The Role
Owns customer relationships and the full sales process for assigned Oregon and Idaho accounts in a clinical laboratory territory. Responsibilities include achieving sales goals, expanding existing accounts, acquiring new customers, developing territory and account plans, coordinating specialist and support teams, maintaining Salesforce records, providing product training, monitoring market conditions, and ensuring customer satisfaction. The role requires frequent travel, including possible overnight travel, and sales to pathology, oncology, hospital, academic, laboratory, and physician-group stakeholders.
Summary Generated by Built In
Are you motivated to participate in a dynamic, multi-tasking environment? Do you want to join a company that invests in its employees? Are you seeking a position where you can use your skills while continuing to be challenged and learn? Then we encourage you to dive deeper into this opportunity.
We believe in career development and empowering our employees. Not only do we provide career coaches internally, but we also offer many training opportunities to expand your knowledge base! We have highly competitive benefits with a variety of HMO and PPO options. We have a company 401k match along with an Employee Stock Purchase Program. We have tuition reimbursement, leadership development, and even start employees off with 16 days of paid time off plus holidays. We offer wellness courses and have highly engaged employee resource groups. Come join the Neo team and be part of our amazing World Class Culture!
NeoGenomics is looking for a Territory Business Manager located in Oregon or Idaho.
Now that you know what we're looking for in talent, let us tell you why you'd want to work at NeoGenomics:
As 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 world's leading cancer reference laboratory.
Position Summary:
The 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.
Responsibilities:
- Achieves annual sales goals through efficient management and satisfaction of customer needs within assigned territory.
- Primary account owner of Tier A, B, C accounts.
- Engage with KAMs to target and support Tier A accounts.
- Owns the entire sales process for assigned accounts.
- Works with OSS and CSS to increase account value.
- Develops and maintains relationships with key decision makers in accounts.
- Identifies and pursues new business opportunities within existing accounts.
- Collaborates with marketing and product teams to develop strategies for account growth.
- Stays up-to-date on industry trends and competitive landscape.
- Ensures customer satisfaction and retention through proactive communication and problem-solving.
- Responsible for consultative sales and promotion of the Company’s products within assigned territory:
- Develops and maintains territory coverage plan with Regional Manager
- Provides routine service to key assigned accounts
- Properly presents key products as directed
- Communicates regularly with all members of assigned territory team
- Responsible for market development activities:
- Focuses on development and maintenance of key accounts with their KAM
- Performs product in-service training to ensure customer satisfaction as needed
- Products frequent market feedback on products, competition and market conditions to the Regional Manager and Marketing Manager
- Develops and maintains territory specific information relative to competitors and distributors in the market
- Develops, maintains and delivers accurate information on lost business
- Generates ideas that contribute to the territory, business unit, company mission and growth.
- Ensure all activities and opportunities are entered and tracked in SFDC to allow increased visibility.
- Maintain detailed records in SalesForce.com to provide account updates and support ongoing review of the customer master file
- Leads and facilitates problem solving within team and across cross-functional areas.
- Recognizes and rapidly responds to changes in internal/external environment; stimulates change and champions new initiatives
- Develops 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
- Identifies and builds relationships with customers at all levels within each organization; leverages contacts to achieve business objectives, when appropriate; establishes consistently positive rapport
- Achieves goals for product sales; maintains consistent momentum in sales cycle; self-disciplined and self-directed; overcomes obstacles; maintains high work ethic; creates sales opportunity
- Identifies personal and professional development objectives and plans to achieve them
- Understands internal information technology systems and how the interface with clients
- Participates in sales meetings, seminars, industry conferences, and tradeshows and manages event coordination
- May provide results to an inquiring client in accordance with department SOPs.
- Timely and accurate fulfillment of Sales Administration duties such as expense Reporting within guidelines outlined in the company’s Travel & Entertainment Policy
- Adheres 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
Experience, Education and Qualifications
- Bachelor’s degree in life sciences or business-related field required (MBA preferred
- 5+ year’s direct sales experience in a clinical and/or laboratory market environment preferred
- Strong closing skills. Prior attendance at formal sales training courses a plus
- Strong interpersonal and influencing skills at all levels of the organization
- Demonstrated record of achievement in a prior sales position preferred
- Proven oral, written, telephone and presentation skills
- Knowledge of clinical and/or laboratory market environment and products
- Ability to learn and retain product specific information and utilize to position the features and benefits to customers
- Ability to work under deadline pressure and extra hours if needed on assignments
- Proficient with MS Office programs
- Strong organizational skills and attention to detail
- Ability to work independently and in a team environment
- Must be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual
- Valid driver’s license for state of residence required
- Ability to travel as required by role (up to 75% of the time). Some overnight travel may be required.
Skills Required
- Bachelor's degree in life sciences or a business-related field
- Five or more years of direct sales experience in a clinical and/or laboratory market environment
- Strong closing skills
- Strong interpersonal and influencing skills
- Demonstrated record of achievement in a prior sales position
- Proven oral, written, telephone, and presentation skills
- Knowledge of the clinical and/or laboratory market environment and products
- Ability to learn and retain product-specific information and position product features and benefits
- Ability to work under deadline pressure and extra hours when needed
- Proficiency with Microsoft Office programs
- Strong organizational skills and attention to detail
- Ability to work independently and in a team environment
- Ability to work in a biohazard environment and comply with safety policies
- Valid driver's license for state of residence
- Ability to travel up to 75% of the time, including possible overnight travel
- MBA
- Formal sales training course attendance
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The Company
What We Do
NeoGenomics Laboratories is a leading cancer diagnostic reference laboratory that has provided high-quality cancer testing and partnership programs to pathologists and oncologists for over 10 years. We work every day to achieve our common purpose of saving lives by improving patient CARE through Communication, Accuracy, Reliability, and Efficiency. Our areas of expertise include cancer cytogenetics with industry-leading turnaround times; hematologic and solid tumor FISH testing with the largest menu of technical-only services available; 10-color flow cytometry; IHC supported by an extensive antibody library; and over 100 molecular oncology tests comprising the most comprehensive combination of multiparameter profiles and targeted biomarker tests in the industry. Our technical-only testing programs feature on-demand or live training and are available to pathologists who wish to sign out FISH, flow cytometry, and/or IHC. NeoGenomics’ extremely fast test development cycle means we are highly responsive to therapy development and guideline changes, and test design always involves a balance of convention and innovation. We support clients in many cancer-related market segments, to include: hospital and private pathology laboratories, office-based oncologists, CRO / Biopharmaceutical development organizations, academic institutions / teaching hospitals, and several more. CONNECT WITH US Online: neogenomics.com Twitter: https://twitter.com/NeoGenomics Facebook: facebook.com/neogenomics
