The Laboratory Diagnostics Sales Representative is responsible for driving profitable revenue growth and expanding market share within an assigned territory. The primary focus of this position is the sale of urinalysis and HbA1c analyzers, reagents, consumables, service, and related solutions to hospitals, integrated delivery networks (IDNs), reference laboratories, physician office laboratories, and other clinical laboratory customers.
The successful candidate will combine proactive new business development with consultative selling, strategic account management, competitive conversions, and disciplined territory and pipeline management. Key customer stakeholders include laboratory technologists, laboratory managers and directors, pathologists, supply chain, procurement, finance, IT, and executive leadership.
Essential Job Duties
Own and manage the assigned territory by developing and executing strategic territory plans designed to achieve or exceed established revenue, instrument placement, reagent, consumable, and other sales objectives.
Proactively identify and develop new business opportunities through prospecting, cold calling, field activity, networking, referrals, channel partners, industry events, and targeted competitive conversions.
Assess customer workflow, testing volumes, clinical requirements, staffing challenges, connectivity needs, financial considerations, and growth objectives to effectively position ARKRAY urinalysis and HbA1c solutions.
Communicate the clinical, operational, and financial value of ARKRAY products and solutions through a consultative and solution-based selling approach.
Manage the complete sales cycle from prospecting and discovery through presentation, demonstration or evaluation, financial proposal, contracting, negotiation, closing, implementation coordination, and post-sale follow-up.
Develop and maintain strong relationships with laboratory leadership, supply chain, procurement, finance, IT, executive leadership, and other key customer stakeholders.
Identify opportunities for competitive conversions, product standardization, additional instrument placements, and account expansion.
Maintain a strong understanding of ARKRAY products, laboratory workflows, competitive technologies, customer buying processes, market trends, and clinical diagnostics industry developments.
Effectively differentiate and position ARKRAY products and solutions within competitive sales situations.
Collaborate with applications, service, marketing, contracts, finance, operations, sales leadership, and distribution or channel partners to develop opportunities, address customer needs, and advance business opportunities.
Maintain a healthy and appropriately staged sales pipeline and provide accurate and timely sales forecasts.
Maintain complete and accurate Salesforce records, including customer activity, opportunity progression, competitive information, contract timing, next steps, and monthly, quarterly, and annual forecasts.
Manage customer and distributor communications in a timely and professional manner.
Execute established territory plans and maintain compliance with company policies and required training.
Perform other reasonably related duties as assigned by management.
Qualifications
Education and Experience
Bachelor’s degree required; Business, Marketing, Medical Laboratory Science, Biology, Chemistry, Life Sciences, Healthcare, or a related field preferred.
Minimum of three years of successful B2B sales experience.
Experience in clinical diagnostics, in vitro diagnostics (IVD), medical devices, laboratory capital equipment, or healthcare sales is strongly preferred.
Demonstrated track record of meeting or exceeding established sales quotas and developing new business through proactive prospecting.
Previous clinical laboratory diagnostics or IVD sales experience is preferred, particularly within urinalysis, HbA1c, chemistry, immunoassay, hematology, laboratory automation, or point-of-care testing.
Experience selling capital laboratory instrumentation with recurring reagent and consumable revenue is preferred.
Experience with competitive instrument conversions, hospital and IDN sales, GPOs, RFPs, capital budgeting, and complex contracting is preferred.
Experience working with laboratory distribution or channel partners is preferred.
Medical Laboratory Scientist/Medical Technologist (MLS/MT) experience or another clinical laboratory background is a plus.
Skills and Knowledge
Strong consultative selling, presentation, communication, negotiation, organizational, and relationship-management skills.
Ability to understand and communicate technical and clinical information to laboratory professionals and business stakeholders.
Strong strategic territory management and new-business development skills.
Ability to independently manage a geographic territory, complex multi-stakeholder sales cycles, and a disciplined sales pipeline.
Strong business and financial acumen.
Strong negotiation, closing, and executive communication skills.
Ability to effectively manage sales forecasts and maintain accurate CRM documentation.
Proficiency with Salesforce or similar CRM platforms and standard business productivity tools.
Working knowledge of laboratory information systems (LIS), middleware, instrument connectivity, and laboratory automation is preferred.
Strong customer focus with the ability to build collaborative internal and external relationships.
Self-motivated and accountable with the ability to work independently in a field-based environment.
Travel and Physical Requirements
This is a field-based position requiring approximately 60–70% travel, including regular overnight travel by automobile and commercial air transportation.
Regular computer-based and home-office work is required.
Ability to attend customer meetings, industry events, trade shows, and other business-related activities as required.
Ability to transport standard sales demonstration materials as needed.
A valid driver’s license and the ability to meet company driving requirements are required.
ARKRAY offers a generous benefits package including Medical, Dental, Vision, 401K w/ company match, Paid Time Off and HSA and FSA options.
ARKRAY is an Equal Opportunity Employer: minorities, women, veterans, and individuals with disabilities.