Diagnostic Sales Manager (San Antonio, TX)

divh2Diagnostic Sales Manager/h2pWe understand that the world we want tomorrow starts with how we do business today, and thats why were inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each others 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./ppThis is a field based role with a territory the San Antonio, Texas area, as well as some surrounding cities and areas. Candidates must be based within the territory./ppThe Target Base Pay Range for this position is $75,000 - $93,500 annually. This position is also eligible for monthly and quarterly commission and a company vehicle./ppAt Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget./ppJob Purpose/Overview/ppThe 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./ppEssential Duties and Responsibilities/pulliCreate 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./liliIncrease 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/liliAble to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process./liliCreate and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan/liliProvide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars./liliIdentifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs./liliFiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization./liliUnderstands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings./liliBuild and maintain relationships with referral sources to establish a solid base of new business opportunities./liliCooperates and collaborates with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs./liliShares important insights and competitive market information to regional and senior leadership./liliEnhance 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./liliDemonstrates and believes in Antechs lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices diagnostic needs./liliCoordinate daily support activities and customer activities at meetings as assigned./liliMaintains Salesforce (CRM) customer and business date and other system records accurately and thoroughly./liliIdentify, target, and acquire new business opportunities./liliNegotiates and implements mutually beneficial contractual relationships for customers and the company./liliAdheres to typical pricing guidelines and seeks exceptions only when they maintain mutuality./liliUtilize approved sales collateral to support promotional and territorial needs./liliPartner with cross-functional teams and internal resources to co-promote full portfolio of Antech services and products./liliCollaborates 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./liliManage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities./liliCompletes these and other job duties in accordance with the Five Principles of Mars and Antechs Conduct and Ethics policies./liliProvide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars./liliConduct quarterly business reviews (or as directed) for current clients./liliAssist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions, within SDX portfolio/liliCoordinate daily support activities and customer activities at meetings as assigned./liliComplete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities./liliLearn and maintain competitive knowledge within the diagnostics and animal healthcare space/li/ulpEducation and Experience/pulliBachelors degree (Animal Health, Biological Sciences, Lab Sciences or Business-related field) preferred/lili3+ years of successful field sales experience. Experience in Veterinary Diagnostics is preferred./liliDemonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre-call planning and closing deals./liliWorks on problems of diverse scope where analysis of data requires evaluation of identifiable factors./liliExcellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills./liliProficient with Microsoft Office suite and CMS, such as Salesforce and ability to quickly learn new technologies used to support sales./li/ulpKnowledge, Skills and Abilities/pulliStrong sales and closing skills/liliStrong verbal and written communication skills with the ability to influence and negotiate with clients and co-workers/peers/liliStrong interpersonal skills and the ability to build strong client relationships and loyalty to Antech/liliMust be professionally mature and able to adapt to independent and team-oriented environment/liliAbility to close new business within short sales cycles/liliAbility to execute sales strategies in a complex, multi-faceted, fast-paced environment/liliAbility 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./liliAbility to use data to inform the leadership team of regional high-priority opportunities./liliAbility to differentiate core business offerings to separate Antech Diagnostics from competitors offerings./liliMust possess strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results/liliMust have the ability to plan for, prioritize, and execute multiple recurring and ad hoc tasks/liliStrong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities/liliMust have the ability to work well under time constraints/liliMust have the ability to take own initiative and work independently./liliMust be able to communicate effectively and tactfully with all levels of the organization in person, on the phone, and over video conferencing technology./liliMust have flexible and adaptable attitude to cope with fast fast-changing and complex environment/liliMust be able to maintain confidentiality and use confidential information appropriately/liliMust be able to organize and schedule work effectively and effectively adapt to changing priorities/liliMust be insurable and must maintain a valid drivers license./liliTravel by vehicle up to 85% of the time within assigned territory, including overnight travel./liliAbility to drive up to 4 hours consecutively and overnight travel is required/li/ulpTravel/ppPercent of time: up to 85%/ppAbout Antech/ppAntech 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./ppBenefits/ppAntech offers an industry competitive benefits package and continues to invest in and evolve benefits programs that meet the health, wellness and/p/div