East Regional Sales Manager, Lab Divison

Summary

The National Sales Manager, Laboratory Division is responsible for leading the field and non-field sales teams supporting ARKRAY’s laboratory business. This position will provide strategic direction, coach and develop the sales team, manage key client relationships, and support business development efforts to achieve revenue goals.

Essential Job Duties

• Lead and manage the laboratory sales team to achieve revenue goals and drive growth across key market segments.

• Coach and develop team members on relationship-building, sales presentations, proposals, and strategies to secure new and incremental business.

• Manage relationships with key clients and collaborate with distributors, end users, and internal departments to support customer needs.

• Develop pricing strategies, support competitive RFI and RFP responses, and maintain awareness of industry trends and competitor activity.

Duties and Responsibilities

• Achieve targeted revenue goals for the laboratory division.

• Provide leadership and direction to the sales team in support of company goals.

• Coordinate and supervise sales activities across assigned territories and market segments.

• Train team members to identify key decision-makers and establish positive, long-term customer relationships.

• Coach team members on preparing and delivering effective sales presentations and proposals.

• Develop and execute programs designed to generate incremental business.

• Coordinate programs and promotions between distributors, ARKRAY end-user customers, and the field sales team.

• Maintain direct sales responsibility for key clients.

• Develop pricing strategies based on market segment and customer needs.

• Prepare Requests for Information (RFIs) and Requests for Proposals (RFPs), while providing guidance to the sales team on preparing competitive responses.

• Stay informed of industry trends and competitor activity to support successful business development.

• Communicate and collaborate with other ARKRAY departments to address customer needs and keep the organization informed of market changes and competitive issues.

• Perform other reasonably related business duties as assigned by management.

Qualifications

• Five or more years of sales experience within the IVD analyzer industry.

• Existing relationships with end users and key decision-makers within laboratory markets, including hospitals, integrated delivery networks (IDNs), reference laboratories, and physician office laboratories.

• Strong sales, communication, negotiation, and people-management skills.

• Demonstrated ability to build long-term customer relationships and generate repeat business.

• Highly motivated and self-directed, with the ability to succeed in a results-oriented and dynamic environment.

• Strong collaboration skills and the ability to work effectively across departments.

• Experience developing business cases, case studies, and business plans to demonstrate return on investment within competitive sales channels.

• Must reside near, or be willing to relocate near, a major airport.

Physical Requirements

This position requires extensive travel, computer-related work, and general office work.

ARKRAY offers a generous benefits package that includes, Medical, Dental, Vision coverage, 401K with a company match, HSA and FSA options. ARKRAY is an Equal Opportunity Employer: minorities, women, veterans, and individuals with disabilities.