Job Description
The Account Manager - Kidney is the account “lead” within community Nephrology practices and is primarily responsible for; 1) generating account demand for ETG product offerings with new customers, 2) coordinating and facilitating product adoption and growth, 3) onboarding and educating on ordering process and sample collection, and 4) ultimately assuring a positive customer experience by demonstrating and delivering the Value Proposition(s) of the ETG product portfolio through our clinical, provider, patient, and practice management support systems and resources.
The Account Manager – Kidney will lead the growth objectives of the assigned territory by effectively implementing Transplant Genomics’ sales and marketing strategies to grow product portfolio volume and revenue. The Account Manager - Kidney is expected to be the primary in-field client facing personnel supporting all commercial company endeavors.
Essential Job Duties :
Attainment :
- Achieve 100% of sales quotas for assigned territory
- Achieve and strive to exceed performance metrics as determined by Sales team leadership
- Monitor patient and provider experience collaborating with the client services team
Territory Management :
Analyze information and data to be used in the development of a territory plan to achieve financial objectives maximizing call schedules, targeting, and appropriate company and test positioningTravel locally and overnight, visiting existing and prospective clients and effectively covering the geographical territory as assignedOrganize, prioritize and perform sales activities which must adhere to business needs and objectives set annually by Sales Management and will include territory routing, call activity and pre-call planning goals.Collaborate with Medical Affairs, Client Services, Marketing, Business Development, R&D, and Finance within the larger Eurofins U.S. Clinical Diagnostics market on strategic cross-selling initiativesSelling :
Develop and implement a territory and strategic sales plan involving multiple stakeholders in the growth of the ETG diagnostic test portfolio.Maintain and organically grow the patient base at existing accounts and ensure client satisfaction through consistent and ongoing client contactGain new use with prospective new clients via demand generation, communicate medical, clinical and patient outcome benefits, deliver product information and prepare quotes and proposals within company guidelinesPromptly and efficiently move a client through the sales process from prospect, target, customer, and client.Effectively prepare and deliver formal sales presentations to clients at a high clinical levelFollow through after the close to ensure solid adoption of product portfolio and maximize test utilization, and to ensure timely fulfillment of test resultsConduct client business reviews throughout the year to retain and grow client business.Account Onboarding, Billing & Payment Coordination, Education, and Support :
Oversee training, educating, and in-servicing customers on our products, associated pathways for ordering, billing, payment, and reimbursement while driving appropriate product utilization.Establish clinical communications and administrative support through technical presentations, review of scientific literature, executive account meetings, and specimen collection demonstrationsDevelop and manage relationships with transplant care teams and office staffFollow through after implementation to ensure solid product adoption, maximize test utilization, and ensure accurate documentation standards are maintained for sample processing and reimbursementWork to control customer level error rate through development and implementation of process and trainingAssist in the development of new tools and tactics to increase the effectiveness of sales strategies.Provide case support as needed to drive business and support client services in contacting patients directly to schedule blood draw logisticsCommunicate with clinical, sales and marketing teams to address technical and clinical questionsFacilitate appeals process with Market Access on behalf of patients and providersAdministration :
Perform routine weekly & monthly administrative duties by established due datesEnter call notes in to CRM (i.e Microsoft Dynamics 365) within expected time-frame..Assist marketing dept. with research opportunities, data collection, customer reviews and promotion developmentUpdate sales continuum of all Target accounts in CRM to identify sales phase and account potentialSubmit expense reports within 30 days of being incurredComplete assigned departmental and corporate trainingsPerformance Expectations :
Develop and maintain an effective / professional working relationship with external customers and internal colleagues to provide the best service possibleRepresent department and organization professionally and favorably and in accordance with established Company standards and associate attributes at all timesOther duties as assigned by managementQualifications : Qualifications
Bachelor’s degree required, preferably in a science or business-related field of study.At least 2 years of successful direct sales and business development experience with a strong preference for previous solid organ transplant, nephrology, dialysis, or laboratory experience requiredAbility to travel up to 50% to navigate send out service operations that include method of delivery, insurance management and third-party billing support needCustomer service focused and professional attitudeSelf-starter who takes control of all account sales processes and solves problems, prioritizes tasks, and mobilizes resources to achieve sales objectivesUnderstand sales operation and full diagnostic journey to see through for client successExcellent interpersonal skills with ability to interact effectively and work efficiently with people at all levels in an organizationExcellent verbal & written communication skillsKeenly attentive to detailAbility to keep sensitive information confidentialHigh level of proficiency with PC based software programs, specifically Microsoft Office suite (Excel, Word, PowerPoint), CRM’s, plus iPad / iPhone and associated applications.Additional Information
Compensation :
Salary Range : $110 - 140K commissionsSchedule :
Monday-Friday 8 : 00am-5 : 00pm plus travelWhat we offer :
Excellent full time benefits including comprehensive medical coverage, dental, and vision optionsLife and disability insurance401(k) with company matchPaid vacation and holidaysEurofins USA Clinical Diagnostics is a M / F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.
Salary : $110,000 - $140,000
