Laboratory Corporation of America Regional Sales Director - Integrated Genetics in Phoenix, Arizona
Integrated Genetics, part of LabCorp's Specialty Testing Group, is seeking a Regional Sales Director to join its team. For more than 25 years, Integrated Genetics has been a pioneer in offering a true continuum of care in reproductive genetic testing and hereditary cancer testing services.
The Regional Sales Director is responsible for directing and executing the selling strategy and for exceeding regional revenue targets for all Integrated Genetics (IG) and LabCorp (LCA) Women's Health commercial products 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, and regional reference laboratories.
This position will be responsible for managing a sales team for the Mid-America sales territories covering 14 states: NV, UT, AZ, NM, CO, WY, MT, North Dakota, South Dakota, MN, NE, IA, KS, and MO. Location is flexible; Candidate should reside within this territory.
Recruit, hire, train, retain, motivate 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, but not limited to 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 IG and LCA 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
B.A. or B.S. degree, preferably in business or life sciences
Minimum of 5 years' medical sales experience required, with a minimum of three years of sales management experience OR a proven record of sales performance with IG or LCA exhibiting strong personal leadership 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 desired
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: 75% field travel/time -- 3-4 days per week with SDE's, attendance at trade shows and company leadership meetings
Excellent funnel management and forecasting skills
As an EOE/AA employer, the organization will not discriminate in its employment practices due to an applicant's race, color, religion, sex, national origin, sexual orientation, gender identity, disability or veteran status.