Equine Diagnostic Sales Manager

We understand that the world we want tomorrow starts with how we do business today, and that’s why we’re inspired to make A Better World for Pets. Antech is comprised of a diverse team of individuals who are committed to each other’s growth and development. Our culture is centered on our guiding philosophy, The Five Principles:
Quality, Responsibility, Mutuality, Efficiency and Freedom. Today Antech is driving the future of pet health as part of Mars Science & Diagnostics, a family-owned company focused on veterinary care.

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 Diagnostics (“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 sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
• Increase the Diagnostic revenue growth for both 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.
• Manage territory finances by controlling expenses, renewing and signing new contracts, and prospecting new business opportunities using strong prioritization.
• Apply understanding of the sales process timeline 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 to secure leads and identify customer needs.
• Share important insights and competitive market information with regional and senior leadership.
• Learn and maintain competitive knowledge within the diagnostics and animal healthcare space.
• Enhance overall customer experience by researching customers before in‑person or virtual site visits, allowing for tailored messages and anticipation of issues to reduce the number of 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 Equipment Account Managers and Regional Managers to identify critical opportunities where practitioners are ready to purchase the full diagnostic suite.
• Manage, maintain, and safeguard all company assets consistently and in compliance with…