Market Development Manager

Exagen-Inc.-; Fresno (CA); On-site; USD 70,000 - 110,000; Full time

Job summary

Exagen is seeking a dynamic sales professional to cover the Fresno territory, promoting our Autoimmune Diagnostic/Therapeutic (DxRx) solutions to healthcare providers. You will drive top-line growth and align resources to exceed targets within a defined geography.

The role requires 4+ years in healthcare sales, strong relationship skills, and the ability to work autonomously in a fast-paced, goal-driven environment. Some travel and weekend work may be needed.

Qualifications

• Bachelor's BA or BS degree with an emphasis in the life sciences, or equivalent experience.
• A minimum of 4 years of top sales performance in Diagnostic, Pharmaceutical, and/or other related healthcare markets.
• Proven and consistent track record of exceeding sales objectives, preferably in Diagnostics and/or Specialty markets.
• Possess superior selling skills developed in highly competitive markets.
• Sets high goals and standards of performance and is self-motivated and able to work with a general level of autonomy.
• Proven expertise in building strong relationships, influencing and changing customer behavior.
• Aptitude for rapid learning and retention of technical and scientific product-related information.
• Prior business-to-business sales experience.
• Some overnight and weekends may be required.

Responsibilities

• Ensures that the territory meets or exceeds all quarterly sales targets and goals
• Designs and executes territory business plan to exceed growth by influencing targeted HCPs in a defined geography
• Analyzes territory activity to ensure reach and frequency metrics meet sales goals and visits targets
• Educates HCPs and staff on DxRx vision and product value for patient care
• Routes travel within territory to access and engage customers
• Coordinates speaker programs, budgets, samples, and promo resources per objectives
• Reviews sample test results with HCPs to enhance understanding of diagnostic technology and value
• Provides guidance on billing, insurance, and reimbursement procedures
• Collaborates on pricing agreements and logistics to improve access
• Collaborates with Provider Relations to support accounts and supply literature
• Performs admin duties: call reporting, expenses, training

Skills

Relationship building

Sales excellence

Healthcare market

Communication skills

Autonomy

Education

Bachelor's in life sciences

Job description

Overview

Exagen is a patient-focused and discovery-driven life sciences company dedicated to transforming the care continuum for patients suffering from debilitating and chronic autoimmune diseases. Our goal is to enable rheumatologists to improve care for patients through the differential diagnosis, prognosis, and monitoring of complex autoimmune and autoimmune-related diseases, including lupus and rheumatoid arthritis. By leveraging our proprietary Cell-Bound Complement Activation Products, or CB-CAPs, technology, we help get to the real cause of a patient’s symptoms and guide their journey to improved health.

About the Opportunity:

Our commercial team is a group of passionate, hard-working, fun people aligned to our vision of delivering value to our customers resulting in better patient care.

We are seeking dynamic, award-winning, high-performing sales professionals to join our commercial sales organization. As an MDM, you are the face of Exagen to our customers. You ensure that customers understand Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) Vision and value by professionally promoting our products and services to Health Care Providers (HCPs), staff, and other decision-makers.

Location Note: This position supports our Fresno territory and candidates must live within commuting distance.

The role’s main objectives:

• Drive consistent top-line unit growth
• Align to corporate objectives and utilize all available resources
• Exceed customer expectations

Responsibilities

• Ensures that the territory meets or exceeds all quarterly sales targets and goals
• Designs and executes territory business plan to exceed growth expectations by effectively impacting targeted HCPs and prospective HCPs in a defined geography
• Analyzes and monitors territory activity to ensure reach and frequency metrics are adequate to drive business needs, maximize sales and ensure key HCPs and practices receive at least the minimum number of visits determined to service and grow the practice
• Educates HCPs and staff on Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) vision and the value of Exagen’s products and services for appropriate patient care
• Efficiently routes travel throughout assigned territory geometry to access, engage and impact identified and prospective customers
• Determines, analyzes, and executes the coordination of territory resource needs for speaker programs, in-office educational budget, samples, and other promotional resources and activities in alignment with the corporate, region, and territory objectives
• Reviews sample test results with HCPs to enhance their understanding of Exagen's diagnostic technology and value
• Provides appropriate compliant guidance surrounding billing, insurance, and reimbursement procedures to customer’s staff using knowledge of coding, place of service, and product pricing
• Collaborates with the Regional Sales Director, Managed Markets team, and other stakeholders as needed, in the analysis and development of Laboratory Pricing Agreements e.g., Client Bill and other logistics important for customer access to our diagnostic products
• Collaborates with internal Provider Relations (PR) Representatives to support accounts, keep account of activities, update client database, follow-up, provide literature and supplies
• Performs all administrative functions required of the position, including, but not limited to, reporting call activity and customer information into Exagen’s call reporting system in a timely manner, submitting expenses accurately, completing training assignments, etc.

Qualifications

• Bachelor's BA or BS degree with an emphasis in the life sciences, or equivalent experience
• A minimum of 4 years of top sales performance in Diagnostic, Pharmaceutical, and/or other related healthcare markets
• Proven and consistent track record of exceeding sales objectives, preferably in Diagnostics and/or Specialty markets
• Possess superior selling skills developed in highly competitive markets
• Sets high goals and standards of performance and is self-motivated and able to work with a general level of autonomy
• Proven expertise in building strong relationships, influencing and changing customer behavior
• Aptitude for rapid learning and retention of technical and scientific product-related information
• Prior business-to-business sales experience
• Some overnight and weekends may be required