Area Sales Manager- East Region

Company Description

With over 30 years of specialized expertise in infectious disease, immunology and allergy testing for immunocompromised and critical patients, Viracor Eurofins is committed to helping medical professionals, transplant teams and reference labs get results faster, when it matters most. Viracor is passionate about delivering value to our clients by providing timely, actionable information — never losing sight of the connection between the testing we perform and the patients you serve. 

Job Description

Basic Function and Scope of Responsibility: 

The Area Sales Manager is primarily responsible for achieving the financial objectives of an assigned territory by effectively implementing Viracor-Eurofins’ sales and marketing strategies to grow test volume and revenue. Specifically, the Area Sales Manager will be responsible for expanding business in existing Accounts and securing business from new accounts.

Please note: Our ideal Area Sales Manager candidate will live in or around these geographical areas, Indiana- Indianapolis, Ohio- Cleveland, Cincinnati, or Columbus and within reasonable distance to a major airport, as relocation assistance will not be offered for this role. Candidates will also be required to complete a pre-employment drug screen and background check prior to their start date.

Essential Job Duties:

Area Sales Manager - Minimum

Attainment:

• Achieve 100% of sales quotas for assigned  territory
• Territory Management:
• Analyze information and data to develop a territory plan to achieve financial objectives --  maximizing call schedules, targeting, and appropriate company and test positioning
• Spend appropriate number of overnights to effectively cover geographical territory responsibility
• Organize, prioritize and perform sales activities which must adhere to business needs and objectives set annually by Sales Management and will include territory routing, call activity and pre-call planning goals

Selling:

• Develops and implements a territory and strategic sales plan involving multiple stakeholders in the growth of the Viracor-Eurofins product portfolio.
• Responsible for maintaining and growing the base revenue stream and insuring client satisfaction through consistent and ongoing client contact
• Calls on prospective clients to create demand, communicate medical, clinical and patient outcome benefits, deliver product information, prepare quotes and proposals within company guidelines
• Promptly and efficiently move a client through the sales process from cold call to close and follow-through
• Effectively prepare and deliver formal sales presentations to clients;
• Follow through after the close to ensure appropriate sales processes are in place to maximize test volume from an account and to ensure timely payment from account
• Conduct client business reviews, as dictated by annual goals, throughout the year to retain and grow client business

Administration:

• Maintain and executive on an accurate, robust pipeline of sales opportunities indicating close date, staging, products/revenue for weekly department meetings and monthly review at executive level.
• Perform routine weekly & monthly administrative duties by established due dates
• Enter call notes into Client Relationship Management ASAP but no later than Monday the week following call completion
• Submit expense reports within 30 days of being incurred
• Complete Media Lab and other assigned departmental training
• Performance Expectations:
• Develop and maintain an effective/professional working relationship with external customers and internal colleagues to provide the best service possible
• Represent department and organization professionally and favorably and in accordance with established Company standards and associate attributes at all times
• Other duties as assigned by management

Senior ASM – Fully meets the responsibilities of Level I plus the following:

• Mentor/coach other Area Sales Managers
• Assist with training sessions for sales team members
• Perform appropriate ASM duties as required
• Assist marketing dept. with research opportunities, data collection, customer reviews and promotion development

Qualifications

Essential Knowledge, Skills and Abilities:

Area Sales Manager - Minimum

• Bachelor’s degree in the sciences or business administration
• At least 3 – 5 years of direct sales experience, laboratory services or medical sales preferred
• Ability to travel up to 75%
• Customer service focused and professional atti