Diagnostic Sales Manager (North Chicago)

Vicar Operating, Inc. dba VCA; Illinois; Hybrid; USD 82,000 - 102,000; Full time

Benefits offered by this job

Company vehicle

Medical/Dental/Vision benefits

401(k) with company match

Tuition reimbursement

Paid time off and holidays

Job summary

Vicar Operating, Inc. dba VCA is seeking a Diagnostic Sales Manager to lead growth in the North Chicago area. You will promote, sell, and support Antech Reference Lab services, imaging, and in-house diagnostics, partnering with field and regional teams.

The role requires 3+ years of field sales experience in veterinary diagnostics, strong communication and negotiation skills, and readiness to travel up to 85% within the territory. A bachelor’s degree is preferred.

Qualifications

• 3+ years of field sales experience; veterinary diagnostics preferred.
• Proven prospecting, pre-call planning, and closing skills.
• Strong interpersonal, communication, negotiation, and consultative sales abilities.
• Proficient with Microsoft Office and CRM systems such as Salesforce.
• Ability to close new business within short sales cycles in a fast-paced environment.
• Strong data analysis skills to inform leadership on opportunities.
• Professional maturity, initiative, and team orientation.

Responsibilities

• Develop territory coverage plans for optimal account coverage.
• Conduct 85%+ in-person calls to promote, sell, and service animal hospitals.
• Increase diagnostic revenue through new account acquisition and upgrades.
• Advance sales to contract closure following the sales process.
• Create quarterly sales plans and execute to meet goals.
• Provide product education, training, and support for diagnostics.
• Identify needs, translate them into solutions, and propose additional offerings.
• Manage territory finances, renew contracts, and prospect new business.
• Build referral relationships to create new opportunities.
• Collaborate with Inside Sales, Customer Success, and cross-functional teams.

Skills

Field sales

Veterinary diagnostics

Prospecting

Closing deals

CRM (Salesforce)

Negotiation

Microsoft Office

Education

Bachelor's degree in life sciences or related field

Tools

Salesforce

Microsoft Office

Job description

Job Purpose/Overview

The Diagnostic Sales Manager (DSM) manages 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 regional Mars Science & Diagnostics (SDx) offerings.

Key Responsibilities

• Develop and implement territory coverage plans for optimal account coverage.
• Conduct 85%+ in‑person sales calls to promote, sell, and service animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase diagnostic revenue for Reference Lab, imaging, and In‑house Diagnostics (IHD) through new account acquisition and existing account upgrades.
• Advance sales to contract closure while following the sales operations process and obtaining necessary approvals.
• Create quarterly sales plans and execute to meet sales goals and compensation criteria.
• Provide product education, training, support, and service for IHD and Reference Lab diagnostics, including staff in‑service and veterinarian seminars.
• Identify customer needs, translate them into solutions, and recommend additional products and services.
• Manage territory finances, control expenses, renew contracts, and prospect for new business.
• Build and maintain referral relationships to create new business opportunities.
• Collaborate with Inside Sales, Customer Success Representatives, and cross‑functional teams to secure leads and share market insights.
• Maintain accurate and thorough Salesforce (CRM) records and daily forecasting.
• Negotiate and implement mutually beneficial contractual relationships.
• Utilize approved sales collateral and collaborate with regional managers for full diagnostic suite promotions.
• Coordinate daily support activities and customer meetings as assigned.
• Conduct quarterly business reviews for current clients.
• Adhere to Antech’s Five Principles and Conduct and Ethics policies.

Qualifications

• 3+ years of successful field sales experience; Veterinary Diagnostics preferred.
• Demonstrated high sales performance with prospecting, pre‑call planning, and closing.
• Strong interpersonal, communication, negotiation, and consultative sales skills.
• Proficient with Microsoft Office and CRM systems such as Salesforce.
• Ability to close new business within short sales cycles and execute strategies in a fast‑paced environment.
• Strong data analysis skills to inform leadership on high‑priority opportunities.
• Professional maturity, initiative, and team orientation.
• Strong organizational skills and ability to maintain confidentiality.
• Valid driver’s license and insurability.
• Travel up to 85% of the time within assigned territory (up to 4 hours continuously and overnight).

Education & Experience

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, or a Business‑related field (preferred).

Compensation & Benefits

• Target base pay range: $82,000 – $102,000 annually.
• Eligible for monthly and quarterly commission.
• Company vehicle.
• Competitive benefits package: Paid Time Off, Holidays, Medical/Dental/Vision plans, Life & Disability insurance, Flexible Spending/Health Savings, Parental Leave, 401(k) with company match, Tuition Reimbursement, Life Assistance Program, Pet Care Discounts.

Location & Travel

Field‑based role covering North Chicago and surrounding areas (Highland Park, Park City, Winthrop Harbor, Skokie, etc.). Candidates must be based within the territory.

EEO Statement

We are an Equal Opportunity Employer – Veterans/Disabled. For a complete EEO statement, please see our Career page at Antech Careers.