Director, Corporate Accounts

Antech Diagnostics

California (MO)

On-site

USD 154,000 - 193,000

Full time

14 days+

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Benefits offered by this job

Paid Time Off & Holidays

Medical, Dental, Vision

Basic Life (Company Paid) & Disability

Flexible Spending Accounts/Health SAV

Paid Parental Leave

401(k) with company match

Tuition/CE Reimbursement

Life Assistance Program

Pet Care Discounts

Job summary

Antech Diagnostics, part of Mars Science & Diagnostics, seeks a Director, Corporate Accounts to lead strategic sales and manage corporate accounts across divisions including reference lab, in-house diagnostics, imaging, and sound equipment.

You will build and coach a high-performing team, develop targeted account plans, and collaborate across internal teams to accelerate product adoption and revenue growth. Travel up to 50% is required.

Qualifications

Bachelor-level education or higher in science or management.
Progressive sales leadership experience in animal health/pharma/biotech.
National account and channel experience preferred.

Responsibilities

Develop and execute strategic account plans across divisions.
Lead and coach sales professionals to grow corporate account penetration.
Collaborate with internal teams to standardize value proposition and win new business.

Skills

Strategic Thinking

Relationship Building

Negotiations

Effective Communication

Priority-Setting

Organizational Agility

Analytical Capability

Leadership

Education

University Degree in Science or Management

Post-graduate degree an asset

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.

The Target Base Pay Range for this position

$154,000 - $193,000 annually. This position is also eligible for a quarterly sales incentive plan.

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

This role is field based with up to 50% travel. Preference for candidates living near a major airport.

Job Purpose/Overview

The Director, Corporate Accounts, uses advanced consultative and strategic sales approach and tactics to grow penetration of Antech Diagnostics to our corporate account customers. The Director will lead and develop sales professionals to develop and execute strategic account plans. This role promotes and delivers targeted solutions in order to retain/renew customers, expand business with existing customers, and win new business. The Director is accountable for creating the strategy and implementation plan for promoting the strategic account business vision. This involves close collaboration interanally and developing appropriate sales support tools and internal standards and templates to ensure consistency of our value proposition in the marketplace and increase successful closing of sales opportunities. The Director must also understand operationally the functionalities of each business unit to expand Antech Diagnostic and Imaging share. The Director is also responsible for generating innovative and ongoing new business opportunities for acceleration of product adoption. This may include understanding business operations and networks, generating leads at industry events and exploring new opportunities with existing clients.

Essential Duties and Responsibilities

Development of a Strategic Account Development Business Plan that supports new business growth objectives for all divisions of Antech Diagnostics (reference lab & in-house diagnostics), Antech Imaging Services, and Sound equipment, including specific sales strategy, objectives, and tactics.
Ability to network and partner with customers to identify growth opportunities and accelerate share by creation and execution of strategic and marketing initiatives
Active pursuit of qualified and prioritized new business opportunities with support on closing of new business through reviewing presentations, participation in the sales pitch and providing knowledge transfer
Develop organic opportunities with existing customers and develop new business relationships with emerging customers.
Ongoing monitoring of the current market landscape for new business development-related opportunities and challenges.
Collaborate with Strategic Account Representative(s) and Field Sales teams to identify opportunities, create targeted campaigns to grow market share, and expand new business wins.
Coordination of proposal process, including document templates, standard text, quality assurance, and document management.
Management of broad Antech representation at select industry events.
Build and develop a highly engaged and skilled sales team with a can-do attitude while establishing a strong performance culture.
Provide coaching, mentorship, and guidance to help team members achieve individual and team goals.
Ensure regular sharing of best practices across the team to develop talent further and drive target outcomes.
Actively seek customer feedback to improve team skillsets and capabilities.
The Director, Corporate Accounts will also be assigned other duties and tasks as required occasionally.
Work with internal functional teams by attending zone and regional meetings to facilitate the understanding of corporate account opportunities for growth and standardization of offerings by the field team.
We share a collaborative obligation to ensure that we conduct ourselves in the utmost ethical manner and that we hold each other accountable to the values and standards of the organization. Every employee is responsible for asking questions, seeking guidance, and reporting concerns and/or violations of company policy or ethical standards. Antech Diagnostics has several processes in place to communicate with leadership and expects that employees will have a commitment to integrity and uncompromising values.

Education And Experience

Minimum 10 years experience in animal health sales, pharmaceutical sales, marketing, or biotechnology experience.
Minimum of 3 years of sales management with a proven track record of success preferred.
Minimum of 2 years’ national account and/or channel experience
University Degree in Science or Management, post-graduate degree an asset.
Proven ability to network and develop new business relationships.
Proven track record with corporate veterinary practice groups, channel management or equivalent

Knowledge, Skills And Abilities

Strategic Thinking: Ability to assess various approaches to solve customer challenges and adapt to changing contexts.
Relationship Building: Ability to build and maintain strong customer relationships by understanding and addressing customer needs.
Negotiations: Expertise in high-level, high-stakes negotiation planning and execution; ability to forge win-win agreements while maintaining long-term, value-driven relationships
Effective Communication: Effective written, oral, and visual (PPT) communication skills. Excellent interpersonal skills.
Priority-Setting: Ability to organize and prioritize effectively for the team based on business objectives.
Organizational Agility: Ability to navigate matrixed organizations and cross-functional teams effectively.
Analytical Capability: Ability to utilize data and understand complex financial models to support deal development.
Leadership: Demonstrated strength in leadership, coaching and developing others to perform to their fullest potential.

Travel

up to 50% of time

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.

Benefits eligiblity is based on employment status.