Sales Director (Midwest)

Fulgent Genetics, Inc.•Chicago, IL

42d

About The Position

Inform Diagnostics, a Fulgent Genetics Company, is a nationally recognized diagnostics laboratory focused on anatomic pathology subspecialties including gastrointestinal pathology, dermatopathology, urologic pathology, hematopathology, and breast pathology. Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier, full-service genomic testing company built around a foundational technology platform. Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike. Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company. Summary of Position Sales Directors identify new business opportunities as the bulk of their day-to-day while also managing existing customer relationships within a given territory. They understand customer industry and business needs and strategically sell pathology products/services. Focus on driving revenue and client retention by building consultative relationships. Work with clients to establish a strategic account value. Successful Sales Directors follow a results-driven process while finding a balance between customer orientation and territory growth. Executes sales cycle with a high level of service. Overnight travel is approximately 60% (up to 90%). Key Job Elements Sales Directors will spend 70% of their time prospecting high-volume targets, 20% of their time focusing on client retention while trying to penetrate additional case volume, and 10% of their time completing administrative duties. Act as a single point of contact for assigned customers. Create strategic business plans and consistently achieve sales quota while complying with company standards, policies, and procedures. Grow revenue in the designated territory through effectively prospecting target customers, delivering compelling value propositions, and converting business routinely. Negotiate agreements. Maintain Anatomic Pathology product knowledge/expertise in Derm, GI, and GU. Communicate effectively and professionally with internal and external customers to exceed performance objectives and customer expectations.

Requirements

5+ years of successful healthcare sales experience (both product and service) preferred, with experience calling on and selling to physicians, and ambulatory surgery centers.
2+ years of anatomical pathology sales experience preferred.
A bachelor's degree from an accredited University is required.
Ability to travel 60% (and the ability to travel up to 90%) and work flexible hours when required.
Positive attitude paired with strong work ethic and drive to win business.
Ability to find opportunities and turn them into long-term, profitable relationships.
Possess a high degree of understanding of the client relationship with Physicians, their needs, and how we can provide service and technology solutions for their pathology needs.
Demonstrated decision-making ability towards solving problems, while working under pressure and effectively communicating these solutions to coworkers and customers.
Ability to quickly learn and apply knowledge of proprietary software programs.
Customer Service Focus - Demonstrate a focus on listening to and understanding client/customer needs and then delighting the client/customer by exceeding service and quality expectations.

Responsibilities

Identify new business opportunities
Manage existing customer relationships within a given territory
Understand customer industry and business needs and strategically sell pathology products/services
Focus on driving revenue and client retention by building consultative relationships
Work with clients to establish a strategic account value
Follow a results-driven process while finding a balance between customer orientation and territory growth
Execute sales cycle with a high level of service
Prospect high-volume targets
Focus on client retention while trying to penetrate additional case volume
Complete administrative duties
Act as a single point of contact for assigned customers
Create strategic business plans and consistently achieve sales quota while complying with company standards, policies, and procedures
Grow revenue in the designated territory through effectively prospecting target customers, delivering compelling value propositions, and converting business routinely
Negotiate agreements
Maintain Anatomic Pathology product knowledge/expertise in Derm, GI, and GU
Communicate effectively and professionally with internal and external customers to exceed performance objectives and customer expectations