Consultative Genomix (Formerly Alpha Genomix Laboratories)
Specialty Territory Manager Job Description
The Genetic Specialty Representative (GSR) is responsible for driving product sales growth through strong, value added relationships with OB/GYNs, Oncologist, hospitals, or diagnostic laboratories. They will also provide enhanced consultative solutions that are account based to existing and new customers for achieving and exceeding monthly sales targets while focusing on managed care or cash paying customers that will pay or reimburse for our product line of genetic diagnostic tests. This position offers potential for career development, and a competitive compensation package.
The GSR will be required to demonstrate growth throughout the year in the Foundational and Functional Sales Competencies. These Sales Competencies are focused primarily around: Achieving Results, Consultative Selling, Customer Focus, Sales Strategy & Planning, Product Knowledge, Relationship Management, and Communicating Effectively.
Achieving Results: Achieve assigned sales objective for the territory and have demonstrated ability to bring or deliver business within first 90 days of employment. Organize his/her territory / account to maximize sales impact by focusing on targets within specialized therapeutic areas. Review and analyze market data for developing and implementing business plans that focus on selling to targeted customers or business channels. Utilize given tools & technologies to maximize sales effectiveness.
Consultative Selling: Defines a business plan for accounts that identifies key influencers or decision makers. Applies account management selling skills to identify the needs and appropriate solutions for key healthcare professionals and decision makers. Explains accurate institutional / account pull- through messages and strategy. Includes and leverages product advocates. Uses appropriate questions to find unique business or unmet needs / professional interests, and to sustain conversations to respond to customer needs. Uses all resources to support the selling process, including medical information, Managed Markets partners, etc.
Customer Focus: Execute calls on targeted customers to provide accurate product information and ensure availability of our product line throughout the territory. Use skills and tools to understand customer needs and adjust sales approach accordingly. Build strong business relationships with prospective customers. Effectively utilize all available resources and programs.
Sales Strategy & Planning: Creates an account based approach to leverage and grow territory quickly. Researches the competition, history of the account, provider needs. Comprehends the customer’s practice, interests, key decision influencers, before making the sales call. Reviews company sales reports and analytics on target customer prior to sales call. Comprehends managed care influences and how to leverage opportunities where appropriate. Prepares relevant messages for the sales call based on an understanding of the customer’s needs. Establishes an appropriate call objective, action steps, and follows up to commitment.
Relationship Management: Has established relationships from career that can be leveraged to bring immediate impact in sales growth. Builds and maintains business advisory relationships across the account and business network. Is effective in building & maintaining current and new customer relationships. Demonstrates ability to work with others to reach a common goal. Is genuine in their approach in working with others as opposed to working separately or competitively. Leverages and involves all sales partners and relevant cross functional departments when appropriate to achieve sales goals and meet customer needs.
Communicate Effectively: Speaks clearly and expresses self well in a variety of formal and informal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; during presentations, can change tactics midstream when something isn’t working; adapts speaking style on the spot based on the audience's response; maintains a direct, candid approach to engage and build rapport. Able to persuade, convince, and build support for ideas and plans. Seeks to understand others; demonstrates attention and conveys understanding of the comments and questions of others; signals active listening using verbal and nonverbal response techniques.
Budget Management: Operate within the assigned expense budget. Complete administrative requirements including timely reporting, expense reports, budget management, etc.
Compliance Management: Comply with all legal and regulatory compliance requirements established by Alpha Genomix and that govern the sale and promotion of our Diagnostic Services.
Job Type: Full-time
Comp. Type Salary + Bonuses
Auto Package Car Allowance
Travel 10 - 20%
Salary & Benefits: The experience level of the successful candidate will determine base pay. Total Compensation is a mix of base pay and an uncapped bonus plan; compensation at plan will exceed $150,000 a year. Car allowance, phone allowance, plus gas, medical, dental, vision, life, short/long-term disability.
Job Type: Full-time
Salary: $75,000.00 to $95,000.00 /year