Diagnostic Sales Manager (Birmingham, AL)

About the Role

Key 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 diagnostic revenue through new account acquisition and existing account upgrades for Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services.
• Independently advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
• Create and implement quarterly sales plans 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.
• Identify customer needs, translate them into solutions, and provide the best options for current practice needs.
• Manage territory expenses, renew and sign new contracts, and prospect new business opportunities using strong prioritization.
• Build and maintain relationships with referral sources to establish new business opportunities.
• Collaborate with Inside Sales Teams and regional leadership to secure leads and share market insights.
• Enhance customer experience through research and tailored messaging to reduce contact frequency for closing/renewing business.
• Coordinate daily support activities and customer meetings, maintaining accurate records in Salesforce (CRM).
• Negotiate and implement contractual relationships, adhering to pricing guidelines and seeking exceptions when appropriate.
• Partner with cross-functional teams to co-promote the full portfolio of services and products.
• Manage, maintain, and safeguard company assets in compliance with policies.
• Complete administrative duties including forecasting and updating CRM with sales activities.
• Travel up to 85% within the territory, including overnight travel.

Requirements

• Bachelor's degree (Animal Health, Biological Sciences, Lab Sciences, or Business-related field) preferred.
• 3+ years of successful field sales experience, preferably in Veterinary Diagnostics.
• Proven success in sales with a track record of prospecting, pre-call planning, and closing deals.
• Excellent interpersonal, communication, and negotiation skills.
• Proficient with Microsoft Office and CRM systems such as Salesforce.
• Strong sales and closing skills with the ability to influence clients.
• Ability to analyze data and utilize client information to drive growth.
• Effective planning, prioritization, and multitasking skills.
• Ability to work independently and as part of a team.
• Valid driver’s license and insurability.
• Travel availability up to 85% within the territory, including overnight travel.

Nice to Have

• Experience in Veterinary Diagnostics.
• Knowledge of diagnostic products and services.
• Experience with digital cytology services and veterinary imaging.

Qualifications

• Bachelor's degree (preferred but not mandatory).
• 3+ years of successful field sales experience.

Benefits & Perks

• Paid Time Off & Holidays
• Medical, Dental, Vision (Multiple Plans Available)
• Basic Life (Company Paid) & Supplemental Life
• Short and Long Term Disability (Company Paid)
• Flexible Spending Accounts/Health Savings Accounts
• Paid Parental Leave
• 401(k) with company match
• Tuition/Continuing Education Reimbursement
• Life Assistance Program
• Pet Care Discounts