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Integrated Genetics is seeking a Specialty Development Executive to join its Sales team! The SDE is responsible for effectively communicating and selling the benefits of the Integrated Genetics (IG) and Laboratory Corporation of America (LCA) Women's Health commercial products to clinicians and department personnel in an assigned geographic territory. The SDE provides direct sales and services primarily to OBGYN's, MFM's, Geneticists and regional reference laboratories within their assigned sales territory. This position requires regular travel within the assigned territory as well as occasional overnight travel.The territory for this position will be all of Orlando, including Ocala, Lakeland, South of Orlando to Stuart, FL.Responsibilities :
Meet and exceed sales goals and achieve maximum sales growth in assigned territory:
Successfully build and execute an annual business plan with quarterly updates in alignment with IG sales process
Accurately forecast and maintain a sales funnel of new opportunities in-line with a 90-day quota for all assigned products (as well as any future products)
Manage planning for a single to multi-state territory dependent on geography
Effectively manage travel logistics to maximize territory management efficiency and productivity
Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectations
Develop and effectively execute a territory management plan for current and prospective accounts
Achieve individual sales revenue quota on a quarterly and annual basis
Cold call and build a sales pipeline that will provide ongoing revenue goal achievement
Demonstrate an ability to effectively present to small and large groups
Effectively and successfully sell cross-departmentally within a physician's practice, regional reference labs and hospital laboratory with specific experience negotiating and securing budget for services
Attend local and national professional trade shows and events as requested to promote IG's products and services
Maintain and grow IG Women's Health business by increasing utilization in current customer base:
Effectively sell IG's Women's Health products and articulate their value proposition to all targeted customers and prospects in the assigned territory
Effectively perform in-services, training and implementation with pertinent personnel and physician staff
Effectively insulate accounts against competition utilizing the benefits of IG and LCA
Integrate successfully into team selling environment by partnering sales efforts with other SDE's and internal support team:
Collaborate, communicate and actively contribute to new business opportunities with SME and KAE counterparts
Partner with marketing department to support the development and execution of marketing strategies, programs and sales materials.
Update all relevant customer account information into CRM Data Management Systems
Provide ongoing customer support and clinical, technology and market updates for current customer base
Requirements
Bachelor's degree required. Science background highly desired
Minimum of 5 years' medical sales experience required
Previous experience selling directly to Physicians required
Women's healthcare experience and relationships with hospital systems, OB/GYNs, MFMs, KOLs highly preferred
Medical device sales experience and business-to-business experience preferred
Previous laboratory or diagnostics sales experience highly preferred
Prior experience with a defined transactional close; contract or purchase order changing hands
Demonstrated track record of recent success and sales accomplishments
The candidate must possess consultative sales skills to:
Understand current account lab testing process or program, identify each customers' unique needs and have the influencing skills to compel a change
Problem-solve any perceived logistical barriers
Relay the logistical and clinical benefits of IG and LCA to all pertinent department/office staff
Strong persuasiveness, influence and closing skills a must
Ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
Must have valid driver's license
Shift1Schedule1st Shift-Monday-FridayAs an EOE/AA employer, the organization will not discriminate in its employment practices due to an applicant's race, color, religion, sex, national origin, sexual orientation, gender identity, disability or veteran status.
