Responsable des Ventes Diagnostiques - Saint-Hyacinthe - Antech Diagnostics

Description

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.

Nous comprenons que le monde que nous souhaitons pour demain commence par la manière dont nous faisons des affaires aujourd'hui, et c'est pourquoi nous sommes inspirés pour créer un meilleur monde pour les animaux de compagnie. Antech est composé d'une équipe diversifiée d'individus engagés dans la croissance et le développement mutuels. Notre culture est centrée sur notre philosophie directrice, Les Cinq Principes : Qualité, Responsabilité, Mutualité, Efficacité et Liberté. Aujourd'hui, Antech façonne l'avenir de la santé des animaux de compagnie en tant que membre de Mars Science & Diagnostics, une entreprise familiale spécialisée dans les soins vétérinaires.

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 & Diagnostics (SDx) offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will collaborate with colleagues and functions to develop sales tactics that expedite the closure of new business, renewals, and resolution of 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 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.
• Advance sales to the closure of business contracts independently, while obtaining 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 recommend the best solution to their current practice needs.
• Fiscally manage the territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities with strong prioritization.
• Apply an understanding of the sales process timeline to respect client time, including thorough analysis in client meetings.
• Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
• Collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
• Share important insights and competitive market information with regional and senior leadership.
• Enhance overall customer experience by researching customers before site visits, tailoring messages, and anticipating issues to reduce the number of contacts needed to close/renew business.
• Demonstrate and believe in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solutions for veterinary practices' diagnostic needs.
• Coordinate daily support activities and customer activities during assigned meetings.
• Maintain accurate and thorough Salesforce (CRM) records of customer and business data.
• Identify, target, and acquire new business opportunities.
• Negotiate and implement mutually beneficial contractual relationships for customers and the company.
• Adhere to typical pricing guidelines and seek 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 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, 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.
• Complete 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 the SDX portfolio.
• Complete administrative duties as required, including timely daily forecasting and updating of Antech CRM with all sales activities.
• Continuously 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 levels of sales performance, with a track record of prospecting, pre‑call planning, and closing deals.
• Experience solving diverse problems where analysis of data is required to evaluate identifiable factors.
• Excellent interpersonal, communication, negotiation, teamwork, and conceptual/consultative sales skills.
• Proficiency with Microsoft Office suite, CRM systems such as Salesforce, and an ability to quickly learn new technologies used to support sales.

Knowledge, Skills, and Abilities

• Strong sales and closing skills.
• Excellent verbal and written communication skills with the ability to influence and negotiate with clients and coworkers/peers.
• Strong interpersonal skills and the ability to build lasting client relationships and loyalty to Antech.
• Professional maturity and the capability to adapt to an independent and team‑oriented environment.
• Ability to close new business within short sales cycles.
• Capability 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 effectively use collateral, systems, and assets to close new business and renew contracts.
• Ability to use data to inform leadership of regional priority opportunities.
• Capability to differentiate core business offerings from competitors.
• Strong logical reasoning skills and a passion for business with a drive to achieve results.
• Planning, prioritizing, and executing multiple recurring and ad‑hoc tasks.
• Strong computer and analytical skills with the ability to analyze and use client data to drive growth opportunities.
• Comfortable working under time constraints and independently.
• Effective communication at all organizational levels, in person, by phone, and via video‑conferencing technology.
• Flexible and adaptable attitude for fast‑changing, complex environments.
• Maintenance of confidentiality and proper use of confidential information.
• High organizational and scheduling skills with the ability to adapt to shifting priorities.
• Valid driver's license and insurability.
• Travel by vehicle up to 85% of the time within assigned territory, including overnight travel.
• Ability to drive up to 4 hours consecutively and to travel overnight as required.

Travel

Percent of time: up to 85%

Working Conditions

The associate is regularly required to apply manual dexterity, including hand/wrist flexibility for computer keyboarding. They frequently sit for extended periods, stand, walk, and reach with hands and arms. The position involves hearing and speaking for telephonic, in‑person, and virtual communication. The associate may occasionally sit and stoop, bend, kneel, or crouch, and lift or move up to 15 pounds.
Work is primarily in a typical office environment or a remote home office. Noise level is generally moderate. Required equipment includes computer, spreadsheets, database management, email, video conferencing, and internet. The associate may use a calculator, fax, copier, phone system, and multimedia equipment such as an overhead projector, PowerPoint, and Microsoft Teams. They must be comfortable in environments where animals may be present.

Notes on Compensation

This role offers competitive base salary plus performance‑based compensation, benefits, and additional incentives aligned with Antech's policies.