Regional Sales Manager (Laboratory Sales)

FL, IN, KY and TN

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JOB SUMMARY: The Regional Sales Manager (RSM) is responsible for developing new business opportunities and establishing growth of current clients through the sale of laboratory services. The RSM is directly responsible for achieving the regional sales goals and maintaining clients of the region. This position will work with key executives of the Sales, Operations and Lab Operations departments in developing strategic sales plans for the assigned region.


  • Establish positive long-term client relations through consultative selling and strong relationship building
  • Work closely with Sales Director, Lab CEO, and Operations EVP to grow assigned region in line with company's objectives
  • Responsible to demonstrate and articulate the value of laboratory services in a consultative manner
  • Utilize existing relationships to create new opportunities for additional value added services offered by the company
  • Develop personalized sales presentations for professional audiences (physicians, laboratory staff, clinics and group practices).
  • Meet and exceed all sales objectives provided by upper sales management. Prepare action plans to achieve regional goals.
  • Participate in conferences and local meetings to generate sales leads for potential clients and increase awareness of company services
  • Maintain all prospects and current client information in sales database on a weekly basis, attend sales meetings, and respond to emails from sales management and staff in a timely manner
  • Maintain and increase market share and test volume.
  • Analyze and investigate local competitor's strengths and weaknesses
  • Provide detailed "in-service"/training for new clients or at the request of the existing clients.
  • Develops and maintains relationships with clients through regular and routine on-site and offsite interactions to determine level of satisfaction and additional business opportunities.
  • Remain knowledgeable of regulatory agencies, accreditation agencies, payor agencies to provide effective and accurate communication to clients
  • Adhere to HIPAA policies and procedures
  • Participate in continuous quality improvement activities and teams
  • Perform other duties as assigned to meet the goals and objectives of the Company


  • Bachelor's degree in marketing, business, finance or related field required or equivalent combination of education and experience
  • Bachelor's degree in science / bio medical / engineering / electrical / medical technology or commercial is preferred


  • A minimum of two years relevant experience in medical sales or laboratory industry (preferred) with documented results
  • Experience in presenting to all levels of the decision making process from the Chief Executive to the front line staff
  • Exhibits high level of integrity, honesty, keeping commitments and presenting information completely and accurately to both internal and external customers
  • Possess a strong knowledge and ability to sell with maturity, a sense of urgency, and self-direction.
  • Tech savvy and proficient in MS Word, Excel, Power Point, Outlook and CRM software


  • Excellent time management skills and ability to multi-task and prioritize work
  • Strong consultative selling skills
  • High-energy work ethic with ability to work independently and collaboratively to achieve results
  • Ability to interact positively and effectively with existing and potential new outreach clients, as well as with internal customers.
  • Must be well organized, tolerant of ambiguity, possess excellent writing and oral communication.
  • Judgment, decision making, and strong analytical skills are required
  • Possess a strong attention to detail

Work Environment and Physical Demand:

  • Travel within assigned region is required as well as some overnight travel
  • Valid driver's license is required

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Position: Regional Sales Manager (Laboratory Sales)

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