Support the organization's mission, vision, and values by exhibiting an ongoing commitment to the highest standards in all phases of laboratory operations. Assume service-oriented attitude to gain a sense of pride and accomplishment. Accepts the team approach with dedication and commitment towards all work performed.
Responsible for new clinical laboratory and anatomic pathology laboratory sales elements for Interpath and its affiliates for the purpose of meeting or exceeding the organizations stated growth goals. Provide organization with timely and accurate information regarding market trends, competitors, and opportunities. Participates in setting future corporate direction with other key corporate decision makers by contributing regional and national market place intelligence.
Proficient use of Microsoft Office products, CRM, LIS, CLIMS, use of company issued smart phones, Telcor, SharePoint, Kronos, computer and network concepts, effective verbal and written expression and comprehensive product knowledge.
Outgoing, organized, disciplined, high energy, big picture view, self-motivated, intuitive, stable, self-confident, responsible, dependable, high level of integrity, ethical, positive attitude, creative a leader, presents well, teacher, coach, motivator, comprehensive product knowledge, values communication
Education: Four (4) year degree in any discipline
Experience: Five (5) years sales experience in laboratory or related medical field and two (2) years sales manager experience in the medical field
Foster an atmosphere of continual personal and corporate process improvement through the use of IQ tools.
Management of all sales staff.
Increase annual revenue by obtaining corporate sales targets in each sales territory.
Report to CEO.
Coordinate with and inform corporate management (CEO, Marketing, Corporate Operations, Business Development, and Corporate Projects Manager, Client Service Manager and Billing Manager) all significant regional/national healthcare industry changes, trends, etc.
Participate in planning of corporate direction based on observed/learned healthcare environment in sales areas managed.
Manage, evaluate and modify as necessary all elements of the anatomic pathology and clinical laboratory sales program.
Identify new markets for clinical pathology and anatomic pathology.
Identify and communicate to corporate management acquisition opportunities.
Identify strategic relationships and communicate to corporate management.
Identify and communicate the need for the development of new, or the modification of current, clinical and anatomic laboratory products.
Recruit continually, hire as needed, train perpetually, and consistently follow up on regular basis to determine the understanding and comprehension of training and compliance with all elements of the trained concepts, including but not limited to, LIS, CRM, SharePoint, phones, laptops, I-Web, marketing brochures, service manuals, new client build processes, etc.
Recruit and hire, utilizing all corporate “Human Resource” policies and procedures to establish the appropriate sales team in each sales territory.
Establishing training program for new sales staff.
Identify and recommend appropriate sales tools; CRM software, phones, laptops, etc.
Further educate and train by following up on all training through monthly (frequent) performance assessment of existing sales staff.
Evaluate and report all sales metrics for each sales territory and sales person on a monthly basis.
Develop and modify as necessary sales staff performance criteria to include new monthly sales quotas, cold call volumes (new accounts), follow up call volumes (activities), neglected accounts, total accounts, opportunities, and missing CRM data requests.
Through use of existing and newly created sales management tools, review weekly all sales activities and performance of all sales staff.
On time personnel performance evaluations on an annual basis for all staff managed.
Two (2) ongoing IQ projects at all times.
Development of successful sales program (increase sales, sales strategies for each unique sales territory/area the corporation provides laboratory services in).
Frequent (no less than monthly) meeting with CEO sharing pertinent and significant sales activities in all areas managed.
Frequent (no less than monthly) sales meetings with all sales staff (either by phone or in person) covering the following areas: continuing education for existing lab service offered by corporation, new products and services being offered, general information reports by territory, etc.
On a quarterly basis list, define and communicate the needs, projects, and operational deficiencies, including new services/products needed by sales to increase the test and revenue volume of the corporation. These quarterly lists will be reported to the following departments: Operations, Information Technology, Human Resources, Marketing, Courier, Business Office, Business Development and CEO.
Quarterly presentation to clinical and anatomic staff the goals, expectations, progress of corporation from a sales perspective.
Meet with Corporate Projects Manager, Information Technology Managers and EMR Coordinator on the priority and progress of all EMR and other sales related IT projects.
Identifies all potential laboratory acquisition opportunities and regularly update corporate management with current information.
Identify and report market trends in clinical laboratory and anatomic pathology sectors to corporate management.
Collect and report on a quarterly basis specific market data to Client Service Manager and summary information to corporate management team and/or CEO by mining CRM data, sales call data (WinScribe), etc.
Develop (in coordination with sales representative for each area) one, two and three year sales strategies for new business in each territory including forecasting of the expected revenue growth.
Sales representative and sales manager will identify and develop strategic prospective client relationships to help insure future sales.
Requires all intelligence about our competitors to be documented in CRM (computer notes).
Maintains confidentiality of clients, patients, and corporate information at all times and requires same of all staff supervised (Sales Representatives).
Provide input regarding space, lease terms, and staffing based on sales projections and needs for any prospective or existing clients.
Sales force compliance with PTO, expense receipt submissions, expense limits, and other company procedures/ protocols/ policies.
Establish and manage/oversee commissions for anatomic pathology and clinical laboratory sales staff.
Coordinate with Marketing Manager and Client Service Manager regarding marketing literature, trade shows, etc.
In coordination with CEO, establish annual sales goals for the sales department by territory.
Establish and manage monthly, quarterly, and annual sales goals for each sales representative.
Monitor sales call activities on a weekly basis: new account builds, number of prospective accounts called on, missing information in CRM etc.
Scheduled weekly in person interactions or phone conversations with each rep to go over their numbers and discuss/develop strategy on a client by client basis.
Perform regular (weekly) “ride-alongs” with each sales representative as means to evaluate and coach on sales techniques and application of corporate sales strategies and execution of individual prospective client sales plans.
Attend significant sales appointments with sales reps, create or review all written sales proposals and help create strategies for emails, phone calls etc.
In coordination with Marketing Manager and Corporate Projects Manager, create standardized “new clinic” contracts, laboratory service agreements, laboratory contracts, letters of intent, confidentiality agreements.
Coordinate and lead monthly sales meeting to include input (presentations) from all clinical and anatomic departments and operational departments.
Develop a sales training process that contains specific tasks, actions and behaviors which include an evaluation of comprehension and retention of training concepts.
Sales training process also includes evaluation criteria of field (actual) compliance with all criteria trained/covered.
Develop and implement an education program that communicates all of the company’s clinical and anatomic laboratory products to be used by each Sales Representative.
Trade shows: Identify trade shows to attend, determine who will represent corporation. Work with Marketing to develop strategies on such items as booths, banners, brochures, and marketing literature, give a-ways, corporate sponsorships etc.
Evaluate and recommend strategic patient service centers and laboratory locations to support growth in all markets based on sales intelligence.
Participate in the development of bench mark criteria for establishing the levels of service which will be delivered to current and future clients. These criteria include, but are not limited to, rent of physical space, electronic interfaces, courier services, locating of phlebotomy (specimen collection) patient service centers.
Consult on troubled accounts.
Annual assessment and allocation of sales staffing in all marketing areas.
Identify service level needs in each marketing area, communicate to operations and assure that obligations are being met.
Participate in development of pricing (fee schedules), sliding reimbursement scales, contracts and RFPs (Request for Proposal).
Convey to operations TAT expectations in each particular market.
Participate in new Site Start up meetings and processes.
Assure that new clients are set up correctly and all subsequent client service processes/functions are accomplished.
Assure that outside client service representatives are monitoring and communicating with new clients during the commission period.
Actively evaluate and monitor all expense categories (especially personnel and associated expenses) on a monthly basis and reduce all unnecessary expenses wherever possible.
Assure that all managed staff comply with all company protocols and policies related to cars and personal corporate expenditures.
Interact with key potential accounts on a regular basis in addition to sales representative activities.
Communicate billing issues in particular markets or with certain clients and suggest solutions.
Consult with Marketing and Operations on requisitions, logos, signage, web site, etc.
Operate company vehicles in accordance with company policies and applicable public rules and regulations.
Understand and adhere to HIPAA policies, procedures and regulations to assure patient confidentiality.
Blending the MLA, MCL and Interpath companies re: job descriptions, job titles, territories, which brands to promote, products, etc.
Evaluate and recommend strategies for exclusive insurance products.
Occasionally lifting up to 30-60 lbs.
Able to enter and exit assigned vehicle.
Able to travel by car to all current and future sales regions, which are as far as 7+ hours.
Able to sit in vehicle/drive for up to 2+ hours nonstop.
Able to load & unload assigned vehicle, with frequent bending involved.
Drive assigned vehicle in all types of conditions, including construction areas, freeway, and rural traffic, hours of darkness, and inclement weather.
Occasional kneeling, bending, stooping to perform vehicle inspections and minor operator maintenance.