Position Summary
The Territory Sales Manager is responsible for driving growth of Southwest Labs’ toxicology and molecular testing services across Pueblo and the surrounding Southern Colorado market. This role focuses on developing new provider relationships, expanding testing volume within existing accounts, and ensuring our clients receive exceptional service and education on our clinical offerings. The Territory Sales Manager is a hunter–closer who understands healthcare, can speak credibly with providers and clinical staff, and is comfortable working in a fast‑paced, metrics‑driven environment.
Key Responsibilities
- Develop and execute a territory business plan to grow toxicology and molecular testing volume with pain management, primary care, behavioral health, and other targeted specialties.
- Identify, prospect, and close new accounts through in‑person visits, outbound outreach, and provider education.
- Grow testing utilization within existing accounts by expanding panels, adding providers, and increasing appropriate order volume.
- Conduct regular office visits, lunches, and educational meetings with providers and staff to explain test offerings, turnaround times, and clinical value.
- Serve as the primary point of contact for all accounts in the territory, coordinating quickly with internal teams to resolve specimen, reporting, billing, or service issues.
- Partner closely with internal operations (specimen processing, lab, billing) to ensure smooth onboarding, proper collection processes, and high service levels for each account.
- Maintain accurate activity, pipeline, and account data in the CRM; provide routine forecasts and territory updates to leadership.
- Monitor payer and regulatory requirements related to toxicology and molecular testing and ensure clients receive compliant education and guidance.
- Track key territory metrics (new accounts, active accounts, test volume, revenue) and consistently work toward or above quarterly goals.
- Represent Southwest Labs professionally at regional meetings, conferences, and customer events as needed.
Qualifications
- Previous experience in medical, laboratory, pharmaceutical, or diagnostics sales strongly preferred.
- Experience selling toxicology, molecular/diagnostic testing, or related lab services is a plus.
- Proven track record of territory growth, new account acquisition, and meeting or exceeding sales targets.
- Comfortable calling on physicians, advanced practice providers, and clinical staff in outpatient and clinic settings.
- Strong communication, presentation, and relationship‑building skills.
- Highly organized, self‑directed, and able to manage a field‑based territory with minimal supervision.
- Valid driver’s license and ability to travel regularly within the Pueblo / Southern Colorado region.
Performance Expectations
Success in this role is measured by achievement of quarterly territory goals, including new account acquisition and testing volume growth. The Territory Sales Manager is expected to consistently achieve at least 75% of assigned targets and participate in regular performance reviews and territory planning to stay aligned with organizational objectives.
Pay: $65,000.00 - $75,000.00 per year
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Flexible spending account
- Health insurance
- Paid time off
- Vision insurance
Work Location: On the road
