Regional Technical Specialist

Regional Technical Specialist – Northern California (Diagnostic Lab Sales)

Situation

Our client is a forward-thinking clinical diagnostics company dedicated to disrupting the treatment paradigm of GI and autoimmune diseases. They accomplish this by discovering and developing a broad portfolio of novel, precision-based diagnostic testing solutions that meaningfully impact patient care throughout the individual healthcare journey. From patient-personalized diagnosis and prognosis, disease profiling, and therapeutic selection through disease monitoring, the suite of tests is purpose-built to take the guesswork out of critical patient care needs. They aim to expand their team with like-minded leaders who share a passion and dedication to transforming the future of precision-guided patient care.

Summary

The Regional Technical Specialist is an individual contributor role responsible for promoting the client’s products and services to health care practitioners (HCPs), staff, and all decision-makers related to the products’ use. In this role, you will play a key part in increasing company profitability and sales revenue through excellence in an informed, consultative approach to selling, customer service, and product use conversion. Customer engagement will be completed through a combination of remote communication means with high-value in-person customer call activity when identified as a substantial opportunity.

Essential Duties & Responsibilities

• Achieves key customer sales objectives and customer contact goals across assigned territory.
• Designs and implements a target customer communication productivity plan for the assigned territory to ensure effective reach and frequency to targeted customers to maximize sales.
• Educates HCPs and staff on the value of the company’s products and services for patient care to convert and maintain them as consistent product prescribers.
• Uses company-approved materials (literature, educational presentations, product brochures, etc.) to educate, communicate, and sell company products and services.
• Provides guidance around pricing and reimbursement for promoted products. Triages staff to appropriate company personnel when specific reimbursement questions arise.
• Helps customers understand direct bill account logistics through in-service training related to ordering, reporting, and billing logistics processes.
• Prepares, maintains, and submits up-to-date and accurate contact and productivity records to profile the account.
• Measures progress against key sales and activity goals.
• Enters new customer data in Salesforce and updates changes.
• Represents the company at local, regional, and national trade shows, conferences, and exhibits to promote key products.
• Identifies and investigates customer concerns.
• Addresses and/or communicates with appropriate company personnel to promptly solve customer problems.

Qualifications

• Strong presentation skills, including the ability to effectively convey concepts in a clear, concise, and professional manner through telephone and face-to-face interactions.
• A core belief that being in front of the HCPs and building solid face-to-face relationships, coupled with advanced knowledge of the various testing capabilities offered, is imperative to the success of this role.
• Strong technical acumen, including a deep, working knowledge of Salesforce.com and the entire product suite of Microsoft Office.
• Excellent interpersonal, time management, and organizational skills.
• Adaptable, open to change, and able to work in ambiguous situations and respond to new information and unexpected circumstances.
• Able to contribute to a team environment while demonstrating ability to manage workload and priorities independently, productively, and proactively.
• Ability to function productively within a fast-paced, multi-tasking, entrepreneurial environment.
• Ability to work on the telephone and on a computer simultaneously.

Education / Experience

Bachelor’s degree OR a minimum of 5 years of sales experience with at least 3 years in clinical lab/diagnostics.

Travel

Primarily day travel unless not drivable, with occasional overnights; note that some weekends for conferences, etc. will be needed and required.