Veterinary Diagnostics Field Sales Leader

3M HEALTHCARE; Detroit (MI); On-site; USD 120,000 - 160,000; Full time

Benefits offered by this job

Competitive benefits package including

401(k) with company match

Paid time off

Job summary

Antech Diagnostics in Detroit, MI is seeking a Diagnostic Sales Manager to drive market share and growth by promoting Antech Reference Lab services, In‑house Diagnostics, Telemedicine, and Imaging systems in collaboration with Equipment Specialists and regional SDx offerings.

The role emphasizes in-person sales, new account acquisition, and contract closures, with up to 85% travel. Strong Cloud-based CRM proficiency and cross-functional teamwork are essential for success.

Qualifications

• Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, or a business-related field (preferred).
• 3+ years of successful field sales experience, preferably in Veterinary Diagnostics.
• Demonstrated high sales performance with a track record of prospecting, pre-call planning, and closing deals.
• Ability to work effectively in a fast-paced, complex environment with varying priorities.
• Valid driver’s license and insurability; travel up to 85% of the time, including overnight and up to 4 hours consecutively.

Responsibilities

• Create and implement territory coverage plans to optimize account coverage.
• Conduct 85%+ in-person sales calls to promote, sell, and service animal hospitals, veterinarians, and staff to achieve growth targets.
• Drive diagnostic revenue growth for 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.
• Advance sales to contract closure while obtaining required approvals per the sales operations process.
• Create and implement quarterly sales plans to achieve sales goals and objectives per the compensation plan.
• Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultations at staff in‑service and veterinarian seminars.
• Identify customer needs, translate them to additional products and services, and provide customers with the best solution for their practice needs.
• Fiscally manage the territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
• Adhere to the sales process timeline, respecting 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.
• Collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
• Share important insights and competitive market information with 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 needed to close or renew business.
• Maintain belief in Antech’s lab diagnostics services, IHD equipment, and imaging systems as the best solutions for veterinary practices’ diagnostic needs.
• Coordinate daily support activities and customer activities at meetings as assigned.
• Maintain Salesforce (CRM) customer and business data and other system records accurately and thoroughly.
• Identify, target, and acquire new business opportunities.
• Negotiate and implement mutually beneficial contractual relationships for customers and the company.
• Adhere to typical pricing guidelines, seeking exceptions only when they maintain mutuality.
• Utilize approved sales collateral to support promotion and territorial needs.
• Partner with cross‑functional teams and internal resources to co‑promote the full portfolio of Antech services and products.
• Collaborate with Senior Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite (IHD, Sound/Cuattro, AIS, and Reference Lab services).
• Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
• Provide product and lab diagnostic support and service, including consultation at staff in‑services and veterinarian seminars.
• Conduct quarterly business reviews for current clients.
• Maintain competitive knowledge within the diagnostics and animal healthcare space.
• Support the company’s position as the leader in animal lab diagnostics services, products, and veterinary practice solutions within the SDX portfolio.
• Complete administrative duties, including timely forecasting and updating of Antech CRM with all sales activities.

Skills

Strong sales and closing skills

Excellent communication

Time management

Data-driven decision making

Relationship building

Negotiation

Education

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, or a business-related field

Tools

Salesforce

Microsoft Office

Job description

Antech Diagnostics in Detroit, MI is seeking a Diagnostic Sales Manager to drive market share and growth by promoting Antech Reference Lab services, In‑house Diagnostics, Telemedicine, and Imaging systems in collaboration with Equipment Specialists and regional SDx offerings.

The role emphasizes in-person sales, new account acquisition, and contract closures, with up to 85% travel. Strong Cloud-based CRM proficiency and cross-functional teamwork are essential for success.