Diagnostic Sales Manager; Minneapolis

Target Base Pay Range for this position is $75,000 - $93,500 annually. Eligible for monthly and quarterly commission and a company vehicle.

The Diagnostic Sales Manager (DSM) will manage their territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In‑house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists and other regional Mars Science & Diagnostics offerings. The DSM will serve as an advisor, leader, and technical expert to support peer mentorships and will support colleagues/functions to develop sales tactics to expedite the closure of new business and renewals and resolve complicated customer issues.

• Create and implement territory coverage plans for optimal account coverage.
• Conduct 85%+ in‑person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase diagnostic revenue growth for Reference Lab, imaging, and In‑house Diagnostics equipment, tests, and services year over year through new account acquisition and existing account upgrades and development.
• Advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
• Create and implement a quarterly sales plan to achieve sales goals and objectives per the sales compensation plan.
• Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in‑service and veterinarian seminars.
• Identify customer needs, translate them to provide additional products and services, and provide customers with the best solution to their current practice needs.
• Fiscally manage territory by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
• Understand and apply the timeline for the sales process to demonstrate respect for client time by including thorough analysis in client meetings.
• Build and maintain relationships with referral sources to establish a solid base of new business opportunities.
• Cooperate and collaborate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
• Share important insights and competitive market information to regional and senior leadership.
• Enhance overall customer experience by researching customers before site visits allowing for tailored messages and anticipation of issues to reduce contacts needed to close/renew business.
• Demonstrate and believe in Antech's lab diagnostics services, IHD equipment, and Imaging systems as the best solution for veterinary practices’ diagnostic needs.
• Coordinate daily support activities and customer activities at meetings as assigned.
• Maintain Salesforce (CRM) customer and business data and other system records accurately and thoroughly.
• Identify, target, and acquire new business opportunities.
• Negotiate and implement mutually beneficial contractual relationships for customers and the company.
• Adhere to typical pricing guidelines and seek exceptions only when they maintain mutuality.
• Utilize approved sales collateral to support promotional and territorial needs.
• Partner with cross‑functional teams and internal resources to co‑promote the full portfolio of Antech services and products.
• Collaborate with Senior Equipment Specialists and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite, including IHD, Sound/Cuattro, AIS, and Reference Lab services.
• Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
• Complete these and other job duties in accordance with the Five Principles of Mars and Antech’s Conduct and Ethics policies.
• Conduct quarterly business reviews for current clients.
• Assist in establishing the company as the leader in animal lab diagnostics services, products and veterinary practice solutions within the SDX portfolio.
• Complete administrative duties including…