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Regional Sales Executive

3 months ago

Sacramento, United States CND Life Sciences Full time
Job DescriptionJob Description

The Regional Sales Executive is primarily responsible for sustained adoption of the Syn-One Test and other products the company develops to help clinicians diagnose neurological disorders. Additionally, the RSE will provide clinical and technical information to healthcare professionals and their patients to achieve CND Life Science's sales objectives. As a key part of the sales team, the RSE collaborates closely with the Sales team, Clinical Services function, and CND management.

Job Responsibilities:

Regional Market Development and Direct Sales

  • Develop and execute territory business plan, resulting in achievement of assigned sales objectives.
  • Excellence in product and procedure knowledge, business acumen, and proven sales processes to achieve results.
  • Conduct clinical in-service training programs with appropriate customers.
  • Educate health care providers, in a clinical setting, on the proper use of CND Life Science's products.
  • Demonstrate an understanding of the pricing and reimbursement landscape relevant to CND's products.
  • Stay current with company communications through the use of technology which includes but is not limited to email, voice mail, conference calls, meetings, and CRM software.
  • Complete administrative responsibilities which include but is not limited to: customer interactions through CRM, timely submission & management of expenses, proficiencies in required trainings.
  • Demonstrate high standards of ethics and adherence to CND's compliance policies.
  • Able to travel up to 50%
  • Develop individual territory plan to target and onboard new clinical customers for CND, with specific focus on top neurology practices covering movement disorders, cognitive impairment, autonomic dysfunction, sleep disorders and general neurology.
  • Ensure strong competency in promoting CND's products by completing ongoing training and refining selling skills both for in-person and digital engagement.
  • Advance personal knowledge of customer base including clinical practice patterns and trends, diagnostic needs, skin biopsy capabilities, and other relevant characteristics.
  • Build a base of KOLs and conduct in-service training and educational programs that support awareness and appropriate adoption of CND products.
  • Leverage CND's marketing programs, Medical Affairs resources, and other capabilities to drive sales
  • Utilize CND's CRM and other software tools to drive sales productivity and efficiencies.

Collaboration on Ongoing Account Management

  • Work closely and regularly with the Senior Manager, Client Services and Client Account Managers (CAMs) assigned to clinician customers once they begin utilizing CND's products.
  • Develop and follow customer pre-sales and onboarding procedures with the assigned CAMs and ensure smooth and efficient interactions with new accounts to maximize satisfaction.
  • Align on the ongoing account management procedures including how account ownership, communication, and support services are provided seamlessly.
  • Attend regular joint Sales and Clinical Services meetings to monitor and discuss the account portfolio, reviewing KPIs and identifying areas of improvement required.
  • Employ procedures and services to drive loyalty to CND's products and increase ongoing customer satisfaction.
  • Utilize Salesforce CRM as the primary day-to-day customer management tool, keeping track of activities, communications and information on each clinician account.
  • Implement procedures and services to minimize account dormancy (90 days no orders) and inactivity (180 days no orders) rates.
  • Stay current with customer needs, changes in personnel and structure, and practice patterns that may affect CND's provision of products.
  • Follow strict standards of ethics, compliance and professionalism with all clinician customers and be sensitive to patient care implications related to the delivery of CND's test results
  • Through the Clinical Services team, access CND Pathology Services Group experts and Medical Affairs personnel when necessary

Knowledge, Skills & Experience:

  • 5+ years of outside sales experience (healthcare/med tech strongly preferred)
  • Will favor candidates with prior success with new and/or disruptive therapy introductions.
  • High priority given to individuals with current experience in and relationships with neurology practices in the assigned territory
  • Excellence in product and procedure knowledge, business acumen, and proven sales processes to achieve results.
  • Demonstrated track record of sales performance, with additional preference given to those with experience in diagnostics
  • Clear understanding of med tech sales processes, territory management, and customer relationship management.
  • Familiarity and competency with Salesforce.com and digital campaign tools
  • Knowledge of healthcare markets and an understanding of clinician and patient customer needs and dynamics.
  • Strong interest in working in a start-up environment and the ability to take on a range of work at once.
  • Excellent collaboration and communication skills and ability to present to company colleagues and leaders.
  • Strong attention to detail and a commitment to quality work, including achieving assigned timelines for deliverables.
  • Proactive work style and willingness to take initiative (with proper guidance from managers)
  • Professionalism and dedication to respecting colleagues, customers, partners, vendors, and other stakeholders

Education, Certifications & Licensures:

  • Bachelor's degree in marketing, liberal arts, psychology or other related field required

Other:

Physical Demands

  • Regular travel to customers across a large region
  • Travel to conferences, company headquarters and other locations from time to time
  • Combination of seated and standing work to complete the core functions of the role