JOB SUMMARY
Create relationships with customers through knowledgeable interactions, business discussions and educational interactions. Acquire new business in existing customer base and acquire new customers leading to an overall increase in the territory revenue. Help build customer loyalty through the effective use of IDEXX products & services including in-house and reference laboratory diagnostic solutions in the customer’s practice. The selling focus will be on a customer centric approach to help practices grow their diagnostic revenue with IDEXX as a high value partner.
PRIMARY DUTIES AND RESPONSIBILITIES:
- Increase the diagnostic revenue year over year in a specific territory
- Translate customer needs into diagnostic solutions.
- Sell diagnostic equipment, tests and services to customers.
- Increase utilization of in-house diagnostic tests & assays, instrument consumables and reference laboratory profiles & advanced tests for territory customer base.
- Achieve quarterly and annual revenue and growth goals through new account acquisition and existing account development.
- Utilize IDEXX specialists to assist with acquiring new business as appropriate
- Educate and train veterinary clinic staff on products, services & marketing initiatives, including elevating issues to customer service when appropriate.
- Develop and grow partnerships with veterinary practice staff.
- Represent IDEXX mission, values and principles in all dealings with customers and markets.
- Present IDEXX values to customers in a professional manner; including understanding the industry, veterinary practice, customers, technology, operations, and processes.
- Complete all sales administration, including completing all Beacon requirements & territory management activities.
- Attend trade shows and other educational events.
- Achieve and maintain medical & technical knowledge and verbal fluency of industry and IDEXX products and services.
- Manage territory for optimal account coverage, including quality account planning.
- Define and verify customer needs and expectations. Communicate customer needs/issues to marketing organization and business unit manager, including recommendations of modifying service levels to current accounts.
- Communicate competitive issues to marketing organization and business unit manager.
- Partner, coordinate and assist laboratory operations to facilitate/handle customer questions and/or service issues.
- Manage IDEXX expenses and resources in line with company guidelines and directives.
EDUCATION:
- Bachelors degree or equivalent combination of education and experience required.
REQUIRED SKILLS AND ABILITIES:
- Demonstrated strong sales and closing skills.
- Documented track record of success in achieving sales goals.
- Strong communication skills with the ability to influence and negotiate with customers, co-workers and peers.
- Demonstrated ability to develop, grow and manage customer relationships. Customer Relationship Management skills a plus
- Ability to understand customer needs and develop customer specific solutions.
- Utilizes creativity in problem solution, works easily with team partners to solve customer needs.
- Must be professionally mature, and able to adapt to independent and team-oriented environment.
- Must possess a passion for business with the drive to achieve results.
- Integrity, keeping commitments to colleagues, customers and the company.
- Able to demonstrate modeling and authentic support for IDEXX mission, values and principles.
- Solid computer skills and ability to utilize sales information management databases.
- Strong interpersonal skills – ability to build strong customer relationships, and build outstanding relationships with customers & colleagues.
- Strong collaboration & teamwork skills.
- Detailed and organized with the ability to multi-task.
- Solid analytical skills with the ability to analyze and understand customer sales data.
- Knowledge of veterinary industry and/or veterinary diagnostics preferred.
- Must possess a valid driver’s license.
PHYSICAL DEMANDS:
- Overnight travel
- Some weekend work
- Extensive car travel
- Ability to lift up to 60 pounds
WORK ENVIRONMENT:
- Exposure to veterinary clinics
LEVELING GUIDE:
- Requires basic and developing sales and customer relationship skills.
- Requires introductory knowledge of IDEXX products and services.
- Builds and develops strong customer relationships.
- Critical thinking, evaluation and judgement skills are evolving.Can bring additional perspective and depth to thought process.Building analytical skills and ability to think more broadly.Developing ability to incorporate multiple viewpoints.
- Complexity in low to moderate range.Able to think of and consider somewhat wider range of solutions and options to address problems.Typically involved in assignments of shorter duration involving fewer people and resources.
- Works independently on problems of limited to moderate scope.Receives supervision as needed as experience builds.
- Typically 1 to 3 years of inside sales experience. Relevant sales experience a plus.
- Scientific medical and/or technical background, training, and/or experience a plus.
- Experience in a Veterinary Clinic a plus.
#LI-CT1
