Medical Laboratory testing remains the most critical element of patient care in the United States.
These test results provide the vital thread that runs through the entire patient care process.
Carilion Laboratories is actively seeking a results-oriented Area Client Manager to promote our outreach products within a specifically defined geographic area to an existing client base. The ideal candidate will have a college degree and a minimum of 5 to 7 years of demonstrated sales management success in the medical laboratory or healthcare industries with excellent communication skills and computer proficiency in a Windows environment.
I. SIGNIFICANT RESPONSIBILITIES AND ACCOUNTABILITIES:
A. Manages an assigned geographic sales area and product line to maximize sales revenues and meet corporate objectives:
1. Accurately forecasts annual, quarterly and monthly revenue streams.
2. Develops specific plans to ensure revenue growth for all company's products to the existing customer base.
3. Provides quarterly results assessment of sales staff's productivity.
4. Directs professional account management activities.
5. Coordinates proper company resources to ensure efficient and stable account management sales.
6. Manages and develops sales and sales support staff (currently 6 team members).
7. Manages personnel activities of staff (i.e. hires, trains, coaches, appraises, rewards, motivates, disciplines, recommends termination as necessary, etc.).
8. Educates sales unit in terms of sales and customer support tactics.
9. Evaluates effectiveness of direct reports; recommends necessary changes.
10. Establishes and manages effective programs and seminars.
11. Establishes new revenue streams and growth to base through Client Sales Specialists.
12. Sales of emerging products and multi-product sales.
13. Establishes superior customer service through Client Retention Specialists.
14. Creates pro-active competitive strategies and targeted sales campaigns.
15. Proper use of sales support.
16. Manages expenses of the area at a reasonable level.
17. Manages contractual business and financial issues.
B. Manages established territories and productivity expectations for Client Sales Specialists:
1. Ensures client visits are documented using contact management software.
2. Monitors volume and financial data for existing accounts within the area to identify negative trends.
3. Standardizes client visit checklist to pro-actively address changing client needs.
4. Evaluates competitive forces in established markets and recommends strategies to neutralize.
5. Evaluates insurance contracts in region that effect Carilion Labs’ business and sales strategies; makes recommendations for contracts.
6. Ensures at risk accounts are identified and problem-solving steps initiated to maintain a 95% client retention rate.
7. Implements training programs to improve laboratory testing product knowledge.
8. Works with Regional Sales Director to establish criteria and timelines for transitioning accounts from Sales Representatives to Client Sales Specialists.
C. Provides training for Client Sales Specialists to identify and target clients for up-sell potential:
1. Establishes criteria for CSS to prioritize clients with up-sell potential.
2. Ensures CSS’ have the necessary tools or services to up-sell existing business.
3. Identifies obstacles to up-sells and recommends strategies and process improvements to overcome.
D. Manages and monitors Client Support Specialists effectiveness providing support to Client Sales Specialists and clients:
1. Implements training programs to improve laboratory testing product knowledge.
2. Develops Client Satisfaction surveys and client training materials to ensure standardization.
3. Implements policies and process improvement to address client feedback.
4. Develops communication system for Client Support Specialists to work together to fully address client needs.
II. JOB SCOPE:
1. Present and demonstrate Carilion's Outreach Products highlighting their features, benefits and relevance to the prospects' business needs.
2. Prepare responses to client requests for proposals.
3. Develop presentations to effectively explain difficult systems concepts.
4. Strong problem resolution skills.
5. Excellent interpersonal and communications skills.
6. Proven ability to meet quota year after year.
7. Effectively manage the entire sales cycle for each prospect.
8. Travel of up to 50%.
III. MINIMUM QUALIFICATIONS:
Education: A Bachelor's degree is required.
Experience: The ideal candidate will have a strong background (minimum 5 years experience) in reference laboratory sales or healthcare information technology sales. Knowledge of clinical care delivery; knowledge of healthcare business practices, guidelines and policies; and knowledge of strategic selling concepts is a must.
Other Minimum Qualifications: The Candidate must possess an aggressive, can-do attitude, excellent presentation and oral communication skills. The Candidate must be able to work in a demanding environment under tight deadlines.
Carilion employees comply with organization and department policies and procedures, participate in programs and activities to achieve the mission and goals of the department and the organization, and assume responsibility for professional growth and development.
They maintain and demonstrate professional competency according to department policy, procedure and protocol.
Employees promote Carilion Labs’ Culture of Excellence and quality service through teamwork, respectful communication, maintenance of a professional environment, partnership with those we serve, and anticipation of patient/customer needs.
A Total Rewards Benefits package and relocation expenses are provided.
EEO/AA
If you are interested in this exciting opportunity you may apply online by visiting our website at www.carilionlabs.com and selecting employment.
www.carilionlabs.com
**Note: This job description only means to be a representative summary of the major responsibilities and accountabilities performed by incumbents of this job. The incumbent may be requested to perform job-related tasks other than those stated in this description.
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