Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary

The Strategic Account Manager, is responsible for maintaining reagent revenue in a prescribed group of laboratory accounts.  The individual will be expected to maintain, defend, and grow existing laboratory business in these Reference, Hospital, and Health System Laboratory accounts.

Their responsibility involves developing the strategy and tactically driving the Autoimmunity and Allergy account retention in their assigned geography.  They will also be expected to hold regular Customer Business Reviews to work with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization; initiatives that could include profile normalization, sales/outreach training, cultivation of clinical champions, etc.  Where such opportunities exist, the role will act as the primary liaison between the customer (procurement, lab administration, bench, Medical Director, Outreach, etc.) and IDD Commercial personnel (RM’s, BDE’s, SAE’s, TSS’s).     

The individual is expected to have a solid working knowledge of the laboratory industry, laboratory sales (Strategic Selling), and an ability to communicate appropriate clinical messages related to IDD’s assays.   This is a field based role, must live in the territory which covers the greater Detroit, Ann Arbor and surrounding markets.

Accountabilities:

The individual will be held accountable for

Maintaining base businessAchieving prescribed growth objectivesDefending against competitive threatOrchestrating proper use of resources to ensure growth.  This includes collaborative execution with RM’s, HSE’s, SAE’s, TSS’s and others where applicable.Holding regular Customer Business ReviewsProviding business insight and value to retain customers and ensure customer relationships    Leadership and decision making in adjusting strategy to account for local factors or market shifts

Requirements:

B.S./B.A. required, life sciences or business degree preferredFive plus years of sales experienceProven expertise in selling Diagnostics to labs or Medical Device SalesStrategic Selling skillsExcellent communication and teamwork abilitiesAttitude geared towards achieving outcomes with the ability to influence without formal powerStrong social skills and ability to assimilate information for supportDeep understanding of the US healthcare market dynamicsDedication to our Corporate Compliance culture and policiesOutstanding role model for our 4-I Values (Integrity, Intensity, Innovation, and Involvement)