NeoGenomics
divh2Territory Business Manager/h2pNeoGenomics is looking for a Territory Business Manager located in the Manhattan, New York area./ppAs an employer, we promise to provide you with a purpose-driven mission in which you have the opportunity to save lives by improving patient care through the exceptional work you perform. Together, we will become the worlds leading cancer reference laboratory./ppPosition Summary:/ppThe Territory Business Manager (TBM) reports to the Regional Director in their assigned region within the Clinical Services commercial organization and serves as the primary customer owner of and contact for all accounts within their assigned territory. The TBM is responsible for calling on all stakeholders within their territory such as: pathology, community oncology, hospital oncology, academic centers, reference labs and private physician groups selling the full portfolio. This role is responsible for identifying opportunities to expand share of care and maintaining business within their current customer base as well as acquiring new customers in the community oncology by selling the full portfolio. The TBM is responsible for the entire sales process for all of their assigned accounts. The TBM facilitates the involvement of all specialist teams such as the Oncology Sales Specialists (OSS) and support resources such as the Client Success Specialists (CSS) to increase account value. The TBM should also engage the Key Account Manager (KAM) to target and support Tier A accounts. The TBM is responsible for operating their territory within their given operating budget./ppResponsibilities:/pulliAchieves annual sales goals through efficient management and satisfaction of customer needs within assigned territory./liliPrimary account owner of Tier A, B, C accounts./liliEngage with KAMs to target and support Tier A accounts./liliOwns the entire sales process for assigned accounts./liliWorks with OSS and CSS to increase account value./liliDevelops and maintains relationships with key decision makers in accounts./liliIdentifies and pursues new business opportunities within existing accounts./liliCollaborates with marketing and product teams to develop strategies for account growth./liliStays up-to-date on industry trends and competitive landscape./liliEnsures customer satisfaction and retention through proactive communication and problem-solving./liliResponsible for consultative sales and promotion of the Companys products within assigned territory:/liulliDevelops and maintains territory coverage plan with Regional Manager/liliProvides routine service to key assigned accounts/liliProperly presents key products as directed/liliCommunicates regularly with all members of assigned territory team/li/ulliResponsible for market development activities:/liulliFocuses on development and maintenance of key accounts with their KAM/liliPerforms product in-service training to ensure customer satisfaction as needed/liliProducts frequent market feedback on products, competition and market conditions to the Regional Manager and Marketing Manager/liliDevelops and maintains territory specific information relative to competitors and distributors in the market/liliDevelops, maintains and delivers accurate information on lost business/li/ulliGenerates ideas that contribute to the territory, business unit, company mission and growth./liliEnsure all activities and opportunities are entered and tracked in SFDC to allow increased visibility./liliMaintain detailed records in SalesForce.com to provide account updates and support ongoing review of the customer master file/liliLeads and facilitates problem solving within team and across cross-functional areas./liliRecognizes and rapidly responds to changes in internal/external environment; stimulates change and champions new initiatives/liliDevelops annual business plan and updates regularly; prioritizes and manages time effectively; maintains appropriate contact with all accounts; develops and executes account specific strategies; utilizes resources effectively/liliIdentifies and builds relationships with customers at all levels within each organization; leverages contacts to achieve business objectives, when appropriate; establishes consistently positive rapport/liliAchieves goals for product sales; maintains consistent momentum in sales cycle; self-disciplined and self-directed; overcomes obstacles; maintains high work ethic; creates sales opportunity/liliIdentifies personal and professional development objectives and plans to achieve them/liliUnderstands internal information technology systems and how the interface with clients/liliParticipates in sales meetings, seminars, industry conferences, and tradeshows and manages event coordination/liliMay provide results to an inquiring client in accordance with department SOPs./liliTimely and accurate fulfillment of Sales Administration duties such as expense Reporting within guidelines outlined in the companys Travel
Entertainment Policy/liliAdheres to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws. Ensures the privacy and confidentiality of all communication/li/ulpExperience, Education and Qualifications:/pulliBachelors degree in life sciences or business-related field required (MBA preferred)/lili5+ years direct sales experience in a clinical and/or laboratory market environment preferred/liliStrong closing skills. Prior attendance at formal sales training courses a plus/liliStrong interpersonal and influencing skills at all levels of the organization/liliDemonstrated record of achievement in a prior sales position preferred/liliProven oral, written, telephone and presentation skills/liliKnowledge of clinical and/or laboratory market environment and products/liliAbility to learn and retain product specific information and utilize to position the features and benefits to customers/liliAbility to work under deadline pressure and extra hours if needed on assignments/liliProficient with MS Office programs/liliStrong organizational skills and attention to detail/liliAbility to work independently and in a team environment/liliMust be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual/liliValid drivers license for state of residence required/liliAbility to travel as required by role (up to 75% of the time). Some overnight travel may be required./li/ul/div
Entertainment Policy/liliAdheres to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws. Ensures the privacy and confidentiality of all communication/li/ulpExperience, Education and Qualifications:/pulliBachelors degree in life sciences or business-related field required (MBA preferred)/lili5+ years direct sales experience in a clinical and/or laboratory market environment preferred/liliStrong closing skills. Prior attendance at formal sales training courses a plus/liliStrong interpersonal and influencing skills at all levels of the organization/liliDemonstrated record of achievement in a prior sales position preferred/liliProven oral, written, telephone and presentation skills/liliKnowledge of clinical and/or laboratory market environment and products/liliAbility to learn and retain product specific information and utilize to position the features and benefits to customers/liliAbility to work under deadline pressure and extra hours if needed on assignments/liliProficient with MS Office programs/liliStrong organizational skills and attention to detail/liliAbility to work independently and in a team environment/liliMust be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual/liliValid drivers license for state of residence required/liliAbility to travel as required by role (up to 75% of the time). Some overnight travel may be required./li/ul/div