Job ID: H63944
Job Summary:
To manage and grow a book of business including physicians and/or hospitals, within an assigned territory. Drive for maximum territory growth and profitability through increased penetration of the Insure product line. Provide continuing education to existing customers and manage customer relationships to ensure that their needs are met and HemoCue's, a Quest Diagnostics Company, business objectives are satisfied.
Job Accountabilities:
· Targets accounts for growth in line with target markets and accounts identified; implements fee increases or price changes; introduces new products and services.
· Increases the profitability of existing accounts by analyzing profitability, product and service portfolio and communicating plans with customers and executing solutions.
· Builds relationships at multiple levels within the account (e.g., physician, office staff); with internal support positions and with operations to maximize efficiency of processes.
· Research customer problems and direct resolution/prevention to appropriate new Department/Area.
· Account Management Activities when needed (pricing increases, etc.).
· Prepare reports for management.
· Collect and channel market dynamics information (competitive, etc.).
· Target and secure profitable new business in line with regional marketing strategy by effectively targeting prospective accounts, creating in-depth prospect profiles, building relationships, prepare and present proposals, and securing the business.
· Educate new customers on all HemoCue, a Quest Diagnostics Company, processes and procedures to ensure accurate and timely transactions.
· Participate with local leadership in developing overall business unit plans for increasing volume and profitability through implementation and execution of national strategies and initiatives.
· Prepare and present proposals and bids by using all standard processes, procedures and templates.
· Proposes pricing quote structures for potential and existing customers for maximum quantity sales volume. Ongoing follow-up with renegotiation on contract expiration, with approval of Sales Management and Controller.
· Stay abreast of changes in the market place impacting customers. Maintain a working knowledge of company products and those of competitors and share this information with leadership.
· Ensure total compliance with all company polices and government regulations.
· Maintain customer contacts and pipeline management utilizing Salesforce.com.
· Perform other tasks as assigned by manager.
Expectations:
· Attainment of yearly Sales Goal
· Retention of current base sales revenue (dollars and volumes)
· Create new business for growth from inactive and new accounts, as measured by the sales revenue (dollars and volume) of new business per yearly plan
· Regularly update Salesforce.com
· Potential travel
Job Requirements:
· Bachelor's degree in a Business, Marketing, or the Life Sciences or related field; or the equivalent years of education and experience
· Knowledge of Healthcare Industry and general economics of business
· Five years of successful sales experience in medical products industry preferred
· Ability to develop and sustain strong customer relationships
· Strong planning and organizational skills
· Excellent oral and written communication and presentation skills
· Solid PC skills including knowledge of Microsoft Office Software