Position Title: Account Manager

Effective Date: 12/21/2023

Reports To: Business Development Director

Position status: Exempt Full-Time

Are you looking to be part of a growth company and a high-performing team? Join Molecular Testing Labs in their mission to expand access to diagnostic testing. Leverage your experience and tap into your potential to expand our client base and generate new business with our existing client base. Bring your passion to change the lives of patients and be rewarded for changing the way consumers and patients gain important information for managing their health.

We are seeking an individual with competitive and collaborative sales skills, with a high degree of communication and business acumen skills, who will enjoy working in a fast-paced and growing company in the laboratory industry. Molecular Testing Labs is a unique and innovative company in the Dry Blood Spot testing and Self-Collect diagnostic space. MTL has combined the functions of technology, logistics, research & development, and diagnostics to support the strategies of our customers. This role will entail a mix of collaborative and independent sales strategies and executive account management, with a primary focus on the self-collect market space.

How You'll Make an Impact

• Build meaningful relationships with Customers that promote trust and inspire new ways to access patients.
• Create and implement a sales strategy with the aim of promoting and selling the Dry Blood Spot and Self Collect workflow portfolios, ultimately achieving sales targets.
• Establish and expand the sales opportunity pipeline with a high level of conversion rate from customer to client.
• Collaborate with fellow sales colleagues to guarantee the attainment of sales targets within the territory.
• Maintain open lines of communication with the Business Development Director, providing updates on activities, market trends, potential opportunities, and sales forecasts.
• Provide inputs to the Product Team for updates, enhancements, and new market opportunities.

Essential Duties and Responsibilities

• Meet or exceed the company's direct sales revenue targets.
• Develop an account management and sales strategy to deliver against direct sales revenue objectives.
• Establish senior-level relationships within key accounts.
• Collaborates cross-functionally internally with key stakeholders.
• Fosters productive relationships with external stakeholders to meet the client’s needs.
• Prepare and present to top 20 clients Quarterly Business Reviews (QBR).
• Provide consistent marketplace feedback to support the development of a sales strategy that achieves revenue and volume objectives.
• Provide regular visibility for management and staff on industry trends, best practices, and competitive insights.
• Develop and maintain strong relationships with new and existing clients.
• Develops and maintains "Core" knowledge of competitive products, services, technology solutions, and reimbursement/billing issues.
• Provides necessary and appropriate post-sales service to accounts, utilizing each opportunity to discover and pursue additional business.
• Demonstrates a deep level of knowledge of laboratory testing, technology solutions, and competitive strategies through the use of company resources, on-the-job training, in-house literature, marketing material, and sales brochures.
• Provide meeting and trade show support as required.
• Manage expenses at or below budgeted levels on a monthly basis and always request permission in advance on expenses above per diem or other company guidelines.

• Be a Team leader for all sales associates. Help mentor and develop new sales representatives.
• Work in compliance with all applicable federal, state, and local laws, rules, and regulations.
• Comply in all respects with the Company’s compliance program and participate in compliance training as often as requested by the Company.
• Deliver key marketing, clinical, and health economics messages to customers and customer groups as provided in sales training or through specific direction from an immediate supervisor.

Skills, Knowledge, Abilities:

• Trained and /or mentored in advanced selling skills - prospecting, questioning, listening, qualifying prospects, presentation skills, rapport building, objection handling, persistence, planning, and organization.
• Ability to develop, track, and report progress towards a sales plan that identifies product, customer, and payor mix to optimize sales success.
• Proficient in presentation skills, building presentations, and communication.
• Coordination of key events, including major sales calls involving several fellow employees, tradeshow/meeting exhibits, and special event evenings, including coordination of physician guest speakers.
• Communicating effectively and professionally through email, text, phone, and other media as necessary, always putting company interests above self-interests.
• Ability to self-manage time and schedule in an environment with limited supervision with a special focus on achieving goals and producing results.
• Knowledge and consistent adherence to compliance requirements for medical/life science products, including, but not limited to, adhering to Stark and Anti-Kickback regulations.

Education/Experience Requirements-

• Must have a Bachelor of Science/Bachelor of Arts from an accredited institution.

• Possess a minimum of five (5) years’ experience in direct sales or account management for digital/virtual healthcare, health plans, medical/life science products or services to physicians, physician offices/clinics, and/or hospitals.
• At least two (2) or more years of direct sales of blood testing technology
• Experience with medical documentation required to support Medicare/Medicaid, Commercial, and mixed-payor clients.

Certifications-

• N/A

Physical Requirements:

• Must be able to sit or stand for up to 8 hours per day.
• Occasionally required to lift up to 20 lbs.
• Regularly required to sit, stand, bend, reach, and move about facilities.

Work Environment:

• REMOTE POSITIONS - This position will work primarily remotely, with some occasional in-person business meetings and client meetings. This position will manage accounts virtually and in person when appropriate and can require up to 25% travel nationally.

Workweeks usually consist of 40 hours.

Tools and Technology:

• Desktop computer and laptop
• Scanners and printers

Hazards:

• Work is performed in an office environment; full manual dexterity and visual acuity are required. However, access to the laboratory may be necessary, and therefore, employees may be exposed to potential physical harm from hazardous chemicals, infectious diseases, blood-borne pathogens, toxic materials, toxic gases, electrical hazards, dangerous tools, and equipment.
• Hep B Vaccination is provided at no cost to employees.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Molecular Testing Labs embraces diversity and is an Equal Opportunity Employer, and hires without regard to any individual's race, age, color, national origin, ancestry, disability, veteran status, religion, marital status or domestic partnership; pregnancy, childbirth or related medical conditions; other medical conditions or genetic characteristic; sexual orientation, gender, gender identity or transgender status; or any other basis protected by state, federal or local law, regulation or ordinance. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Molecular Testing Labs provides reasonable accommodation upon job seekers' requests in all steps of the employment process.

Program Management experience preferred.