Diagnostic Sales Manager (Madison, Wisconsin)

About the Role

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.

Responsibilities

• Create and implement territory coverage plans for optimal account coverage.
• Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase 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.
• Independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
• Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
• Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars.
• Identify customer needs, translate them to provide additional products and services, and provide customers with the best solution to their current practice needs.
• Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
• Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
• Cooperate and collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
• Share important insights and competitive market information to regional and senior leadership.
• Enhance overall customer experience by researching customers before site visits, allowing for tailored messages and anticipation of issues to reduce the number of contacts to close/renew business.
• Coordinate daily support activities and customer activities at meetings as assigned.
• Maintain Salesforce (CRM) customer and business data and other system records accurately and thoroughly.
• Identify, target, and acquire new business opportunities.
• Negotiate and implement mutually beneficial contractual relationships for customers and the company.
• Utilize approved sales collateral to support promotional and territorial needs.
• Partner with cross-functional teams and internal resources to co-promote the full portfolio of Antech services and products.
• Collaborate with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including IHD, Sound/Cuattro, AIS, and Reference Lab services.
• Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
• Conduct quarterly business reviews (or as directed) for current clients.
• Assist in establishing the company as the leader in animal lab diagnostics services, products, and veterinary practice solutions within the SDx portfolio.
• Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.

Qualifications

• Bachelor's degree (Animal Health, Biological Sciences, Lab Sciences, or Business-related field) preferred.
• 3+ years of successful field sales experience. Experience in Veterinary Diagnostics is preferred.
• Demonstrable success in previous employment indicated by a high level of sales performance with a track record of prospecting, pre-call planning, and closing deals.
• Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
• Proficient with Microsoft Office suite and CMS, such as Salesforce, and ability to quickly learn new technologies used to support sales.

Skills

• Strong sales and closing skills.
• Strong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers.
• Strong interpersonal skills and the ability to build strong client relationships and loyalty to Antech.
• Ability to close new business within short sales cycles.
• Ability to execute sales strategies in a complex, multi-faceted, fast-paced environment.
• Ability to train peers on 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.
• Ability to use data to inform the leadership team of regional high-priority opportunities.
• Ability to differentiate core business offerings to separate Antech Diagnostics from competitors’ offerings.
• Strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results.
• Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities.
• Ability to work well under time constraints.
• Ability to take own initiative and work independently.
• Ability to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology.
• Flexible and adaptable attitude to cope with a fast-changing and complex environment.
• Ability to maintain confidentiality and use confidential information appropriately.
• Ability to organize and schedule work effectively and adapt to changing priorities.
• Must be insurable and maintain a valid driver’s license. Travel by vehicle up to 85% of the time within assigned territory, including overnight travel. Ability to drive up to 4 hours consecutively and overnight travel is required.

Benefits

• Paid Time Off & Holidays
• Medical, Dental, Vision (Multiple Plans Available)
• Basic Life (Company Paid) & Supplemental Life
• Short and Long Term Disability (Company Paid)
• Flexible Spending Accounts/Health Savings Accounts
• Paid Parental Leave
• 401(k) with company match
• Tuition/Continuing Education Reimbursement
• Life Assistance Program
• Pet Care Discounts

Travel Percent of time: up to 85%

About Antech

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.