Sr. Sales Account Manager (Specialty Development Executive) - Integrated Genetics at LABORATORY CORP OF AMERICA HOLDINGS

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Sr. Sales Account Manager (Specialty Development Executive) - Integrated Genetics

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Location Syracuse, New York Job ID 19-86514

Integrated Genetics is seeking a Specialty Development Executive to join its Sales team! The SDE is responsible for effectively communicating and selling the benefits of the Integrated Genetics (IG) and Laboratory Corporation of America (LCA) Women's Health commercial products to clinicians and department personnel in an assigned geographic territory. The SDE provides direct sales and services primarily to OBGYN's, MFM's, Geneticists and regional reference laboratories within their assigned sales territory. This position requires regular travel within the assigned territory as well as occasional overnight travel.

The territory for this position will be Syracuse, Utica, Rochester, and Buffalo. Candidate needs to reside in Syracuse or Rochester.


  • Meet and exceed sales goals and achieve maximum sales growth in assigned territory:
    • Successfully build and execute an annual business plan with quarterly updates in alignment with IG sales process
    • Accurately forecast and maintain a sales funnel of new opportunities in-line with a 90-day quota for all assigned products (as well as any future products)
    • Manage planning for a single to multi-state territory dependent on geography
      • Effectively manage travel logistics to maximize territory management efficiency and productivity
      • Manage time effectively; prioritize and make good business judgments and decisions in relationship to efficiency and effectiveness, while meeting call expectations
      • Develop and effectively execute a territory management plan for current and prospective accounts
    • Achieve individual sales revenue quota on a quarterly and annual basis
    • Cold call and build a sales pipeline that will provide ongoing revenue goal achievement
    • Demonstrate an ability to effectively present to small and large groups
    • Effectively and successfully sell cross-departmentally within a physician's practice, regional reference labs and hospital laboratory with specific experience negotiating and securing budget for services
    • Attend local and national professional trade shows and events as requested to promote IG's products and services
  • Maintain and grow IG Women's Health business by increasing utilization in current customer base:
    • Effectively sell IG's Women's Health products and articulate their value proposition to all targeted customers and prospects in the assigned territory
    • Effectively perform in-services, training and implementation with pertinent personnel and physician staff
    • Effectively insulate accounts against competition utilizing the benefits of IG and LCA
  • Integrate successfully into team selling environment by partnering sales efforts with other SDE's and internal support team:
    • Collaborate, communicate and actively contribute to new business opportunities with SME and KAE counterparts
    • Partner with marketing department to support the development and execution of marketing strategies, programs and sales materials.
    • Update all relevant customer account information into CRM Data Management Systems
  • Provide ongoing customer support and clinical, technology and market updates for current customer base


  • Bachelor's degree required. Science background highly desired
  • Minimum of 5 years' medical sales experience required
  • Previous experience selling directly to Physicians required
  • Women's healthcare experience and relationships with hospital systems, OB/GYNs, MFMs, KOLs highly preferred
  • Medical device sales experience and business-to-business experience preferred
  • Previous laboratory or diagnostics sales experience highly preferred
  • Prior experience with a defined transactional close; contract or purchase order changing hands
  • Demonstrated track record of recent success and sales accomplishments
  • The candidate must possess consultative sales skills to:
    • Understand current account lab testing process or program, identify each customers' unique needs and have the influencing skills to compel a change
    • Problem-solve any perceived logistical barriers
    • Relay the logistical and clinical benefits of IG and LCA to all pertinent department/office staff
  • Strong persuasiveness, influence and closing skills a must
  • Ability to understand and articulate complex scientific literature and use extensive and complex clinical data as a key factor in the sales process
  • Must have valid driver's license




1st Shift-Monday-Friday
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