Owns and grows customer accounts across a South Ohio territory by selling NeoGenomics’ clinical laboratory portfolio. Responsibilities include managing the full sales cycle, acquiring new business, developing account strategies, maintaining executive relationships, coordinating specialist and support teams, tracking activity in Salesforce, providing product training, monitoring competitors, and achieving sales goals. The role requires frequent travel, territory planning, consultative selling, and compliance with HIPAA and safety requirements.
Are you motivated to participate in a dynamic, multi-tasking environment? Do you want to join a company that invests in its employees? Are you seeking a position where you can use your skills while continuing to be challenged and learn? Then we encourage you to dive deeper into this opportunity.
We believe in career development and empowering our employees. Not only do we provide career coaches internally, but we also offer many training opportunities to expand your knowledge base! We have highly competitive benefits with a variety of HMO and PPO options. We have a company 401k match along with an Employee Stock Purchase Program. We have tuition reimbursement, leadership development, and even start employees off with 16 days of paid time off plus holidays. We offer wellness courses and have highly engaged employee resource groups. Come join the Neo team and be part of our amazing World Class Culture!
NeoGenomics is looking for a Territory Business Manager located in the Columbus/Cincinnati area. This territory covers all of South Ohio including Cincinnati, Dayton, Columbus, Chillicothe, and Youngstown area.
Now that you know what we're looking for in talent, let us tell you why you'd want to work at NeoGenomics:
As an employer, we promise to provide you with a purpose-driven mission in which you have the opportunity to save lives by improving patient care through the exceptional work you perform. Together, we will become the world's leading cancer reference laboratory.
Position Summary:
The Territory Business Manager (TBM) reports to the Regional Director in their assigned region within the Clinical Services commercial organization and serves as the primary customer owner of and contact for all accounts within their assigned territory. The TBM is responsible for calling on all stakeholders within their territory such as: pathology, community oncology, hospital oncology, academic centers, reference labs and private physician groups selling the full portfolio. This role is responsible for identifying opportunities to expand share of care and maintaining business within their current customer base as well as acquiring new customers in the community oncology by selling the full portfolio. The TBM is responsible for the entire sales process for all of their assigned accounts. The TBM facilitates the involvement of all specialist teams such as the Oncology Sales Specialists (OSS) and support resources such as the Client Success Specialists (CSS) to increase account value. The TBM should also engage the Key Account Manager (KAM) to target and support Tier A accounts. The TBM is responsible for operating their territory within their given operating budget.
Responsibilities:
- Achieves annual sales goals through efficient management and satisfaction of customer needs within assigned territory.
- Primary account owner of Tier A, B, C accounts.
- Engage with KAMs to target and support Tier A accounts.
- Owns the entire sales process for assigned accounts.
- Works with OSS and CSS to increase account value.
- Develops and maintains relationships with key decision makers in accounts.
- Identifies and pursues new business opportunities within existing accounts.
- Collaborates with marketing and product teams to develop strategies for account growth.
- Stays up-to-date on industry trends and competitive landscape.
- Ensures customer satisfaction and retention through proactive communication and problem-solving.
- Responsible for consultative sales and promotion of the Company’s products within assigned territory:
- Develops and maintains territory coverage plan with Regional Manager
- Provides routine service to key assigned accounts
- Properly presents key products as directed
- Communicates regularly with all members of assigned territory team
- Responsible for market development activities:
- Focuses on development and maintenance of key accounts with their KAM
- Performs product in-service training to ensure customer satisfaction as needed
- Products frequent market feedback on products, competition and market conditions to the Regional Manager and Marketing Manager
- Develops and maintains territory specific information relative to competitors and distributors in the market
- Develops, maintains and delivers accurate information on lost business
- Generates ideas that contribute to the territory, business unit, company mission and growth.
- Ensure all activities and opportunities are entered and tracked in SFDC to allow increased visibility.
- Maintain detailed records in SalesForce.com to provide account updates and support ongoing review of the customer master file
- Leads and facilitates problem solving within team and across cross-functional areas.
- Recognizes and rapidly responds to changes in internal/external environment; stimulates change and champions new initiatives
- Develops annual business plan and updates regularly; prioritizes and manages time effectively; maintains appropriate contact with all accounts; develops and executes account specific strategies; utilizes resources effectively
- Identifies and builds relationships with customers at all levels within each organization; leverages contacts to achieve business objectives, when appropriate; establishes consistently positive rapport
- Achieves goals for product sales; maintains consistent momentum in sales cycle; self-disciplined and self-directed; overcomes obstacles; maintains high work ethic; creates sales opportunity
- Identifies personal and professional development objectives and plans to achieve them
- Understands internal information technology systems and how the interface with clients
- Participates in sales meetings, seminars, industry conferences, and tradeshows and manages event coordination
- May provide results to an inquiring client in accordance with department SOPs.
- Timely and accurate fulfillment of Sales Administration duties such as expense Reporting within guidelines outlined in the company’s Travel & Entertainment Policy
- Adheres to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws. Ensures the privacy and confidentiality of all communication
Experience, Education and Qualifications
- Bachelor’s degree in life sciences or business-related field required (MBA preferred
- 5+ year’s direct sales experience in a clinical and/or laboratory market environment preferred
- Strong closing skills. Prior attendance at formal sales training courses a plus
- Strong interpersonal and influencing skills at all levels of the organization
- Demonstrated record of achievement in a prior sales position preferred
- Proven oral, written, telephone and presentation skills
- Knowledge of clinical and/or laboratory market environment and products
- Ability to learn and retain product specific information and utilize to position the features and benefits to customers
- Ability to work under deadline pressure and extra hours if needed on assignments
- Proficient with MS Office programs
- Strong organizational skills and attention to detail
- Ability to work independently and in a team environment
- Must be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual
- Valid driver’s license for state of residence required
- Ability to travel as required by role (up to 75% of the time). Some overnight travel may be required.
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