Job Description

To develop and lead sales teams in the execution of sales strategies that increase profitability to maximize sales objectives. We are seeking a dynamic and experienced Sales Manager to lead the sales efforts for a contract testing lab, specifically targeting the hospital sector. This role requires strong leadership and strategic skills to manage a regional sales team, develop and execute sales strategies, and cultivate key relationships within healthcare organizations. The Sales Manager will play a pivotal role in driving growth, enhancing customer satisfaction, and collaborating with internal teams to ensure successful implementation of sales initiatives. Works with Executive Team to manage, train, develop staff, and prepare regional budget and business plans.

Key Responsibilities

• Oversee the development and management of regional account relationships with hospitals and healthcare organizations.

• Manage key account relationships and set clear development objectives for the sales team, ensuring business plan goals are met, including account targeting, needs assessment, and program implementation.

• Ensure contractual requirements (e.g., physician calls) are met and track progress against performance goals.

• Lead efforts to identify and capitalize on new sales opportunities through inbound follow-ups, cold calling, and targeted campaigns, while re-engaging inactive accounts.

• Build and nurture relationships with healthcare providers, including physicians, lab managers, and other decision-makers, delivering tailored solutions and ensuring long-term satisfaction.

• Utilize CRM software (e.g., Hubspot) to maintain accurate records, track leads, and ensure compliance with sales processes.

• Develop and implement strategies to grow market share, driving revenue by converting prospects into active accounts and expanding business within the assigned territory.

• Monitor performance against sales goals, optimize work processes, and drive continuous improvement within the team.

• Lead the preparation of proposals and responses to RFPs, ensuring client needs are addressed and industry standards are met. Hold team members accountable for achieving sales targets while adapting to evolving market conditions and customer needs.

• Communicate effectively with diverse audiences, delivering impactful and clear messaging.

• Lead the development and execution of sales strategies to drive growth in the biopharmaceutical and biotechnology sectors.

• Create and execute marketing plans, including cross-selling and up-selling campaigns to increase market penetration.

• Conduct market analysis, monitor competitor activity, and adjust strategies to remain competitive.

• Stay abreast of pharmaceutical, biotech, and clinical trial industry trends, ensuring a strong understanding of testing lab services and regulatory requirements.

• Attending medical conferences, trade shows, and networking events to expand professional relationships and raise the company’s profile.

Experience and Qualifications:

• 5+ years of relevant sales experience in the pharmaceutical, healthcare, or contract testing lab industries, with a focus on hospitals.
• In-depth knowledge of the healthcare market, particularly hospitals and testing labs.
• Proven success in leading and managing sales teams, consistently exceeding sales targets.
• Experience in managing complex sales cycles, including RFPs, proposals, and negotiations.
• Strong ability to analyze market trends and develop effective sales strategies to drive market share growth.
• Familiarity with CRM software, particularly Salesforce, and proficiency in using it to track leads and sales progress.
• Bachelor’s degree required; advanced degrees or certifications in related fields are a plus.

Skills and Abilities:

• Strong problem-solving and critical thinking skills.
• Exceptional communication and interpersonal skills, with the ability to build relationships with C-suite executives.
• Proficient in Microsoft Office (Word, Excel, PowerPoint).
• Ability to multitask and manage competing priorities in a fast-paced environment.
• Knowledge of value-based selling and negotiation techniques is a plus.

Other Requirements:

Ability to travel as required, including occasional overnight travel.

Strong customer service skills, with the ability to adapt to a diverse range of clients and situations.

Experience managing regional sales teams and collaborating with internal stakeholders to meet business objectives.

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