Regional Sales Manager - Medical Laboratory Sales

Rocky Mountain Laboratories LLC; Colorado; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Health Savings Account (HSA)

Paid holidays (7)

Disability insurance

Life and AD&D insurance

Employee Assistance Program (EAP)

Job summary

Rocky Mountain Laboratories LLC is seeking a Regional Sales Manager to lead up to 14 Account Managers and Customer Success Managers across Utah, Colorado, Idaho, and Nevada. This field-based role reports to the CEO, overseeing a proven book of business and driving growth in molecular diagnostics, core lab, and toxicology services.

You will travel ~50% during ramp-up, later ~one week per month, while coaching reps, building strategies, and maintaining key relationships with large accounts.

Qualifications

• 5+ years of B2B or field sales experience.
• 3+ years direct sales team management.
• Proven track record of meeting or exceeding revenue targets.
• Experience leading remote reps across a large territory.
• Strong CRM skills and pipeline forecasting.
• Experience presenting to physicians and healthcare leaders.
• Willingness to travel ~50% during ramp-up, then ~1 week/month.
• Medical sales experience in clinical labs, diagnostics, or toxicology preferred.
• Knowledge of lab terminology and lab sales compliance.
• Experience selling to mobile medicine, LTC, hospice, or primary care.
• Experience building or scaling a sales team.
• Bachelor's degree required.

Responsibilities

• Recruit, hire, and train sales team members, and oversee onboarding and mentoring for new reps.
• Build regional sales strategies and territory plans.
• Set monthly goals by rep, territory, and account type; ride along with reps on prospecting visits, presentations, and account reviews.
• Own relationships with the region's largest accounts and find new business opportunities.
• Track pipeline and volume in Zoho CRM and the LIS; report performance and projections to leadership, and build 30-day recovery plans for underperforming territories.
• Manage the team budget, mileage reports, and order documentation.
• Make sure the team follows policy and healthcare laws that govern lab sales and referrals, including the Anti-Kickback Statute, EKRA, and Stark.

Skills

B2B Sales

Sales Team Management

Revenue Targets

Remote Team Management

CRM & Forecasting

Healthcare Presentations

Travel Readiness

Medical Sales

Mobile Medicine Sales

Lab Terminology

Zoho CRM

LIS/LIMS Knowledge

Sales Team Building

Bachelor's Degree

Education

Bachelor's degree

Tools

Zoho CRM

LIS/LIMS

Job description

Regional Sales Manager – Medical Laboratory Sales

Rocky Mountain Laboratories – Salt Lake City, UT (field-based, multi-state)

Rocky Mountain Laboratories is a clinical laboratory providing comprehensive laboratory services. We are dedicated to delivering accurate and timely diagnostic information and are committed to improving healthcare outcomes through cutting-edge technology and a customer-focused approach.

Rocky Mountain Laboratories is hiring a Regional Sales Manager to lead up to 14 Account Managers and Customer Success Managers across Utah, Colorado, Idaho, and Nevada. Reporting directly to the CEO, you'll take over an established team and book of business and grow accounts across our molecular diagnostics, core lab, and toxicology services. Our fast turnaround and commitment to responsive service give your team a strong story to bring to clients. Expect about 50% travel for the first few months, dropping to about one week a month.

Override bonus: a percentage of your team's sales volume

Expenses: up to $650 per month for fuel, mileage, and phone, plus a company credit card for approved travel expenses

Schedule: Monday – Friday, with overnight travel during ramp-up

Full time, W2, exempt

Location: field-based. Lead, coach, and develop your team to hit sales targets and grow market share

• Recruit, hire, and train sales team members, and oversee onboarding and mentoring for new reps
• Build and carry out regional sales strategies and territory plans
• Set monthly goals by rep, territory, and account type; Ride along with reps on prospecting visits, presentations, and account reviews
• Own relationships with the region's largest accounts and find new business opportunities
• Track pipeline and volume in Zoho CRM and the LIS; report performance and projections to leadership, and build 30-day recovery plans for underperforming territories
• Manage the team budget, mileage reports, and order documentation
• Make sure the team follows company policy and the healthcare laws that govern lab sales and referrals, including the Anti-Kickback Statute, EKRA, and Stark

• 5+ years of B2B, outside, or field sales experience
• ~3+ years directly managing a sales team, including hiring, coaching, and performance management
• ~ A track record of leading a team to meet or exceed revenue or volume targets
• ~ Experience managing reps who work remotely across a large territory
• ~ Strong CRM skills and comfort with pipeline reporting and forecasting
• ~ Confident presenting to physicians, practice managers, and facility leaders
• ~ Able to travel about 50% during ramp-up, including overnights, then about one week per month
• ~ Medical sales experience in clinical laboratory, diagnostics, toxicology, pharmaceutical, or medical device sales (strongly preferred)
• Experience selling to mobile medicine, long-term care, hospice, pain management, or primary care practices
• Knowledge of laboratory terminology and lab sales compliance
• Experience with Zoho CRM or a laboratory information system (LIS/LIMS)
• Experience building or scaling a sales team or territory
• Bachelor's degree

Benefits begin 60 days after the first full month of full-time employment.

• ~ Health, dental, and vision insurance
• ~ 7 paid holidays
• ~Health Savings Account (HSA)
• ~ Short-term and long-term disability (RML covers 60% of the short-term premium)
• ~ Voluntary life and AD&D insurance
• ~ Employee Assistance Program (EAP), 100% company-funded

Application deadline

Applications are reviewed on a rolling basis, and the position may be filled before this date. Anticipated application close date: We comply with all applicable federal and state laws and prohibit discrimination based on race, ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity or expression, veteran status, disability, or genetic information. We comply with the Americans with Disabilities Act (ADA) and provide reasonable accommodations to qualified individuals with disabilities, including during the application process.

Background checks and other pre-employment screenings happen only after a conditional offer, in accordance with applicable federal, state, and local laws. This role also requires an annual background check after hire.

Staffing agencies and official channels
Rocky Mountain Laboratories does not partner with external staffing agencies.