Territory Business Manager -Irvine, CA

About the role

The Territory Business Manager (TBM) reports to the Regional Director in their assigned region within the Clinical Services commercial organization and serves as the primary customer owner of and contact for all accounts within their assigned territory (Orange County, covering Long Beach to Mission Viejo). This role is responsible for calling on all stakeholders—pathology, community oncology, hospital oncology, academic centers, reference labs, and private physician groups—selling the full portfolio. The TBM identifies opportunities to expand share of care, maintains business within the current customer base, and acquires new customers. The TBM facilitates the involvement of specialist teams (Oncology Sales Specialists, Client Success Specialists) and engages Key Account Managers to support Tier A accounts, operating within a given budget.

Responsibilities

• Achieves annual sales goals through efficient management and satisfaction of customer needs within assigned territory.
• Primary account owner of Tier A, B, and C accounts; engages with KAMs to target and support Tier A accounts.
• Owns the entire sales process for assigned accounts; works with OSS and CSS to increase account value.
• Develops and maintains relationships with key decision makers in accounts; identifies and pursues new business opportunities within existing accounts.
• Collaborates with marketing and product teams to develop strategies for account growth.
• Stays up-to-date on industry trends and competitive landscape; ensures customer satisfaction and retention through proactive communication and problem-solving.
• Develops and maintains a territory coverage plan with the Regional Manager; provides routine service to key assigned accounts.
• Performs consultative sales and promotion of the Company’s products; communicates regularly with all members of the assigned territory team.
• Focuses on market development: performs product in-service training, gathers market feedback, and tracks competitor activity.
• Generates ideas contributing to territory, business unit, and company growth; ensures all activities and opportunities are tracked in SFDC.
• Maintains detailed records in SalesForce.com; leads and facilitates problem-solving within teams and cross-functional areas.
• Develops and updates an annual business plan; prioritizes time effectively and executes account-specific strategies.
• Builds relationships with customers at all levels; leverages contacts to achieve business objectives.
• Achieves product sales goals; maintains momentum in the sales cycle; identifies personal and professional development objectives.
• Understands internal IT systems and client interfaces; participates in sales meetings, seminars, and industry events.
• Fulfills Sales Administration duties (e.g., expense reporting) in compliance with company policies and HIPAA.
• Adheres to all company policies, including safety standards for biohazard environments.

Requirements

• Bachelor’s degree in life sciences or business-related field (MBA preferred).
• 5+ years of direct sales experience in a clinical and/or laboratory market environment.
• Strong closing skills; prior formal sales training a plus.
• Strong interpersonal and influencing skills at all organizational levels.
• Demonstrated record of achievement in prior sales positions.
• Proven oral, written, telephone, and presentation skills.
• Knowledge of clinical/laboratory market environment and products.
• Ability to learn and retain product-specific information and position features/benefits to customers.
• Ability to work under deadline pressure and extra hours if needed.
• Proficient with MS Office programs; strong organizational skills and attention to detail.
• Ability to work independently and in a team environment.
• Valid driver’s license; ability to travel up to 75% of the time (some overnight travel required).

Benefits

• Highly competitive benefits with a variety of HMO and PPO options.
• Company 401k match and Employee Stock Purchase Program.
• Tuition reimbursement and leadership development programs.
• 16 days of paid time off plus holidays.
• Wellness courses and highly engaged employee resource groups.
• Internal career coaches and training opportunities for professional development.

NeoGenomics empowers employees with a purpose-driven mission to improve patient care and become the world’s leading cancer reference laboratory.