Role Description
The Diagnostic Sales Manager (“DSM”) will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists, and other regional Mars Science and Diagnostic (“SDx”) offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.
Essential Duties and Responsibilities
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Create and implement territory coverage plans for optimal account coverage.
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Conduct sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
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Increase the Diagnostic revenue growth for both Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services year over year through new account acquisition and existing account upgrades and development.
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Independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
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Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
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Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars.
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Identify customer needs, translate them to provide additional products and services, and provide customers with the best solution to their current practice needs.
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Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
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Understand and apply understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
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Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
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Cooperate and collaborate with Inside Sales Teams to secure leads and identify customer needs.
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Share important insights and competitive market information to regional and senior leadership.
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Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.
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Enhance overall customer experience by researching customers before in-person or virtual site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business.
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Demonstrate and believe in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.
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Coordinate daily support activities and customer activities at meetings as assigned.
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Maintain Salesforce (CRM) customer and business data accurately and thoroughly.
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Identify, target, and acquire new business opportunities.
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Negotiate and implement mutually beneficial contractual relationships for customers and the company.
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Adhere to typical pricing guidelines and seek exceptions only when they maintain mutuality.
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Utilize approved sales collateral to support promotional and territorial needs.
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Partner with cross-functional teams and internal resources to co-promote full portfolio of Antech services and products.
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Collaborate with Equipment Account Managers and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound, AIS, and Reference Lab services.
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Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
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Complete these and other job duties in accordance with the Five Principles of Mars and Antech’s Conduct and Ethics policies.
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Provide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars.
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Conduct quarterly business reviews (or as directed) for current clients.
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Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions, within SDX portfolio for the equine market.
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Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
Qualifications
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Bachelors degree (Animal Health, Biological Sciences, Lab Sciences or Business-related field) preferred.
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3+ years of successful field sales experience. Experience in Veterinary Diagnostics and/or horse industry sales is preferred.
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Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals.
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Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
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Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.
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Proficient with Microsoft Office suite and CMS, such as Salesforce and ability to quickly learn new technologies used to support sales.
Knowledge, Skills and Abilities
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Strong sales and closing skills.
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Strong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers.
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Strong interpersonal skills and the ability to build strong client relationships and loyalty to Antech.
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Must be professionally mature and able to adapt to independent and team-oriented environment.
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Ability to close new business within short sales cycles.
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Ability to execute sales strategies in a complex, multi-faceted, fast-paced environment.
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Ability to train peers on the day-to-day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew business contracts.
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Ability to use data to inform the leadership team of regional high-priority opportunities.
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Ability to differentiate core business offerings to separate Antech Diagnostics from competitors’ offerings.
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Must possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results.
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Must have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks.
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Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities.
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Must have the ability to work well under time constraints.
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Must have the ability to take own initiative and work independently.
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Must be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology.
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Must have flexible and adaptable attitude to cope with fast-changing and complex environment.
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Must be able to maintain confidentiality and use confidential information appropriately.
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Must be able to organize and schedule work effectively and effectively adapt to changing priorities.
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Must be insurable and must maintain a valid driver’s license.
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Travel by vehicle or fly up to 60% of the time within assigned territory, including overnight travel.
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Ability to drive up to 4 hours consecutively and overnight travel is required.
Working Conditions
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The associate is regularly required to apply manual dexterity, including hand/wrist flexibility, for computer keyboarding.
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The associate frequently is required to sit for extended periods of time, stand, walk, and reach with hands and arms.
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The associate is frequently required to hear and speak in order to use the telephone, make presentations and communicate with people in an office or virtual environment.
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The associate is occasionally required to sit and stoop, bend, kneel, or crouch.
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The associate must occasionally lift and/or move up to 15 pounds.
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The associate will primarily work in a typical office environment or a remote home office.
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The associate will also work in an environment where pets and specifically horses are present.
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The noise level in the work environment is usually moderate.
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The associate will be required to use a computer, spreadsheets, database management, email, video conferencing and the Internet.
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The associate is frequently required to use a calculator; fax, copy machine, and phone system.
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The associate must occasionally use media equipment such as an overhead projector, PowerPoint, and Microsoft Teams.
Benefits
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Antech offers an industry competitive benefits package and continues to invest in and evolve benefits programs that meet the health, wellness and financial needs of our associates.
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Benefits eligibility is based on employment status.
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Paid Time Off & Holidays
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Medical, Dental, Vision (Multiple Plans Available)
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Basic Life (Company Paid) & Supplemental Life
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Short and Long Term Disability (Company Paid)
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Flexible Spending Accounts/Health Savings Accounts
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Paid Parental Leave
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401(k) with company match
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Tuition/Continuing Education Reimbursement
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Life Assistance Program
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Pet Care Discounts
