The Diagnostic Sales Manager (DSM) at Antech Diagnostics is a field-based sales leader responsible for driving territory market share, managing a book of business, and meeting growth targets. Working onsite in Little Rock, AR, the DSM promotes, sells, and supports Antech Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems across Arkansas and parts of Louisiana.
This role blends consultative selling with technical education and customer support, partnering with Equipment Specialists and other regional teams to accelerate new business and renewals while addressing more complex customer needs.
Territory & Sales Leadership
- Create and implement territory coverage plans for optimal account coverage.
- Manage territory fiscal performance by controlling expenses, renewing and signing new contracts, and prospecting prioritized new opportunities.
- Build and maintain relationships with referral sources to generate a consistent flow of new business opportunities.
- Identify, target, and acquire new business opportunities, then negotiate and implement mutually beneficial contractual relationships.
- Adhere to typical pricing guidelines and seek exceptions only when they maintain mutuality.
- Develop a quarterly sales plan aligned to sales goals and the sales compensation plan.
- Share important insights, including competitive market information, with regional and senior leadership.
Customer Growth, Contracts & Support
- Conduct 85%+ in-person sales calls to promote, sell, and service existing and potential animal hospitals, veterinarians, and staff to achieve growth targets.
- Increase diagnostic revenue year over year across Reference Lab, imaging, and In-house Diagnostics (IHD) equipment, tests, and services through new account acquisition and upgrades within existing accounts.
- Advance deals independently through business contract closure, following the appropriate approvals through the sales operations process.
- Provide IHD and Reference Lab diagnostic product education, training, support, and service, including consultation at staff in-services and veterinarian seminars.
- Conduct quarterly business reviews (or as directed) for current clients.
- Enhance customer experience by researching customers before site visits to tailor messaging, anticipate issues, and reduce unnecessary follow-ups.
- Coordinate daily support activities and customer activities at meetings as assigned.
Collaboration, Process & Systems
- Cooperate with Inside Sales Teams, including Customer Success Representatives, to secure leads and identify customer needs.
- Partner cross-functionally to co-promote the full portfolio of Antech services and products.
- Collaborate with Sr. Equipment Specialists and Regional Managers to identify opportunities where practitioners are ready to purchase the full diagnostic suite, including IHD, Sound/Cuattro, AIS, and Reference Lab services.
- Maintain accurate and thorough records in Salesforce (CRM) and other systems for customers and business activities.
- Complete timely daily forecasting and update the CRM with all sales activities.
- Use approved sales collateral to support promotional and territorial needs.
Requirements
- Candidates must be based within the territory.
- 3+ years of successful field sales experience.
- Bachelor’s degree (Animal Health, Biological Sciences, Lab Sciences, or Business-related field) preferred.
- Experience in Veterinary Diagnostics is preferred.
- Demonstrable success in prior roles with strong prospecting, pre-call planning, and closing skills.
- Excellent interpersonal, communication, negotiation, and conceptual/consultative sales skills, with a team-oriented approach.
- Proficiency in Microsoft Office and CMS tools such as Salesforce (CRM), with the ability to learn new sales technologies quickly.
- Ability to close new business within short sales cycles and execute strategies in a fast-paced, complex environment.
- Ability to travel by vehicle up to 85% of the time within the assigned territory, including overnight travel, and to drive up to 4 hours consecutively.
- Must possess strong logic and reasoning skills, drive for results, and the ability to plan, prioritize, and execute multiple recurring and ad hoc tasks.
- Must be insurable and maintain a valid driver’s license.
- Must be able to maintain confidentiality and use confidential information appropriately.
Tools
- Salesforce (CRM)
- Microsoft Office suite
Benefits
- Paid Time Off & Holidays
- Medical, Dental, Vision (multiple plans available)
- Basic Life (company paid) & Supplemental Life
- Short and Long Term Disability (company paid)
- Flexible Spending Accounts/Health Savings Accounts
- Paid Parental Leave
- 401(k) with company match
- Tuition/Continuing Education Reimbursement
- Life Assistance Program
- Pet Care Discounts
Travel & Territory
- Travel percent: up to 85%
- Territory covers the entire state of Arkansas and most of Louisiana (including Shreveport and Baton Rouge)
- Travel includes overnight trips
Job Purpose Overview: The DSM manages territory market share, book of business, and growth goals by promoting, selling, and supporting Antech Reference Lab services, In-house Diagnostics, Telemedicine offerings, and Imaging systems in partnership with Equipment Specialists and other regional Mars Science and Diagnostic (SDx) offerings. The DSM also serves as an advisor, leader, and technical expert to support peer mentorships and help colleagues develop sales tactics that expedite the closure of new business and renewals while resolving complicated customer issues.
