Account Manager, Pharmaceutical, Medical Sales, Diagnostic Testing, Northeast

Account Manager, Pharmaceutical, Medical Sales, Diagnostic Testing, Northeast

Our Client is a leader in the medical diagnostic testing space.  Human and Veterinarian

Over 50,000,000 test performed
Worked with over 12,000 physicians 
Performed in 88 different countries 
Been in business for over 40 years

Your opportunity is to expand our client base of physicians and increase revenue while maintaining and growing our permanent house accounts. As an Account Manager, you will provide education; effectively promote products through a Consultative- based selling approach; interface with other departments to meet Client needs; be responsible for the care and growth of new Client and grow permanent house account sales; demonstrate both the ability to listen well and to assist internal and external clients; project an upbeat and positive attitude; exercise sound judgment; compliantly take initiative and be flexible; and creatively solve problems to maintain and grow relationships.

Role:

• Develop qualified prospects and accounts through personal lead generation efforts. (Cold call, lead generation, on-site, and virtual)
• Gain office access to deliver product and service presentations demonstrating mastery as an industry expert with compelling market data on-site, conference call, Zoom, and other electronic & virtual means.
• Regularly travel to, educate, and service accounts in specified geography. Overnights at times may be necessary.
• Bring out key private practice pain points and the unique features & benefits of our laboratory testing solutions to clearly identify how to build the physician’s practice with our product.
• Create and use Quarterly Business Plans to achieve goals and grow territory sales.
• Develop trusting relationships with house accounts for the purpose of securing referrals, increasing sales and scheduling speaking engagements.
• Target ideal offices that will generate a minimum of 10 new patients a month and continually follow up onprospective doctors throughout their buying cycle.
• Submit accurate and timely documentation and administrative reports using CRM Salesforce database.
• Utilize approved electronic and printed marketing materials, and equipment to demonstrate unique featuresand benefits of our laboratory testing solutions.
• Participate in company trade shows and conferences when required to attend.  This may at times include weekends and overnight travel.  
• Work with a sense of urgency and exhibit timely follow up.
• Attend weekly sales team conference calls and attend all corporate meetings when required to attend.
• Grow permanent house accounts by being readily available to the physician and their staff and by working withthe Client Services Department to exceed the needs and expectations of all permanent house accounts within your assigned territory.

EDUCATION and/or EXPERIENCE – This is a great role to transition into Medical / Pharma sales

• Bachelor’s degree from four-year College or university required.
• Previous sales experience and/or advance sales training preferred.
• Exposure to medical/nutritional terminology preferred.

Work from home and Travel – Overnight travel may be required for local and national conferences.  As well as training and meetings.  This is an outside sales role.  You work remotely from your home but expectations are 8 active hours in the field a day.  This at times may require overnights for early scheduled in-services more than 2 hours from your home. 

MEASURES OF PERFORMANCE

• Must complete training program with a glide path to mastery.
• 8 hours of sales activity in the field daily.  Averaging > 8 targeted calls per day. 
• Achieve a consistent run rate of adding minimum of 4+ new physician offices that will generate a minimum of 10+ new patient requisitions a month.
• Product knowledge demonstrated through proficient handling of company’s core story, features, benefits and objections.
• Demonstrate sales competencies which include demonstrating determination, being a self-starter and handlingstress; being an excellent prospector, an outstanding closer, passionate about learning, possessing the power of persuasion and demonstrating effective time management skills. ALL of these skills are constantly being developed, refined and enhanced for effectiveness; as evidenced by order levels.
• Maintain a harmonious relationship with all other sales personnel to the overall benefit of the company sales efforts and success.
• Actively stimulate the order process, with developed Top 100 list through effective and creative use of all appropriate tactics available (On-site, outbound sales, telephone calls, mailings, zoom)
• Profile prospects and collect necessary information and update the CRM at completion of every encounter. 
• Meet or exceed the budgeted sales goals.
• Meet sales quotas discussed with the Manager.

Compensation
Salary plus commission, car allowance, full benes

Account Manager, Pharmaceutical, Medical Sales, Diagnostic Testing, Northeast