Strategic Account Representative (Northern California)

Antech•Sacramento, CA

3d•$86,000 - $107,500

About The Position

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care. Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs. The SAR role is field-based and travels to corporate customer clinics and hospitals within assigned geography, up to 85% of the time. The Target Base Pay Range in Northern California is $86,000 - $107,500 annually. This position is also eligible to earn a quarterly sales incentive. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget. Job Purpose/Overview The Strategic Account Representative (SAR) is a field-based sales role that drives the growth and retention of Antech’s corporate accounts by driving adoption across capturable lines of business, deepening local engagement, and enhancing the client experience. While contract negotiations occur at the corporate leadership level, the SAR is responsible for field-level relationship management, capturing incremental revenue, and ensuring hospitals within assigned corporate groups (MVH and non-MVH) are supported and activated. This role will serve the Northern California market. SARs serve as experts on assigned corporate accounts for the broader sales organization, bridging corporate strategies with local execution. They collaborate closely with Corporate Account Directors and Strategic Account Managers (SAMs) to deliver exceptional service and drive sustainable growth.

Requirements

Bachelor’s degree in Animal Health, Biological Sciences, Business, or related field preferred.
Minimum of 3+ years of successful field sales, account management, or business development experience.
Proven track record of relationship management, growth strategy execution, and delivering measurable results.
Strong interpersonal and communication skills with the ability to build trusted relationships.
Consultative sales mindset with demonstrated ability to uncover needs and deliver solutions.
Data-driven, analytical approach to identifying opportunities and measuring performance.
Highly collaborative and able to work cross-functionally across teams and geographies.
Excellent presentation and facilitation skills, including comfort leading educational sessions.
Proficiency with Salesforce, Microsoft Office Suite, and virtual communication tools (Teams, Zoom).
Self-motivated, adaptable, and organized with strong time management and prioritization skills.
Field-based position with travel up to 85% of the time within assigned geography, including overnight travel as required.

Nice To Haves

Experience in Veterinary Diagnostics or Animal Health preferred.

Responsibilities

Drive Growth & Conversion Identify and pursue opportunities to grow capturable lines of business within assigned corporate groups. Partner with SAMs to execute strategies that increase utilization of Antech’s Reference Lab, In-House Diagnostics, Telemedicine, and Imaging portfolios. Monitor site-level adoption and proactively address barriers to conversion. Conduct business reviews, analyze performance trends, and develop actionable growth plans for underperforming hospitals.
Relationship Management & Advocacy Serve as the primary field relationship lead for assigned corporate accounts, ensuring a consistent and high-quality client experience. Foster relationships that transform participating hospitals into advocates for Antech through consistent engagement, responsiveness, and partnership. Coordinate and host lunch-and-learns, educational sessions, and local events to strengthen engagement and awareness of Antech’s offerings. Partner with corporate account teams to capture and share field-level insights, challenges, and success stories.
Cross-Functional Collaboration Collaborate with Corporate Account Directors and SAMs to align on account strategies and growth objectives. Support onboarding and integration of new corporate sites, ensuring smooth transitions and a positive client experience. Act as the subject matter expert on assigned corporate accounts for internal stakeholders, including sales, marketing, and customer support teams. Provide consistent communication loops across corporate account teams, ensuring alignment on opportunities, obstacles, and successes.
Operational Excellence Maintain accurate CRM documentation, account activity, and opportunity tracking in Salesforce. Use data-driven insights to prioritize activities and report progress against targets. Participate in regional and national meetings to share best practices and collaborate on key initiatives. Represent Antech with professionalism, embodying the Mars Five Principles in all interactions.