Territory Business Manager- Salt Lake City, UT

NeoGenomics Laboratories

About The Position

NeoGenomics is seeking a Territory Business Manager located in Utah. The territory covers Utah, Wyoming, most of Montana, and a southwest portion of Idaho. The role is part of the Clinical Services commercial organization and reports to the Regional Director. The Territory Business Manager serves as the primary customer owner and contact for accounts in the assigned territory, calling on stakeholders across pathology, community and hospital oncology, academic centers, reference laboratories, and private physician groups to sell the company’s full portfolio. The role manages the full sales process for assigned accounts, working to grow share of care, retain current business, and acquire new community oncology customers. The Territory Business Manager works with Oncology Sales Specialists, Client Success Specialists, and Key Account Managers to increase account value and support priority accounts, while managing the territory within its operating budget. The position also develops territory and account plans, maintains customer and sales records, provides market feedback, and supports customer satisfaction and retention. Travel may be required up to 75% of the time, with some overnight travel.

Requirements

Bachelor’s degree in life sciences or a business-related field.
Strong closing skills.
Strong interpersonal and influencing skills at all levels of an organization.
Oral, written, telephone, and presentation skills.
Knowledge of the clinical and/or laboratory market environment and products.
Ability to learn and retain product-specific information and use it to present product features and benefits to customers.
Ability to work under deadline pressure and work extra hours when needed.
Proficiency with MS Office programs.
Strong organizational skills and attention to detail.
Ability to work independently and as part of a team.
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.
Five or more years of direct sales experience in a clinical and/or laboratory market environment.
Prior attendance at formal sales training courses.
Demonstrated record of achievement in a prior sales position.

Responsibilities

Achieve annual sales goals by efficiently managing the territory and meeting 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, develop account-specific strategies, and execute them.
Collaborate with marketing and product teams on strategies for account growth.
Maintain 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 accounts.
Present key products as directed and conduct 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 provide accurate information on lost business.
Generate ideas that support territory, business-unit, and company growth and mission.
Enter and track all activities and opportunities in SFDC and maintain detailed Salesforce.com records, including account updates and customer master-file support.
Lead and facilitate problem-solving within the team and across cross-functional areas; respond to changes in the internal and external environment and champion new initiatives.
Develop and regularly update an annual business plan; prioritize and manage time, maintain appropriate account contact, and use resources effectively.
Achieve product sales goals, maintain momentum in the sales cycle, create sales opportunities, and overcome obstacles.
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 when appropriate and in accordance with department SOPs.
Complete sales administration duties accurately and on time, including expense reporting under the company’s Travel & Entertainment Policy.
Comply with company policies and procedures protecting patient privacy and confidential information, including HIPAA and other applicable laws.