Strategic Account Representative (Chicago/Detroit)

Strategic Account Representative (SAR)

The SAR role is field-based and travels to corporate customer clinics and hospitals within assigned geography, up to 85% of the time.

The target base pay range is $75,000 - $95,000 annually. This position is also eligible to earn a quarterly sales incentive.

At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget.

Job Purpose/Overview

The Strategic Account Representative (SAR) is a field-based sales role that drives the growth and retention of Antech's corporate accounts by driving adoption across capturable lines of business, deepening local engagement, and enhancing the client experience. While contract negotiations occur at the corporate leadership level, the SAR is responsible for field-level relationship management, capturing incremental revenue, and ensuring hospitals within assigned corporate groups (MVH and non-MVH) are supported and activated.

SARs serve as experts on assigned corporate accounts for the broader sales organization, bridging corporate strategies with local execution. They collaborate closely with Corporate Account Directors and Strategic Account Managers (SAMs) to deliver exceptional service and drive sustainable growth.

Essential Duties and Responsibilities

Drive Growth & Conversion

• Identify and pursue opportunities to grow capturable lines of business within assigned corporate groups.
• Partner with SAMs to execute strategies that increase utilization of Antech's Reference Lab, In-House Diagnostics, Telemedicine, and Imaging portfolios.
• Monitor site-level adoption and proactively address barriers to conversion.
• Conduct business reviews, analyze performance trends, and develop actionable growth plans for underperforming hospitals.

Relationship Management & Advocacy

• Serve as the primary field relationship lead for assigned corporate accounts, ensuring a consistent and high-quality client experience.
• Foster relationships that transform participating hospitals into advocates for Antech through consistent engagement, responsiveness, and partnership.
• Coordinate and host lunch-and-learns, educational sessions, and local events to strengthen engagement and awareness of Antech's offerings.
• Partner with corporate account teams to capture and share field-level insights, challenges, and success stories.

Cross-Functional Collaboration

• Collaborate with Corporate Account Directors and SAMs to align on account strategies and growth objectives.
• Support onboarding and integration of new corporate sites, ensuring smooth transitions and a positive client experience.
• Act as the subject matter expert on assigned corporate accounts for internal stakeholders, including sales, marketing, and customer support teams.
• Provide consistent communication loops across corporate account teams, ensuring alignment on opportunities, obstacles, and successes.

Operational Excellence

• Maintain accurate CRM documentation, account activity, and opportunity tracking in Salesforce.
• Use data-driven insights to prioritize activities and report progress against targets.
• Participate in regional and national meetings to share best practices and collaborate on key initiatives.
• Represent Antech with professionalism, embodying the Mars Five Principles in all interactions.

Education and Experience

• Bachelor's degree in Animal Health, Biological Sciences, Business, or related field preferred.
• Minimum of 3+ years of successful field sales, account management, or business development experience.
• Experience in Veterinary Diagnostics or Animal Health preferred.
• Proven track record of relationship management, growth strategy execution, and delivering measurable results.

Knowledge, Skills and Abilities

• Strong interpersonal and communication skills with the ability to build trusted relationships.
• Consultative sales mindset with demonstrated ability to uncover needs and deliver solutions.
• Data-driven, analytical approach to identifying opportunities and measuring performance.
• Highly collaborative and able to work cross-functionally across teams and geographies.
• Excellent presentation and facilitation skills, including comfort leading educational sessions.
• Proficiency with Salesforce, Microsoft Office Suite, and virtual communication tools (Teams, Zoom).
• Self-motivated, adaptable, and organized with strong time management and prioritization skills.

Travel

Field-based position with travel up to 85% of the time within assigned geography, including overnight travel as required.

Working Conditions

The associate is regularly required to apply manual dexterity, including hand/wrist flexibility, for extensive driving and computer keyboarding, and occasional flying. The associate frequently is required to sit for extended periods of time, stand, walk, and reach with hands and rms. The associate is frequently required to hear and speak in order to use the telephone, make presentations and communicate with people in an office or virtual environment. The associate is occasionally required to sit and stoop, bend, kneel, or crouch. The associate must occasionally lift and/or move up to 15 pounds.

The associate will primarily work in a typical office environment or a remote home office, and will also frequently drive in a vehicle to visit customers in pet clinics and hospitals. The noise level in the work environment is usually moderate. The associate will be required to use a computer, spreadsheets, data base management, email, video conferencing and the Internet. The associate is frequently required to use a calculator; fax, copy machine, and phone system. The associate must occasionally use media equipment such as an overhead projector, PowerPoint, and Microsoft Teams. Environment where pets are present.

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.

Benefits

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.

• 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

Commitment to Equal Employer Opportunities

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