Antech Diagnostics
Diagnostic Sales Manager (Milwaukee)
Antech Diagnostics, Milwaukee, Wisconsin, United States, 53244
Where We Are
We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make a Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles: Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family‑owned company focused on veterinary care.
Location & Territory This is a field‑based role with a territory that includes all of Milwaukee, Kenosha, Green Bay and some other surrounding cities in Wisconsin. Candidates must be based within the territory.
Compensation Target Base Pay Range: $72,000 – $90,000 annually. The position is also eligible for monthly and quarterly commission and a company vehicle.
Job Purpose / Overview The Diagnostic Sales Manager (“DSM”) will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In‑house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists and other regional Mars Science & Diagnostics (SDx) offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will help colleagues functions develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.
Essential Duties And Responsibilities
Create and implement territory coverage plans for optimal account coverage. Conduct 85%+ in‑person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
Increase 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.
Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in‑service and veterinarian seminars.
Identify customer needs, translate them to provide additional products and services, and provide customers with the best solution to their current practice needs.
Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
Understand and apply the sales process timeline to demonstrate respect for 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.
Cooperate and collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
Share important insights and competitive market information to 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/renew business.
Demonstrate and believe in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.
Coordinate daily support activities and customer activities at meetings as assigned.
Maintain Salesforce (CRM) customer and business data 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 and seek exceptions only when they maintain mutuality.
Utilize approved sales collateral to support promotional and territorial needs.
Partner with cross‑functional teams and internal resources to co‑promote the full portfolio of Antech services and products.
Collaborate with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound/Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard all company assets consistently in compliance with administrative and reporting responsibilities.
Complete these and other job duties in accordance with the Five Principles of Mars and Antech’s Conduct and Ethics policies.
Provide product and lab diagnostic support and service, including consultation at staff in‑services and veterinarian seminars.
Conduct quarterly business reviews (or as directed) for current clients.
Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions within the SDx portfolio.
Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.
Education And Experience
Bachelor's degree (Animal Health, Biological Sciences, Lab Sciences or Business‑related field) preferred.
3+ years of successful field sales experience. Experience in Veterinary Diagnostics is preferred.
Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre‑call planning and closing deals.
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.
Proficient with Microsoft Office suite and CMS such as Salesforce and ability to quickly learn new technologies used to support sales.
Knowledge, Skills and Abilities
Strong sales and closing skills.
Strong verbal and written communication skills with the ability to influence and negotiate with clients and co‑workers/peers.
Strong interpersonal skills and the ability to build strong client relationships and loyalty to Antech.
Professional maturity and ability to adapt to independent and team‑oriented environments.
Ability to close new business within short sales cycles.
Ability to execute sales strategies in a complex, multi‑faceted, fast‑paced environment.
Ability to train peers on day‑to‑day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew contracts.
Ability to use data to inform the leadership team of regional high‑priority opportunities.
Ability to differentiate core business offerings to separate Antech Diagnostics from competitors’ offerings.
Strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results.
Ability to plan for, prioritize, and execute multiple recurring and ad‑hoc tasks.
Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities.
Ability to work well under time constraints and take initiative to work independently.
Effective communication with all levels of the organization in person, on the phone, and over video conferencing technology.
Flexible and adaptable attitude to cope with fast‑changing and complex environment.
Maintain confidentiality and use confidential information appropriately.
Organize and schedule work effectively and adapt to changing priorities.
Insurable and maintain a valid driver’s license.
Travel by vehicle up to 85% of the time within assigned territory, including overnight travel and ability to drive up to 4 hours consecutively.
Travel Up to 85% of the time.
About Antech Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span over 90 reference laboratories around the world; in‑house diagnostic laboratory instruments and consumables, rapid assay diagnostic products and digital cytology services, local and cloud‑based data services, practice information management software and related support, veterinary imaging and technology, veterinary professional education and training, and board‑certified specialist support services.
Benefits
Paid Time Off & Holidays
Medical, Dental, Vision (Multiple Plans Available)
Basic Life (Company Paid) & Supplemental Life
Short and Long Term Disability (Company Paid)
Flexible Spending Accounts/Health Savings Accounts
Paid Parental Leave
401(k) with company match
Tuition/Continuing Education Reimbursement
Life Assistance Program
Pet Care Discounts
EEO Statement We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement, please see our Career page at Antech Careers.
Note to Search Firms/Agencies Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position‑specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position‑specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Industries Veterinary Services
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Location & Territory This is a field‑based role with a territory that includes all of Milwaukee, Kenosha, Green Bay and some other surrounding cities in Wisconsin. Candidates must be based within the territory.
Compensation Target Base Pay Range: $72,000 – $90,000 annually. The position is also eligible for monthly and quarterly commission and a company vehicle.
Job Purpose / Overview The Diagnostic Sales Manager (“DSM”) will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In‑house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists and other regional Mars Science & Diagnostics (SDx) offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will help colleagues functions develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.
Essential Duties And Responsibilities
Create and implement territory coverage plans for optimal account coverage. Conduct 85%+ in‑person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
Increase 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.
Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in‑service and veterinarian seminars.
Identify customer needs, translate them to provide additional products and services, and provide customers with the best solution to their current practice needs.
Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
Understand and apply the sales process timeline to demonstrate respect for 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.
Cooperate and collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
Share important insights and competitive market information to 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/renew business.
Demonstrate and believe in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.
Coordinate daily support activities and customer activities at meetings as assigned.
Maintain Salesforce (CRM) customer and business data 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 and seek exceptions only when they maintain mutuality.
Utilize approved sales collateral to support promotional and territorial needs.
Partner with cross‑functional teams and internal resources to co‑promote the full portfolio of Antech services and products.
Collaborate with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound/Cuattro, AIS, and Reference Lab services.
Manage, maintain, and safeguard all company assets consistently in compliance with administrative and reporting responsibilities.
Complete these and other job duties in accordance with the Five Principles of Mars and Antech’s Conduct and Ethics policies.
Provide product and lab diagnostic support and service, including consultation at staff in‑services and veterinarian seminars.
Conduct quarterly business reviews (or as directed) for current clients.
Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions within the SDx portfolio.
Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.
Education And Experience
Bachelor's degree (Animal Health, Biological Sciences, Lab Sciences or Business‑related field) preferred.
3+ years of successful field sales experience. Experience in Veterinary Diagnostics is preferred.
Demonstrable success in previous employment indicated by high level of sales performance with a track record of prospecting, pre‑call planning and closing deals.
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors.
Excellent interpersonal, communication, negotiation skills; team oriented; conceptual/consultative sales skills.
Proficient with Microsoft Office suite and CMS such as Salesforce and ability to quickly learn new technologies used to support sales.
Knowledge, Skills and Abilities
Strong sales and closing skills.
Strong verbal and written communication skills with the ability to influence and negotiate with clients and co‑workers/peers.
Strong interpersonal skills and the ability to build strong client relationships and loyalty to Antech.
Professional maturity and ability to adapt to independent and team‑oriented environments.
Ability to close new business within short sales cycles.
Ability to execute sales strategies in a complex, multi‑faceted, fast‑paced environment.
Ability to train peers on day‑to‑day sales processes and help them learn how to effectively use collateral, systems, and assets to close new business and renew contracts.
Ability to use data to inform the leadership team of regional high‑priority opportunities.
Ability to differentiate core business offerings to separate Antech Diagnostics from competitors’ offerings.
Strong logic, reasoning skills, and a passion for the business with a strong drive to achieve results.
Ability to plan for, prioritize, and execute multiple recurring and ad‑hoc tasks.
Strong computer and analytical skills with the ability to analyze and utilize client data to drive growth opportunities.
Ability to work well under time constraints and take initiative to work independently.
Effective communication with all levels of the organization in person, on the phone, and over video conferencing technology.
Flexible and adaptable attitude to cope with fast‑changing and complex environment.
Maintain confidentiality and use confidential information appropriately.
Organize and schedule work effectively and adapt to changing priorities.
Insurable and maintain a valid driver’s license.
Travel by vehicle up to 85% of the time within assigned territory, including overnight travel and ability to drive up to 4 hours consecutively.
Travel Up to 85% of the time.
About Antech Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span over 90 reference laboratories around the world; in‑house diagnostic laboratory instruments and consumables, rapid assay diagnostic products and digital cytology services, local and cloud‑based data services, practice information management software and related support, veterinary imaging and technology, veterinary professional education and training, and board‑certified specialist support services.
Benefits
Paid Time Off & Holidays
Medical, Dental, Vision (Multiple Plans Available)
Basic Life (Company Paid) & Supplemental Life
Short and Long Term Disability (Company Paid)
Flexible Spending Accounts/Health Savings Accounts
Paid Parental Leave
401(k) with company match
Tuition/Continuing Education Reimbursement
Life Assistance Program
Pet Care Discounts
EEO Statement We are proud to be an Equal Opportunity Employer - Veterans / Disabled. For a complete EEO statement, please see our Career page at Antech Careers.
Note to Search Firms/Agencies Antech Diagnostics, Inc. and its subsidiaries and affiliates (Antech) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Antech and the requisition is position‑specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position‑specific requisition submitted to any Associate of Antech will be deemed the sole property of Antech and no fee will be paid in the event the candidate is hired by Antech.
Seniority level Mid‑Senior level
Employment type Full‑time
Job function Sales and Business Development
Industries Veterinary Services
#J-18808-Ljbffr