Preclinical Sales Manager
SUMMARY OF POSITION
The Preclinical Sales Manager is responsible for creating and winning Precision X-Ray sales opportunities in an assigned territory. The Preclinical Sales Manager is responsible for establishing and continuously developing the relationship with primary customer targets (hospitals, pharmaceutical companies, CRO’s and other research groups) in their assigned territories and where applicable, work in conjunction with Sales and Marketing colleagues to gain access to executive-level decision makers, principal investigators and any other researcher or decision maker that can move the sales process forward. This position reports to the Vice President of Domestic Sales.
DUTIES AND RESPONSIBILITIES
• Achieve sales volume and customer contact targets in assigned territory, driven from both targeted and new customer leads.
• Proactively identify and build relationships with key decision makers in primary target market within assigned territory.
• Create business plans for territory/assigned customer targets including, but not limited to opportunity development, competitive strategies, and targets.
• Continuously develop and manage a network of key opinion leaders within the assigned territory.
• Develop and maintain a high level of customer satisfaction through consistent, quality interactions with customers.
• Provide ongoing customer insights, market trends and competitive data to sales, marketing, and other internal teams.
• Leverage up-to-date products and technical expertise to effectively present and discuss the technology and clinical benefits in terms which are relevant to customers.
• Continuously update and validate understanding of customers’ changing clinical and/or operational issues and challenges.
• Effectively use sales process and leverage Company resources and approved product marketing and product promotion material to actively support the customer through their decision-making process towards a successful outcome.
• Engage in strategic opportunity management: Represent the company at relevant medical conferences and technical exhibitions.
• Leverage other Company resources as necessary (Service Team, etc.) to provide the necessary technical, clinical and business content to create competitive differentiation and deliver solutions that meet or exceed customer expectations.
• Ability to utilize CRM.
• Ensure knowledge of and compliance with all Quality, Regulatory and integrity policies, and guidelines.
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
• Support and comply with the company’s Quality Management System policies and procedures.
• Proven, effective time management, expense reporting and prioritization skills.
• Excellent English communication skills, both written and verbal.
• Outstanding influencing, interpersonal, and networking skills to drive successful relationship building.
• Strong critical thinking and analytical skills.
• Effective presentation skills: able to present ideas to customers in a way that produces understanding and impact.
• Regular and reliable attendance.
• Ability to work on a designated schedule.
• Ability to travel approximately 75% of working time (primarily within designated territory).
• Performs all other duties as required to meet the company’s goals and objectives.
QUALIFICATIONS AND EDUCATION REQUIREMENTS
▪ Bachelor’s Degree in Sales, Marketing, Business, Scientific, or related field.
▪ 7-10+ years of healthcare/medical sales experience in a customer-facing role closing large capital sales.
▪ Proficient in executing sales processes and deal closure.
▪ Proficiency in Microsoft Office.
▪ Possession of a valid driver’s license, no more than two moving violations in the past 36 months, and no unresolved license revocation or suspension issues.
▪ Maintenance of automobile insurance to satisfy any applicable state or local requirements with liability limits of at least $250,000 per person, $500,000 per accident, and $100,000 in property damage per accident (250/500/100).
▪ Authorization to work in the United States without sponsorship.
▪ Demonstrated ability to perform the Essential Duties of the position with or without supervision.
▪ Experience in sales of medical devices or diagnostics.
▪ Experience in business-to-business sales.
▪ Experience in a sales role where follow-up (not just one-time contact) was necessary to close.
▪ Experience in a sales role during a product launch.
