What are the responsibilities and job description for the Territory Sales Manager position at Antech Diagnostics?

We understand that the world we want tomorrow starts with how we do business today, and that's why we're inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other's growth and development. Our culture is centered on our guiding philosophy, The Five Principles : Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs.

Job Purpose / Overview

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

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 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
Able to 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.
Identifies customer needs, translates them to provide additional products and services, and provides 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.
Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
Cooperates and collaborates with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
Shares 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.
Demonstrates and believes in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices' diagnostic needs.
Coordinate daily support activities and customer activities at meetings as assigned.
Maintains Salesforce (CRM) customer and business date and other system records accurately and thoroughly.
Identify, target, and acquire new business opportunities.
Negotiates and implements mutually beneficial contractual relationships for customers and the company.
Adheres to typical pricing guidelines and seeks exceptions only when they maintain mutuality.
Utilize approved sales collateral to support promotional and territorial needs.
Partner with cross-functional teams and internal resources to co-promote full portfolio of Antech services and products.
Collaborates with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound / Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
Completes these and other job duties in accordance with the Five Principles of Mars and Antech's Conduct and Ethics policies.
Provide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars.
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 SDX portfolio
Coordinate daily support activities and customer activities at meetings as assigned.
Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
Learn and maintain competitive knowledge within the diagnostics and animal healthcare space

Education and Experience

Bachelors 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 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.

Excellent interpersonal, communication, negotiation skills; team oriented; conceptual / consultative sales skills.

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

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

Must be professionally mature and able to adapt to independent and team-oriented environment

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 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.

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.

Must possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results

Must have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks

Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities

Must have the ability to work well under time constraints

Must have the ability to take own initiative and work independently.

Must be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology.

Must have flexible and adaptable attitude to cope with fast fast-changing and complex environment

Must be able to maintain confidentiality and use confidential information appropriately

Must be able to organize and schedule work effectively and effectively adapt to changing priorities

Must be insurable and must 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

Travel

Percent of time : up to 85%

The Target Base Pay Range for this position is $72,000 - $90,000 annually. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget. This position is also eligible for monthly and quarterly commission and a company vehicle.

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.

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.

All Full-time associates are eligible for the following benefits and more :

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

We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement, please see our Career page at Antech Careers.

Note to Search Firms / Agencies

Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.

Salary : $72,000 - $90,000

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