Sales Account Manager, USL - Minneapolis, MN

Description

The Laboratory Diagnostics Sales Representative is responsible for driving profitable revenue growth and expanding market share within an assigned territory. The primary focus of this position is the sale of urinalysis and HbA1c analyzers, reagents, consumables, service, and related solutions to hospitals, integrated delivery networks (IDNs), reference laboratories, physician office laboratories, and other clinical laboratory customers.

The successful candidate will combine proactive new business development with consultative selling, strategic account management, competitive conversions, and disciplined territory and pipeline management. Key customer stakeholders include laboratory technologists, laboratory managers and directors, pathologists, supply chain, procurement, finance, IT, and executive leadership.

Essential Job Duties

• Own and manage the assigned territory by developing and executing strategic territory plans designed to achieve or exceed established revenue, instrument placement, reagent, consumable, and other sales objectives.

• Proactively identify and develop new business opportunities through prospecting, cold calling, field activity, networking, referrals, channel partners, industry events, and targeted competitive conversions.
• Assess customer workflow, testing volumes, clinical requirements, staffing challenges, connectivity needs, financial considerations, and growth objectives to effectively position ARKRAY urinalysis and HbA1c solutions.
• Communicate the clinical, operational, and financial value of ARKRAY products and solutions through a consultative and solution-based selling approach.
• Manage the complete sales cycle from prospecting and discovery through presentation, demonstration or evaluation, financial proposal, contracting, negotiation, closing, implementation coordination, and post-sale follow-up.
• Develop and maintain strong relationships with laboratory leadership, supply chain, procurement, finance, IT, executive leadership, and other key customer stakeholders.
• Identify opportunities for competitive conversions, product standardization, additional instrument placements, and account expansion.
• Maintain a strong understanding of ARKRAY products, laboratory workflows, competitive technologies, customer buying processes, market trends, and clinical diagnostics industry developments.
• Effectively differentiate and position ARKRAY products and solutions within competitive sales situations.
• Collaborate with applications, service, marketing, contracts, finance, operations, sales leadership, and distribution or channel partners to develop opportunities, address customer needs, and advance business opportunities.
• Maintain a healthy and appropriately staged sales pipeline and provide accurate and timely sales forecasts.
• Maintain complete and accurate Salesforce records, including customer activity, opportunity progression, competitive information, contract timing, next steps, and monthly, quarterly, and annual forecasts.
• Manage customer and distributor communications in a timely and professional manner.
• Execute established territory plans and maintain compliance with company policies and required training.
• Perform other reasonably related duties as assigned by management.