Digital Pathology Sales Specialist

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The Position

Digital Pathology Sales Specialist

The Opportunity:

• The Digital Pathology Sales Specialist is responsible for driving the sales of digital pathology solutions, including hardware, software, AI,  and services, to hospitals, reference labs, research institutions, pharmaceutical companies, and diagnostic labs. 

• This role involves identifying potential customers, understanding their needs, presenting tailored solutions, and closing deals that meet revenue targets

• The ideal candidate will have a deep understanding of digital pathology products, healthcare IT, strong sales acumen, and the ability to build relationships within the healthcare and research sectors. 

• Leverages current business relationships to maintain and grow current customer base. Works in coordination with Account Managers and Strategic Account Managers, Discovery Business Managers, to call on perspective and current customers.

• Present and demonstrate digital pathology solutions to potential clients, highlighting the value of transitioning to digital workflows.

• Achieve and exceed sales quotas by building a robust pipeline of prospects and closing new business.:

• Act as a trusted advisor to clients, understanding their pathology workflows and providing tailored solutions to meet their specific needs.

• Collaborate with technical teams to provide product demonstrations, training, and post-sales support.

• Address customer inquiries, resolve concerns, and ensure customer satisfaction throughout the sales process.

• Stay informed about industry trends, competitive products, and emerging technologies in the digital pathology space.

• Achieve high levels of customer satisfaction through delivery of sales and support assistance

• Coordinate product demos, installs, and customer training when required

• Develop and execute strategic sales plans to grow the company’s market share in digital pathology.

• Partner with customer service, technical support, and Roche Healthcare Consulting  to ensure smooth post-sales implementation and support

• Maintain accurate records of sales activities, customer interactions, and sales opportunities in the SFDC system.

• Provide regular sales forecasts and reports to the regional sales manager and participate in sales meetings.

This is a field based role: the territory includes CA, AZ, NM, ID, UT, WA, OR and UT.  We prefer the candidate to reside in Los Angeles, San Francisco, Phoenix, Seattle or Salt Lake City. Candidate must reside within 50 miles of territory border and near a major airport. Relocation benefits are not provided for this role. 

Who you are:

• Bachelors Degree in a related field  (Life Sciences. Biomedical engineering, biotechnology or similar) or equivalent experience

• 3+ years of experience in sales, preferably in digital pathology, medical devices, healthcare IT software, or life sciences

•  Leadership presence and business acumen with an understanding of digital pathology systems and their software applications in clinical and research settings.

•  Must have proven success in previous sales capacity, using   consultative selling skills, along with demonstrated leadership and communication excellence.

•  Presence and communication ability required with the ability to create and present impactful group presentations.

•  Negotiation, contracting and problem solving skills

Key Performance Indicators (KPI’s)

• Achieve and exceed monthly, quarterly, and annual sales targets.

• Increase market share for digital pathology products in assigned region

• Establish and maintain a pipeline of prospects.

• Customer satisfaction scores and retention rates.

Preferred:

• Laboratory sa