Oxford Immunotec, Inc.

  • Territory Manager - Michigan

    Job Location US-MI
    Posted Date 6 months ago(4/13/2018 11:54 AM)
    # of Openings
  • Overview

    The Territory Manager (TM) is responsible for effectively selling T-SPOT.TB and Accutix Tick Borne Disease tests within an assigned geographic territory. The TM is responsible for direct sales to hospital Employee Health, Human Resources, hospital laboratories, commercial laboratories, public health departments and universities. Depending on territory, the TM may sell to high-potential physician practices. This position requires regular travel within assigned territory and may require occasional overnight travel.


    • Meet and exceed quarterly and annual sales goals.
    • Successfully build and execute an annual business plan with quarterly updates in alignment with defined sales process.
    • Accurately forecast and maintain a sales funnel of new opportunities to consistently attain quarterly and annual sales goals for all assigned products.
    • Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectations.
    • Cold call and build a sales pipeline that will provide ongoing revenue goal achievement.
    • Demonstrate an ability to effectively present to small and large groups while using a white board or PowerPoint.
    • Effectively and successfully sell cross-departmentally within a hospital, IDN or public health organization. Effectively and successfully manage sales processes within multiple market segments; Employee Health, Human Resources, Public Health, Student Health, Hospital Laboratory, Commercial Laboratory and Physician Office.
    • Attend local and national professional trade shows and events as requested to promote OI’s products and services to all customers.
    • Maintain and grow T-SPOT.TB Test business by increasing utilization in current customer base:
      • Effectively perform T-SPOT.TB/ODL in-services, training and implementation with pertinent personnel and physician staff
      • Effectively insulate accounts against competition utilizing the benefits T-SPOT.TB Test
    • Integrate successfully into team selling environment by partnering sales efforts with sales leadership, counterparts and internal support team:
    • Maintain detailed account, opportunity and activity-related information in Salesforce.com


    • Bachelor of Arts/Science (or equivalent) from an accredited university required. Science background is highly desired.
    • Candidate must have 5+ years’ medical sales experience. Medical device or diagnostics sales experience selling to multiple decision-makers and business-to-business experience preferred.
    • Candidate must have demonstrated track record of success and sales accomplishments with specific experience negotiating and securing budget for services.
    • Strong persuasiveness, 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 have 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 communicate with peers and co-workers. At least 80% travel required.


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