Market Development Manager

Exagen•San Francisco, CA

About The Position

Our commercial team is a group of passionate, hard-working, fun people aligned to our vision of delivering value to our customers resulting in better patient care. We are seeking dynamic, award-winning, high-performing sales professionals to join our commercial sales organization. As an MDM, you are the face of Exagen to our customers. You ensure that customers understand Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) Vision and value by professionally promoting our products and services to Health Care Providers (HCPs), staff, and other decision-makers. The role’s main objectives: Drive consistent top-line unit growth Align to corporate objectives and utilize all available resources Exceed customer expectations

Requirements

Bachelor's BA or BS degree with an emphasis in the life sciences, or equivalent experience
A minimum of 4 years of top sales performance in Diagnostic, Pharmaceutical, and/or other related healthcare markets
Proven and consistent track record of exceeding sales objectives, preferably in Diagnostics and/or Specialty markets
Possess superior selling skills developed in highly competitive markets
Sets high goals and standards of performance and is self-motivated and able to work with a general level of autonomy
Proven expertise in building strong relationships, influencing and changing customer behavior
Aptitude for rapid learning and retention of technical and scientific product-related information
Prior business-to-business sales experience
Some overnight and weekends may be required

Responsibilities

Ensures that the territory meets or exceeds all quarterly sales targets and goals
Designs and executes territory business plan to exceed growth expectations by effectively impacting targeted HCPs and prospective HCPs in a defined geography
Analyzes and monitors territory activity to ensure reach and frequency metrics are adequate to drive business needs, maximize sales and ensure key HCPs and practices receive at least the minimum number of visits determined to service and grow the practice
Educates HCPs and staff on Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) vision and the value of Exagen’s products and services for appropriate patient care
Efficiently routes travel throughout assigned territory geography to access, engage and impact identified and prospective customers
Determines, analyzes, and executes the coordination of territory resource needs for speaker programs, in-office educational budget, samples, and other promotional resources and activities in alignment with the corporate, region, and territory objectives
Reviews sample test results with HCPs to enhance their understanding of Exagen's diagnostic technology and value
Provides appropriate compliant guidance surrounding billing, insurance, and reimbursement procedures to customer’s staff using knowledge of coding, place of service, and product pricing
Collaborates with the Regional Sales Director, Managed Markets team, and other stakeholders as needed, in the analysis and development of Laboratory Pricing Agreements e.g., Client Bill and other logistics important for customer access to our diagnostic products
Collaborates with internal Provider Relations (PR) Representatives to support accounts, keep account of activities, update client database, follow-up, provide literature and supplies
Performs all administrative functions required of the position, including, but not limited to, reporting call activity and customer information into Exagen’s call reporting system in a timely manner, submitting expenses accurately, completing training assignments, etc.