Summary

This position is responsible for executing sales strategy by hiring, motivating, and retaining qualified Account Managers (AMs) dedicated mainly to U.S. hospital core laboratories as well as national and regional reference laboratory markets.

Duties and Responsibilities

• Provide leadership and vision through effective planning and decision making to subordinates to achieve company targets. Provide coaching needed to reach key decision makers, form positive customer relationships, and achieve sales quotas.
• Train subordinates to prepare and conduct effective sales presentations, instrument demonstrations and prepare proposals for current & potential customers.
• Develop, deliver, and monitor programs and processes designed to gain incremental business and generate consumables revenue quickly from new analyzer placements.
• Manage number-based sales reports and forecasting tools to accurately measure and predict business trends to successfully achieve business goals.
• Work closely with authorized distribution partners to maximize results by coordinating training, funnel reviews, and opportunity-specific strategies and tactics.
• Manage documentation of sales activities and opportunity progress in CRM.
• Conduct business reviews on a quarterly basis and report progress and gaps in progress.
• Uncover and share industry trends and competitive activity across ARKRAY departments and participate in planning and executing business development and retention strategies.
• Lead and expand direct sales efforts to laboratory and hospital markets.
• Coordinate and inspire the team through strategic planning and decision-making to meet company targets, while coaching Account Managers to effectively engage key decision-makers, build positive customer relationships, and achieve sales quotas.
• Responsible for achieving and surpassing sales targets, ensuring alignment with the company’s sales strategy.
• Manage assigned corporate accounts as assigned by the Division Head.

Knowledge and Skills

• 5+ years sales experience working within the hospital and reference laboratory IVD instrument fields
• 3+ year experience managing others.
• College degree in business or life science required
• Prior experience in sales of Urinalysis and Sediment Analyzers required. Experience with HPLC A1c Analyzers is highly desirable.
• Demonstrated expertise in the reagent lease business model and a solid understanding of P&L management to drive profitability and informed decision-making.
• Strong contacts within the hospital and reference laboratory markets.
• Strong and sound leadership skills.
• Strong selling, communication, negotiation, and management skills
• Proven customer service practices that have resulted in building long-term relationships and repeat business.
• Highly motivated and self-directed who function well in a results-oriented and dynamic environment.
• Highly collaborative and able to work effectively in a team environment.
• Situated near a major airport.

Location

Major cities with near a major airport within the continental United States.

ARKRAY is an Equal Opportunity Employer: minorities, women, veterans, and individuals with disabilities.