Regional Sales Director

4 weeks ago

Ann Arbor, Michigan, United States LabCorp Full time

LabCorp is seeking a Regional Sales Director to lead a sales team in identifying and shaping opportunities for growth across the Genetics and Women's Health segment.

This is a unique opportunity to join the sales leadership team of a leading global life sciences company that advances patient health and powers clear, confident decisions through its diagnostics and drug development offerings.

The Regional Sales Director will report to Ilene Pellecchia and will function as a front-line sales leader, primarily focused on coaching and developing a sales team and managing the region's new business pipeline.

The RSD is responsible for directing and executing the selling strategy and for exceeding regional revenue targets for all Genetics and Women's Health laboratory testing in a multi-state geographical area through a team of Specialty Development Executives (SDE).

This position will also provide direct sales, primarily to OBGYN's, MFM's, Geneticists, Hospital laboratories, and regional reference laboratories.

We are seeking an individual with competitive and collaborative sales skills, with a high degree of communication and business acumen skills who enjoys growing and working with a seasoned, high-performing team across a wide variety of high-growth segments.

This field-based position will be responsible for managing a sales team for the North Central East Division sales territories in the following states/geography: Ohio, Western PA, West Virginia, Kentucky, Michigan.

This RSD position must reside in the region and will require 50% travel.

Responsibilities:

  • Recruit, hire, train, retain, inspire, and develop a high-performing sales team
  • Implement a rigorous funnel management process to ensure the timely progression of accounts from qualification to close, as well as to provide accurate forecasting of progress against key performance metrics, including new accounts, volume potential, penetration, and price across all product lines
  • Skillfully coach SDE's through complex selling scenarios involving multiple buying influences in varying call points
  • Identify selling resistances as well as clinical, financial, and operational obstacles in the sales process
  • Collaborate with internal departments to develop tactics and tools to overcome field challenges
  • Develop and implement training programs for new hires as well as experienced representatives
  • Product, clinical, and selling expert to aid in the development of SDE's and to be a tactical and strategic resource for selling situations
  • Ensure the delivery and execution of business reviews and utilization reports for key large and core account customers
  • Identify and develop key opinion leader and executive-level relationships that generate advocacy of Integrated Genetics and LabCorp products
  • Maintain and uphold personal and SDE accountability to all compliance and expense reporting standards
  • Develop and lead training sessions at area and national meetings
  • Effectively manage the region's Travel and Entertainment budget

Requirements:

  • B.A. or B.S. degree strongly preferred, preferably in business or life sciences
  • Minimum of 5 years' medical sales experience required, with a minimum of 3 years of sales management experience or a proven track record of sales performance with LabCorp, exhibiting strong personal and team leadership through successful mentoring of new SDE's
  • Women's healthcare experience and relationships with hospital systems, OB/GYNs, KOLs highly preferred
  • Previous laboratory or diagnostics sales experience highly preferred
  • Ability to recruit, train, develop, and retain a high-performing sales team
  • Excellent consultative selling skills and the ability to teach it to both experienced and inexperienced SDE's
  • Experience and success selling to clinical laboratories and clinicians, as well as selling a 'conceptual sale' with multiple call points, especially C-Suite
  • Ability and willingness to travel extensively: 3-4 days per week with SDE's, attendance at trade shows, and company leadership meetings
  • Excellent funnel management and forecasting skills

Benefits:

Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits, including medical, dental, vision, life, STD/LTD, 401(k), paid time off (PTO) or flexible time off (FTO), tuition reimbursement, and employee stock purchase plan.

Casual, PRN & Part Time employees regularly scheduled to work less than 20 hours are eligible to participate in the 401(k) Plan only.

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