HDx Account Manager

Job Description

The Account Manager is responsible for Account Management for Healthcare Diagnostics customers within assigned territory (Eastern MA and ME). Maintains and expands relationships with customers of the organization, accountable for direct sales of new/existing products, develops and implements strategic sales plans to maintain and grow the business to exceed sales goals and performance expectations by performing the following duties:

Essential Job Functions & Responsibilities

• Sales of Cancer Diagnostic Products, including Genomics and Pathology automated workflow solutions into the Anatomic Pathology/Clinical Marketplace.

• Promotes Agilent Pathology/Genomics products and identifies potential sales opportunities in a professional manner to achieve the sales plan.

• Develops and implements strategies to maintain and/or expand sales within an assigned territory.

• Ability to work in a team environment to effectively collaborate with service, applications and sales and marketing specialists.

• Prepares a plan for each account to identify customer needs/opportunities and how they can be met in the short, mid, and long-term.

• Forecasts the demand for product(s) within assigned territory.

• Provides reports on the budget and sales activity for a given period.

• Accountable for financial proposals (i.e., single use quotes, reagent rentals, Unilateral and Bilateral agreements, etc.), territory management and forecasting.

• Collaborates with customers to understand the customer's overall objectives and requirements.

• Contacts customers on a regular basis, both in-person and virtually, to maintain account relationships, advises on new product and service offerings, and obtain feedback on products.

• Calls on multiple stakeholders including Pathologists, Administrators, Technicians, Purchasing Agents, and Managers in clinical laboratories located in hospitals, reference testing labs, comprehensive cancer centers and labs involved in clinical diagnostic workflows.

• Ensures sales, applications and service, and training departments provide post implementation support to assigned accounts.

• Serves as a point of escalation for issues or activities that the customer encounters during product utilization.

• Expedites the resolution of customer problems/complaints.

• Prepares and conducts technical/product presentations and demonstrations.

• Participates in trade shows by representing the organization and sharing information on products.

• Provides feedback to marketing and product engineering teams for future product enhancements.

• Shares ideas and customer needs throughout all phases of product life cycle (plan, design, integrate, install, manage).

• Supplies quarterly and annual business forecasting by providing account trends and sharing future client needs.

• Develops Total Available Market Analysis for territory to include analysis of all hospitals and reference labs in territory performing testing which Agilent supplies with list of equipment used for testing, volumes, and current dedication.

• Prepares and presents Business Review Analysis to top 10 customers in territory on bi-annual basis.

• Achieves assigned Key Performance Indicators.

• Compliant with industry regulations and requirements related to Health Care Organizations and Health Care Professionals.

• Other related duties may be assigned.

Travel - 80% in the assigned territory.

Qualifications

• Bachelor’s degree in Life Sciences or a Medical Technologist certification and/or equivalent experience.

• Direct sales experience with a track record of successfully developing new business and maintaining existing accounts with a minimum of 5 years selling medical devices or related products and services.  Experience calling on Reference Labs, Medical Centers, Pathologists, or related providers highly desirable. Working knowledge of Genomics and Next Gen Sequencing workflows a plus.

• Working knowledge of PowerPoint, Excel, MS Teams and navigating CRM tools and other enterprise software.