Diagnostic Sales Manager - London - VCA Inc.

Description

This is a f*ield based role with a territory that includes*** 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
• 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.
• 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

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