Regional Account Manager

Company Mission: To be the best provider of comprehensive and innovative clinical laboratory services for the prevention, diagnosis and treatment of complex chronic disease. Company Vision: The Genova Diagnostics team will improve the lives and well‑being of patients by bringing insights to the complexity of health. Position Summary: The Regional Account Sales Manager is responsible for growing and managing sales revenue in assigned territory. He/she works to develop strategies to sell tests to new and current clients. This person plays a highly proactive role in growing revenue with Priority/Established Accounts, New Accounts and develops sales leads. The Regional Account Sales Manager is responsible for building sales relationships by regular and on‑going interaction with these accounts through written contact, telephone and in‑person meetings at appropriate intervals. The Regional Account Sales Manager may also represent the company at various trade shows. The Regional Account Sales Manager will work to meet all the needs required to manage their accounts and perspective territory. Essential Duties and Responsibilities: Responsibilities include but are not limited to the following: Technical Strategic and consultative sales approach to leads, current users and new accounts Manages client activity in assigned territory and proactively communicates with clients regarding revenue and volume trends, campaigns, QA issues, lab issues, new products and/or services Conduct tele calls, video and virtual calls as a core part of daily responsibilities Allocate the majority of time to tele calls, video, and other virtual interactions, with limited in‑person field visits Calls on New and High‑volume clients to promote products in a consultative sales process. Acquires orders and collects marketing information Collaborate with internal customers to support clients’ need for technical information Manages sales activities, efforts and client information within Customer Relationship Tool Generates and analyzes weekly and monthly revenue reports Reports current client information and call progress through CRM (Salesforce.com) to report important details from sales encounter Submits periodic summaries of special projects Other Engage in conversations to learn the most about clients to meet their needs Explores with the doctor the appropriateness of tests based on the doctor’s specialty • Records suggestions from physicians and their staff regarding company protocols Attend departmental meetings and serve on committees as appropriate. Works with Territory/Regional Sales Managers and may also interact with all areas of the laboratory, specifically supervisors and group leaders in routine follow‑up Supervisory Responsibilities: This job has no direct supervisory responsibilities but does require close communication with the other Regional Account Sales Managers and supervisors. Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience: This position requires a minimum of a Bachelor’s degree in a health‑related and/or marketing/sales field. Also requires 2 to 5 years experience with a sales focus, or related/relevant experience. Candidates must be comfortable working with physicians, their staff and taking on a proactive sales role with outstanding communication skills. Also must show a high level of creativity, energy and enthusiasm. Must be multi‑task oriented, courteous and organized. Computer Skills: To perform this job successfully candidates must be familiar with computer programs such as Outlook, Word and Excel. Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job while wearing the appropriate Personal Protective Equipment. On occasion the individual may be called upon to handle biological specimens. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision and ability to adjust focus. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Represents the company at professional meetings and conferences by staffing the company booth and being available to physicians for educational consultation and support. Must be able to work within and manage a travel budget. Works closely with Regional Account Managers, members of the sales and marketing staff, medical education, accounts receivable business office, and laboratory management. Work independently to effectively manage a large geographic territory consisting of multiple accounts Meets with practitioners face to face to promote Genova’s product portfolio Performs in‑services to clients and staff when applicable Supervisory Responsibilities: This job has no direct supervisory responsibilities but does require close communication with all departments. Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Candidates should have the following skills and attributes: reliable transportation, communication, interpersonal skills, and conflict resolution; some familiarity with company products and operations; ability to read, analyze, and interpret complex documents; ability to respond effectively to the most sensitive inquiries or complaints; ability to write presentations using original or innovative techniques or style; ability to make effective and persuasive presentations to doctors and public groups; ability to apply principles of logical or scientific thinking to a wide range of intellectual and practical problems; ability to deal with nonverbale symbolism (formulas, scientific equations, graphs, etc.); and ability to read medical literature in a discerning fashion. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Education and/or Experience: A Bachelor’s degree in the life sciences is preferred for this position. Preference is given to candidates who have had consultative sales training or graduated from a corporate sales training program. Computer Skills: To perform this job successfully computer skills allowing for broad end‑user applications are required. Physical Demands: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; operate a motor vehicle to travel to customers or prospects, use hands to finger, handle, or feel; reach with hands and arms and talk or hear. The employee must occasionally stand and walk. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, and the ability to adjust focus. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. #J-18808-Ljbffr