TBM- S. GA/Jacksonville

NeoGenomics Laboratories

22d

About The Position

The Territory Business Manager (TBM) is the primary customer owner and contact for accounts in the assigned territory, covering Augusta, Macon, Columbus, Albany, Brunswick, and the Jacksonville area. Reporting to the Regional Director, the TBM sells the company’s full portfolio to stakeholders across pathology, community and hospital oncology, academic centers, reference labs, and private physician groups. The role manages the full sales process, maintains and grows existing business, and acquires new customers, while coordinating with specialist and support teams to increase account value. The TBM also manages the territory within its operating budget. The position focuses on achieving sales goals, developing account and territory strategies, building customer relationships, providing product education, monitoring market and competitor activity, and maintaining accurate sales records. The TBM is expected to collaborate across teams, respond to customer needs, comply with privacy and safety requirements, and complete sales administration duties. The role requires travel of up to 75% of the time, with some overnight travel possible.

Requirements

Bachelor’s degree in life sciences or a business-related field.
Five or more years of direct sales experience in a clinical and/or laboratory market environment is preferred.
Strong closing skills.
Strong interpersonal and influencing skills at all levels of an organization.
Proven oral, written, telephone, and presentation skills.
Knowledge of clinical and/or laboratory market environments and products.
Ability to learn and retain product-specific information and use it to communicate product features and benefits to customers.
Ability to work under deadline pressure and work extra hours if needed on assignments.
Proficiency with MS Office programs.
Strong organizational skills and attention to detail.
Ability to work independently and in a team environment.
Ability to work in a biohazard environment and comply with safety policies and standards in the Safety Manual.
Valid driver’s license for state of residence.
Ability to travel as required, up to 75% of the time; some overnight travel may be required.

Nice To Haves

MBA preferred.
Prior attendance at formal sales training courses is a plus.
Demonstrated record of achievement in a prior sales position preferred.

Responsibilities

Achieve annual sales goals by efficiently managing the territory and satisfying customer needs.
Serve as the primary account owner for Tier A, B, and C accounts and engage Key Account Managers to target and support Tier A accounts.
Own the entire sales process for assigned accounts and work with Oncology Sales Specialists and Client Success Specialists to increase account value.
Develop and maintain relationships with key decision makers and customers at all levels within each organization.
Identify and pursue new business opportunities within existing accounts and acquire new customers.
Collaborate with marketing and product teams on account-growth strategies.
Stay current on industry trends and the competitive landscape.
Ensure customer satisfaction and retention through proactive communication and problem-solving.
Develop and maintain a territory coverage plan with the Regional Manager and provide routine service to key assigned accounts.
Present key products as directed and provide product in-service training as needed.
Communicate regularly with territory team members and provide market feedback on products, competition, and market conditions to the Regional Manager and Marketing Manager.
Develop and maintain territory-specific information about competitors and distributors, and maintain and deliver accurate information on lost business.
Generate ideas that contribute to territory, business-unit, and company goals and growth.
Enter and track activities and opportunities in SFDC; maintain detailed Salesforce.com records, account updates, and customer master-file information.
Lead and facilitate problem-solving within the team and across cross-functional areas.
Recognize and respond to changes in the internal and external environment, stimulate change, and champion new initiatives.
Develop and regularly update an annual business plan; prioritize and manage time; maintain account contact; develop and execute account-specific strategies; and use resources effectively.
Achieve product-sales goals, maintain momentum in the sales cycle, overcome obstacles, and create sales opportunities.
Identify personal and professional development objectives and plans.
Understand internal information technology systems and how they interface with clients.
Participate in sales meetings, seminars, industry conferences, and trade shows, and manage event coordination.
Provide results to an inquiring client in accordance with department SOPs, as applicable.
Complete sales administration duties, including timely and accurate expense reporting under the company’s Travel & Entertainment Policy.
Follow company policies and procedures protecting patient privacy and confidential information in compliance with HIPAA and applicable laws.
Comply with safety policies and standards when working in a biohazard environment.