Diagnostic Sales Manager

Job Purpose / Overview

The Diagnostic Sales Manager (DSM) will manage 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.

• Develop and execute territory coverage plans for optimal account coverage.
• Conduct 85%+ in‑person sales calls to promote, sell, and service animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase diagnostic revenue for Reference Lab, imaging, and IHD equipment, tests, and services year over year through new account acquisition and existing account upgrades.
• Advance sales to the closure of business contracts while seeking appropriate approvals per the sales operations process.
• Create and implement quarterly sales plans to achieve goals per the 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 into additional product/service solutions, and provide the best solution to practice needs.
• Manage territory finances by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities.
• Demonstrate respect for client time by including thorough analysis in client meetings.
• Build and maintain relationships with referral sources to secure new business opportunities.
• Collaborate with Inside Sales Teams (Customer Success Representatives) to secure leads and identify customer needs, sharing insights and competitive market information with regional and senior leadership.
• Enhance overall customer experience by researching customers before site visits to tailor messages and anticipate issues.
• Coordinate daily support activities and customer meetings as assigned.
• Maintain accurate Salesforce (CRM) records and other system data.
• Identify, target, and acquire new business opportunities, negotiating and implementing mutually beneficial contractual relationships.
• Adhere to pricing guidelines and seek exceptions only when maintaining mutuality.
• Use 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 Sr. Equipment Specialists and Regional Managers to identify critical opportunities for comprehensive diagnostic suites.
• Safeguard company assets consistently and comply with administrative and reporting responsibilities.
• Assist in establishing Antech as the leader in animal lab diagnostics services within the SDX portfolio.
• Complete administrative duties, including daily forecasting and updating of sales activities in Antech CRM.
• Maintain competitive knowledge within the diagnostics and animal healthcare space.

• Preferred:
  Bachelor’s degree in Animal Health, Biological Sciences, Lab Sciences, or a Business‑related field.
• Minimum: 3+ years of successful field sales experience; experience in Veterinary Diagnostics preferred.
• Demonstrated high sales performance with a track record of prospecting, pre‑call planning, and closing deals.
• Strong interpersonal, communication, negotiation, and consultative sales skills.
• Proficiency with Microsoft Office suite and CRM systems such as Salesforce; ability to quickly learn new technologies.
• Ability to close new business within short sales cycles and execute strategies in a complex, fast‑paced environment.
• Strong analytical skills and ability to use client data to drive growth opportunities.
• Professional maturity, independence, and team orientation.
• Strong written and verbal communication skills and ability to influence stakeholders at all levels.
• Ability to plan, prioritize, and execute multiple recurring and ad‑hoc tasks.
• Ability to organize and schedule work effectively, adapt to changing priorities, and maintain confidentiality.
• Valid driver’s license and insurability.
• Travel up to 85% of the time, including overnight travel, within the assigned…