Regional Technical Specialist – Northern California (Diagnostic Lab Sales)
Situation
Our client is a forward-thinking clinical diagnostics company dedicated to disrupting the treatment paradigm of GI and autoimmune diseases. They accomplish this by discovering and developing a broad portfolio of novel, precision-based diagnostic testing solutions that meaningfully impact patient care throughout the individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, and therapeutic selection through disease monitoring, the suite of tests is purpose-built to take the guesswork out of critical patient care needs. They aim to expand their team with like-minded leaders who share a passion and dedication to transforming the future of precision-guided patient care.
Summary
The Regional Technical Specialist is an individual contributor role responsible for promoting the client’s products and services to health care practitioners (HCPs), staff, and all decision-makers related to the products’ use. In this role, you will play a key part in increasing company profitability and sales revenue through excellence in an informed, consultative approach to selling, customer service, and product use conversion. Customer engagement will be completed through a combination of remote communication means with high-value in-person customer call activity when identified as a substantial opportunity.
Essential Duties & Responsibilities
- Achieves key customer sales objectives and customer contact goals across assigned territory.
- Designs and implements a target customer communication productivity plan for the assigned territory to ensure effective reach and frequency to targeted customers to maximize sales.
- Educates HCPs and staff on the value of the company’s products and services for patient care to convert and maintain them as consistent product prescribers.
- Uses company-approved materials (literature, educational presentations, product brochures, etc.) to educate, communicate, and sell company products and services.
- Provides guidance around pricing and reimbursement for promoted products. Triages staff to appropriate company personnel when specific reimbursement questions arise.
- Helps customers understand direct bill account logistics through in-service training related to ordering, reporting, and billing logistics processes.
- Prepares, maintains, and submits up-to-date and accurate contact and productivity records to profile the account.
- Measures progress against key sales and activity goals.
- Enters new customer data in Salesforce and updates changes.
- Represents the company at local, regional, and national trade shows, conferences, and exhibits to promote key products.
- Identifies and investigates customer concerns.
- Addresses and/or communicates with appropriate company personnel to promptly solve customer problems.
Qualifications
- Strong presentation skills, including the ability to effectively convey concepts in a clear, concise, and professional manner through telephone and face-to-face interactions.
- A core belief that being in front of the HCPs and building solid face-to-face relationships, coupled with advanced knowledge of the various testing capabilities offered, is imperative to the success of this role.
- Strong technical acumen, including a deep, working knowledge of Salesforce.com and the entire product suite of Microsoft Office.
- Excellent interpersonal, time management, and organizational skills.
- Adaptable, open to change, and able to work in ambiguous situations and respond to new information and unexpected circumstances.
- Able to contribute to a team environment while demonstrating ability to manage workload and priorities independently, productively, and proactively.
- Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.
- Ability to work on the telephone and on a computer simultaneously.
Education / Experience
Bachelor’s degree OR a minimum of 5 years of sales experience with at least 3+ years in clinical lab/diagnostics.
Travel
Primarily day travel unless not drivable, with occasional overnights; note that some weekends for conferences, etc. will be needed and required.
