NeoGenomics Laboratories

Cancer diagnostics testing and pharma services

Territory Business Manager

Field SalesUpdated on Nov 11

Full-timeRemote in USANo salary listed

About the Job

Requirements

A bachelor's degree in life sciences or a business-related field is required.
Five or more years of direct sales experience in a clinical and/or laboratory market environment is preferred.
Strong closing skills are required; prior attendance at formal sales training courses is a plus.
Strong interpersonal and influencing skills at all levels of the organization are required.
A demonstrated record of achievement in a prior sales position is preferred.
Oral, written, telephone, and presentation skills are required.
Knowledge of the clinical and/or laboratory market environment and products is required.
Ability to learn and retain product-specific information and use it to position product features and benefits to customers is required.
Ability to work under deadline pressure and put in extra hours when needed is required.
Proficiency with Microsoft Office programs is required.
Strong organizational skills and attention to detail are required.
Ability to work independently and in a team environment is required.
Ability to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual is required.
A valid driver's license for the state of residence is required.
Ability to travel as required by the role, up to 75% of the time, including possible overnight travel, is required.
An MBA is preferred.

Responsibilities

Achieve annual sales goals through efficient management and satisfaction of customer needs within the assigned territory.
Serve as the primary account owner for Tier A, B, and C accounts.
Engage Key Account Managers to target and support Tier A accounts.
Own the entire sales process for assigned accounts.
Work with Oncology Sales Specialists and Client Success Specialists to increase account value.
Develop and maintain relationships with key account decision-makers.
Identify and pursue new business opportunities within existing accounts.
Collaborate with marketing and product teams to develop account-growth strategies.
Stay current on industry trends and the competitive landscape.
Ensure customer satisfaction and retention through proactive communication and problem-solving.
Consultatively sell and promote company products within the assigned territory.
Develop and maintain a territory coverage plan with the Regional Manager.
Provide routine service to key assigned accounts.
Present key products as directed.
Communicate regularly with all members of the assigned territory team.
Develop and maintain key accounts with the Key Account Manager.
Provide product in-service training to support customer satisfaction as needed.
Provide frequent market feedback on products, competition, and market conditions to the Regional Manager and Marketing Manager.
Develop and maintain territory-specific information about competitors and distributors.
Develop, maintain, and deliver accurate information on lost business.
Generate ideas that contribute to the territory, business unit, company mission, and growth.
Enter and track all activities and opportunities in SFDC.
Maintain detailed records in SalesForce.com to provide account updates and support review of the customer master file.
Lead and facilitate problem-solving within the team and across cross-functional areas.
Recognize and respond to changes in the internal and external environment, stimulate change, and champion new initiatives.
Develop and regularly update an annual business plan; prioritize and manage time; maintain appropriate account contact; develop and execute account-specific strategies; and use resources effectively.
Identify and build relationships with customers at all organizational levels, leverage contacts to achieve business objectives when appropriate, and establish positive rapport.
Achieve product sales goals, maintain momentum in the sales cycle, overcome obstacles, and create sales opportunities.
Identify personal and professional development objectives and plans to achieve them.
Understand internal information technology systems and how they interface with clients.
Participate in sales meetings, seminars, industry conferences, and trade shows, and manage event coordination.
Provide results to an inquiring client in accordance with department standard operating procedures when needed.
Complete sales administration duties, including expense reporting, accurately and on time in accordance with the company's Travel & Entertainment Policy.
Follow company policies and procedures protecting patient privacy and the confidentiality of information in compliance with HIPAA and other applicable laws.

Desired Qualifications

An MBA is preferred.
Five or more years of direct sales experience in a clinical and/or laboratory market environment is preferred.
A demonstrated record of achievement in a prior sales position is preferred.
Prior attendance at formal sales training courses is a plus.

Description

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 UT. This territory will cover UT, WY, most of MT, and Eastern ID.

Now that you know what we're looking for in talent, let us tell you why you'd want to work atNeoGenomics:

As an employer, we promise to provide you with a purpose-driven mission in which youhave the opportunity tosave 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 forall oftheir 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.
Staysup-to-dateon 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 withinteamand 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.

All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status.

About the Company

NeoGenomics Laboratories

Cancer diagnostics testing and pharma services

NeoGenomics provides cancer-focused genetic testing and information services to help diagnose and guide treatment for various cancers. Its tests use cytogenetics, FISH, flow cytometry, IHC, ISH, and molecular methods in CAP-accredited, CLIA-certified labs to produce diagnostic data from patient samples for clinicians and for pharma researchers in clinical trials. The company serves healthcare providers and pharmaceutical companies, including collaboration on companion diagnostics with partners like QIAGEN. Its goal is to support personalized medicine by delivering accurate test results and enabling development of new cancer therapies.

Company size: 1,001-5,000
Company stage: IPO
Headquarters: Fort Myers, FL
Founded: 2002

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