Diagnostic Sales Manager; Minneapolis East

Job Purpose / Overview

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 and Diagnostic (“SDx”) 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 (IHD) 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.
• 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 the number of contacts to close/renew business.
• 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.
• Negotiates and implements mutually beneficial contractual relationships for customers and the company.
• Partner with cross‑functional teams and internal resources to co‑promote the full portfolio of Antech services and products.
• Manage, maintain, and safeguard all company assets consistently and in compliance with administrative and reporting responsibilities.
• Support the company’s goal of becoming the leader in animal lab diagnostics services, products and veterinary practice solutions within the SDX portfolio.
• Complete administrative duties as required, including timely, daily forecasting and updating of Antech CRM with all sales activities.
• Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.
• Travel by vehicle up to 85% of the time within assigned territory, including overnight travel; drive up to 4 hours consecutively.

Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences or Business‑related field (preferred). 3+ years of successful field sales experience. Prefer experience in Veterinary Diagnostics and a proven track record of prospecting, pre‑call planning and closing deals.

• Strong sales and closing skills.
• Excellent interpersonal, communication, negotiation and conceptual/consultative sales skills.
• Proficient with Microsoft Office suite, Salesforce and ability to quickly learn new technologies.
• Ability to close new business within short sales cycles and execute sales strategies in a complex, fast‑paced environment.
• Ability to train peers on sales processes and use of collateral, systems, and…