Diagnostic Sales Manager (Milwaukee)

Vicar Operating, Inc. dba VCA; Wisconsin; Hybrid; USD 75,000 - 93,000; Full time

Benefits offered by this job

Company vehicle

Monthly/ quarterly commissions

Job summary

Antech is seeking a Diagnostic Sales Manager to lead sales for the Milwaukee and surrounding Wisconsin region. You will promote Antech Reference Lab services, In-house Diagnostics, Telemedicine, and Imaging systems in partnership with Equipment Specialists to grow the book of business.

Ideal candidates have 3+ years of field sales in veterinary diagnostics and strong negotiation and relationship-building skills.

Qualifications

• Bachelor's degree preferred with 3+ years of field sales experience.
• Strong sales and closing skills; ability to prospect, pre-call plan and close deals.
• Excellent interpersonal, communication, negotiation skills; team oriented.

Responsibilities

• Create and implement territory coverage plans for optimal account coverage.
• Conduct 85%+ in-person sales calls to promote and service animal hospitals and veterinarians.
• Build and maintain relationships with referral sources to create new business opportunities.
• Negotiate and implement mutually beneficial contracts and pricing within guidelines.

Education

Bachelor's degree (Animal Health, Biological Sciences, Lab Sciences or Business-related field)

Tools

Salesforce

Job 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. Current Associates will need to apply through the internal career site. Please log into Workday and click on Menu or View All Apps, select the Jobs Hub app, then click the magnifying glass to Browse Jobs. This is a field based role with a territory that covers Milwaukee, Wisconsin and the surrounding area which includes several cities in Wisconsin such as Green Bay, Fond du Lac, Kenosha, Racine, etc.

The Target Base Pay Range for this position is $75,000 - $93,000 annually. This position is also eligible for monthly and quarterly commission and a company vehicle. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget.

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 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.

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 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.
• Understand and apply 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.

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 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. Knowledge, Skills and Abilities 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