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.
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.
This position involves regular face-to-face travel, including the inherent risks associated with travel and weather conditions. This position may require working at customer facilities and workshop locations where conditions may vary to include exposure to temperature changes, varying levels of equipment noise, moving objects, electrical/manual machinery, and biologically hazardous materials. Some locations may house laboratories where exposure to fumes, chemicals, toxic materials, blood, and/or blood products may occur. The use of personal protective safety equipment may be required at some locations where safety techniques for handling hazardous materials must be learned and practiced.
Other requirements and personal characteristics:
Function in a responsible, professional manner using good judgment in decision making.
Think and act independently with little direct supervision, maintain work ethic, remain focused while working in the field.
Maintain strong desire to succeed and to accept accountability for assignments.
Make decisions while considering the needs of a global market.
Handle the emotional challenges of extensive domestic travel and adjust to the conditions of customer facilities and abide by requirements imposed by non-Agilent facilities in a professional manner.
Highly organized to handle large customers and multiple sales call points.
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Agilent Technologies, Inc. is an Equal Employment Opportunity and Affirmative Action employer. We value diversity at all levels. All individuals, regardless of personal characteristics, are encouraged to apply. All qualified applicants will receive consideration for employment without regard to sex, pregnancy, race, religion or religious creed, color, gender, gender identity, gender expression, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, registered domestic partner status, age, sexual orientation, military or veteran status, protected veteran status, or any other basis protected by federal, state, local law, ordinance, or regulation and will not be discriminated against on these bases.Agilent Technologies, Inc., is committed to diversity in the workplace and strives to support candidates with disabilities. If you have a disability and need assistance with any part of the application or interview process or have questions about workplace accessibility, please email job_posting@agilent.com or contact +1-262-754-5030.For more information about equal employment opportunity protections, please visit www.agilent.com/en/accessibility.
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