise, moving objects, electrical/manual machinery, and biologically hazardous materials. Some locations may house laboratories where exposure to fumes, chemicals, toxic materials, blood, and/or blood products may occur. The use of personal protective safety equipment may be required at some locations where safety techniques for handling hazardous materials must be learned and practiced.

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.
• Working knowledge of PowerPoint, Excel, MS Teams and navigating CRM tools and other enterprise software.
• 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.

Responsibilities

• 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.
• Ability to 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.

Benefits

• This job is sales incentive eligible.
• In the US, this position is eligible for choice of company car or reimbursement for personal vehicle usage.
• eligibility for bonus, stock and benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level