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OB - Laboratory Account
Executive
Territory – Arkansas, Louisiana, Mississippi,
Oklahoma and Western Tennessee region
Company manufactures, markets, and sells innovative solutions to
improve the clinical management of cancer, including detection,
diagnosis, staging, and treatment.
The Laboratory Account Executive (LAE) is responsible for achieving
the financial objectives of a Laboratory Account Executive’s
Territory, as well as assisting the region in achieving its overall
sales goals by marketing strategies. This candidate is responsible
for sales, sales forecasting, marketing feedback, best practices
development, ongoing training and development, reference site
development and customer satisfaction relative to sales activities.
The Laboratory Account Executive main responsibility is identifying
and closing new business and therefore necessitates a successful
proven track record of selling capital equipment as well as planning
and implementing complex sales calls.
The Laboratory Account Executive main responsibility is identifying
and closing new business and therefore necessitates a successful
proven track record of selling capital equipment as well as planning
and implementing complex sales calls.
Principal Accountabilities:
1) Demonstrate efficiency and effectiveness in successful sales
achievement in the LAE territory
2) Work closely with the Regional Sales Manager to regularly
evaluate company’s products and to ensure that territory
goals/quotas for all product lines are met, if not exceeded
3) Participate on cross-functional product launch teams. Work
closely with the other Laboratory Account Executive’s and Marketing
Product Managers to gather best practice and centers of excellence
data
4) May participate in training programs for new and existing
Laboratory Account Executive’s
5) Develop and implement sales and marketing plans, including
customer profiling, targeting and call schedules, to ensure
achievement of all sales objectives
6) Establish realistic customer and associate expectations and then
provide consistent follow-up to ensure customer and associate
satisfaction meets or exceeds expectations
7) Demonstrate the ability to work with colleagues to achieve team
objectives
a) Demonstrate the ability to work cooperatively with the all
companies personnel as a member of the regional account team to
achieve regional objectives through the communication of successful
tactics and recommendations for continuous improvements in
procedures, strategies and specific processes
b) Generate leads and sales by participating in state, regional, and
national meetings as directed by the Regional Sales
Manager-Laboratory Group and the Director of Sales. Activities
include pre-meeting display setup if necessary; meeting support,
post meeting display disassembly as needed
c) Actively participate in all training sessions and demonstrate
proficiency by testing or other means as assigned at session
completion
d) Identify, develop, and communicate best practices for sales and
sales process that result in closed contracts and increased customer
satisfaction
e) Work closely with Physician Sales Representative(s) in region to
identify and close new accounts
8) Perform administrative duties with accuracy and timeliness
a) Routine weekly, monthly, and other special reports must be
submitted completely and on time and must include lost business,
competitive activity and other information as required by the
Regional Sales Manager-Laboratory Group
b) Expenses must be documented with all receipts, submitted
accurately and in a timely manner and be within company guidelines
c) Free goods/samples must be consistent with defined budgets and
sent according to company policy
d) Maintain tracking policies and provide weekly updates for the
territory
e) Complete all mandatory and or assigned training activities as
well as any assigned development objectives
Job Dimensions
• Delivering objectives with a sense of urgency and purpose are
common factors of success in this position
• Number of Direct Reports : 0
• Travel Requirements: varies, up to 60-70%
• Geographical Responsibility: Regional travel is required
Education and Experience Required:
• BA/BS in Life Sciences, Biological areas, Business or related
discipline
• Five or more years experience in capital sales involving complex
selling situations, with at least three years of experience in
medical device sales
• Proven track record in developing new capital equipment business
on a yearly basis
• Must be self motivated to succeed and have a mastery of the
complex sales process
• Computer proficiency is required, including skills with the use of
Microsoft Word, Excel, and PowerPoint
Posses’ comprehensive knowledge of current U.S. healthcare trends
that can be integrated into region sales strategies
• Candidate should have well developed organizational and time
management skills
• Ideal candidates will posses the following:
1. Extensive previous field experience in the sale of capital
equipment/molecular diagnostics and/or IHC products in the medical
marketplace
2. Ability to operate independently and strategically to achieve
individual and corporate goals
Education and Experience Preferred:
• Degree in Medical Technology (MT ASCP) or Microbiology
• Must have experience in selling laboratory products
• Proven ability to read, analyze, and interpret documents such as
purchase agreements, financial reports, professional journals,
package inserts, technical procedures, and government regulations
• Posses the ability to adapt to changing markets and or territory
conditions while maintaining all objectives and or goals
Base Salary Range $60,000.00 - 70,000.00
Incentive compensation targeted at $60,000.00 for fiscal year 2008
Company car
3 weeks paid vacation
12 paid holidays
Benefits start day one of employment
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