Oxford Immunotec, Inc.

Patient Testing Territory Manager - SALES - Chicago

US-IL
4 months ago
ID
2017-1716
# of Openings
1
Department
Sales

Overview

The Patient Testing Territory Manager (PT TM) is responsible for direct sales of all Oxford Diagnostic Laboratories (ODL) products and services across multiple specialties. Current product offerings include T-SPOT.TB and ODL tick-borne disease tests. Call points include rheumatology, infectious disease, HIV clinics, pediatrics, family medicine and hospital laboratories within the assigned sales territory. This position requires regular travel within assigned territory as well as occasional overnight travel. The representative should be prepared to train-on and sell future products as the company expands. Territory coverage will overlap with an Institution Territory Manager and will require coordinated selling efforts across the institution, patient testing and laboratory call points.

Responsibilities

 

 

Meet and exceed sales goals and achieve maximum sales growth in assigned territory:

  • Promote and sell all ODL products and services to target physicians, nurses, medical assistants, and lab managers. This currently includes T-SPOT.TB and ODL’s tick borne disease test menu.
  • Effectively launch and ODL’s tick borne disease testing franchise to the market. Targets included multiple physician call points and laboratory professionals.
  • Effectively and successfully sell across multiple departments within physician practices and hospital laboratories.
  • Provide timely feedback and proactively generate solutions to confront market trends, competitor activity and new product/service improvements.
  • Successfully build and execute an annual business plan with quarterly updates
    • Accurately forecast and maintain an individual territory funnel/ pipeline of business
    • Achieve individual quarterly and annual sales revenue quotas
    • Develop and effectively execute a territory management plan for targeted accounts
    • Effectively prospect and develop territory routing to maximize selling time
  • Successfully complete Oxford Immunotec’s (OI) training and prescribed 90-day PT TM on-boarding plan.
  • Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness
  • Maintain territory account information (i.e. contact names, call notes) in salesforce.com.
  • Attend local and national professional trade shows and events as requested to promote OI products and services
  • Grow and defend all ODL base business by strengthening customer relationships and increasing utilization among current customer base:
  • Effectively perform T-SPOT.TB/ODL in-services, training and implementation
  • Effectively identify and win hospital laboratory testing business that can be influenced by targeted physicians. This may require coordinating selling efforts with an OI Territory Manager (TM2)
  • Integrate successfully into team selling environment by partnering sales efforts with other Territory Managers and internal sales support team:
  • Collaborate and actively contribute to “best practices” with peer PT TM group
  • Regular attendance and timeliness is essential

Qualifications

  • Bachelor of Arts/Science (or equivalent) from an accredited university required Candidate must have 3-5 years’ medical diagnostics, laboratory or medical device sales experience or equivalent. Some B2B sales experience or experience in a lengthy and competitive sales process is highly desired
  • Evidence of driving physician demand, successful product launches and winning new accounts in a multiple buying influence sales process is preferred
  • Demonstrates qualities consistent with a high ego drive coupled with resilience and high humility
  • Strong group presentation skills, persuasiveness, selling through influence and closing skills are required
  • Candidate must have the ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
  • Must possess valid driver’s license

 

PHYSICAL DEMANDS: 

The physical demands described within the Position Responsibilities section of this job description are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to be independently mobile.  The employee is also required to interact with a computer and proactively communicate with peers and co-workers. Effectively covering the sales territory may require car travel between 600 – 1000 miles per week, as well as occasional overnight travel by air to sales conferences, sales meetings or territory coverage.

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