Diagnostic Sales Manager (Bakersfield & Santa Clarita, CA)

Diagnostic Sales Manager

We understand that the world we want tomorrow starts with how we do business today, and that's why we're inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other's growth and development. Our culture is centered on our guiding philosophy, The Five Principles : Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

This is a field based role with a territory that includes Santa Clarita, Lancaster, Bakersfield, California and the surrounding areas. Candidates must be based within the territory.

The Target Base Pay Range for this position is $82,000 - $103,000 annually. At Antech, pay decisions are determined using factors such as relevant job-related skills, experience, education, training and budget. This position is also eligible for monthly and quarterly commission and a company vehicle.

Job Purpose / Overview

The Diagnostic Sales Manager (DSM) will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists, and other regional Mars Science and Diagnostic (SDx) offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues / functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.

Essential Duties and Responsibilities

• Create and implement territory coverage plans for optimal account coverage. Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase the Diagnostic revenue growth for both Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services year over year through new account acquisition and existing account upgrades and development
• Able to independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
• Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan
• Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-service and veterinarian seminars.
• Identifies customer needs, translates them to provide additional products and services, and provides customers with the best solution to their current practice needs.
• Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
• Understands and applies understanding of the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
• Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
• Cooperates and collaborates with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
• Shares important insights and competitive market information to regional and senior leadership.
• Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce the number of contacts to close / renew business.
• Demonstrates and believes in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices' diagnostic needs.
• Coordinate daily support activities and customer activities at meetings as assigned.
• Maintains Salesforce (CRM) customer and business date and other system records accurately and thoroughly.
• Identify, target, and acquire new business opportunities.
• Negotiates and implements mutually beneficial contractual relationships for customers and the company.
• Adheres to typical pricing guidelines and seeks exceptions only when they maintain mutuality.
• Utilize approved sales collateral to support promotional and territorial needs.
• Partner with cross-functional teams and internal resources to co-promote full portfolio of Antech services and products.
• Collaborates with Sr. Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including, but not limited to, IHD, Sound / Cuattro, AIS, and Reference Lab services.
• Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
• Completes these and other job duties in accordance with the Five Principles of Mars and Antech's Conduct and Ethics policies.
• Provide product and lab diagnostic support and service, including consultation at staff in-services and veterinarian seminars.
• Conduct quarterly business reviews (or as directed) for current clients.
• Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions, within SDX portfolio
• Coordinate daily support activities and customer activities at meetings as assigned.
• Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
• Learn and maintain competitive knowledge within the diagnostics and animal healthcare space

Education and Experience

Knowledge, Skills and Abilities

Antech is a leader in veterinary diagnostics, driven by our passion for innovation that delivers better animal health outcomes. Our products and services span 90+ reference laboratories around the globe; in-house diagnostic laboratory instruments and consumables, including rapid assay diagnostic products and digital cytology services; local and cloud-based data services; practice information management software and related software and support; veterinary imaging and technology; veterinary professional education and training; and board-certified specialist support services.

Antech offers an industry