Description
Are you motivated to participate in a dynamic, multi-tasking environment? Do you want to join a company that invests in its employees? Are you seeking a position where you can use your skills while continuing to be challenged and learn? Then we encourage you to dive deeper into this opportunity.
We believe in career development and empowering our employees. Not only do we provide career coaches internally, but we offer many training opportunities to expand your knowledge base! We have highly competitive benefits with a variety of HMO and PPO options. We have company 401k match along with an Employee Stock Purchase Program. We have tuition reimbursement, leadership development, and even start employees off with 16 days of paid time off plus holidays. We offer wellness courses and have highly engaged employee resource groups. Come join the Neo team and be part of our amazing World Class Culture!
NeoGenomics has an opening for an Oncology Sales Specialist who wants to continue to learn in order to allow our company to grow.
Position Summary
The Oncology Sales Specialist (OSS) is an oncology diagnostic sales rep that serves as an overlay specialist. The OSS is responsible for supporting oncology customers and opportunities within the assigned territory. The OSS is responsible for ensuring coordination of sales efforts with the respective Territory Business Manager(s) (TBMs) and Regional Director (RD). The OSS will proactively identify opportunities and target new oncology groups to sell oncology products and focus on growth of new products. The OSS will work closely with the TBM to understand the oncology customer’s needs, align on solutions, negotiate and close. The OSS will also be responsible for expanding or upselling within current oncology groups.
The OSS will be expected to interact with hematologist/oncologists, medical oncologists, academic oncologists, surgical oncologists, and gynecologic oncologists, as necessary, and this interaction will take place, but is not limited to, oncology groups, hospital oncology groups, academic centers, pathology lab, interventional radiology suites, and surgery centers.
Core Responsibilities
- Strong knowledge of and ability to learn NeoGenomics products, services, processes, policies, key internal teams, as well as competitor’s products, services, policies and practices, and payer/reimbursement landscape.
- Achieves annual sales and/or profit goals through efficient management and satisfaction of customer needs within assigned region.
- Works with TBM(s) to engage with Tier A, B, C accounts.
- Engages with Key Account Manager(s) (KAMs) (where applicable) and CSS to increase account value on Tier A and B accounts.
- Facilitates access to oncology groups based on understanding of hospital or oncologist landscape, buying patterns, and clinical needs.
- Supports all oncology-based customers in a designated territory and is responsible for consultative sales and promotion of the Company’s molecular products within assigned territory.
- Proactively reviews current and prospective customer base to target sales pursuits for new or existing products and facilitates introductions and targeting of oncology practices.
- Responsible for market development activities for molecular and liquid biopsy products: molecular products to include NGS, liquid biopsy, and our MRD ctDNA test, RaDaR.
- Provides frequent market feedback on products, competition, and market conditions to the Regional Director.
- Develops and maintains territory specific information relative to competitors and distributors in the market mix.
- Generates ideas that contribute to the territory, region, business unit, company mission, and profitability.
- Ensure all activities and opportunities are entered and tracked in SFDC to allow increased visibility.
- Maintain detailed records in SalesForce.com to provide account updates and support ongoing review of the customer master file.
- Leads and facilitates problem solving within team and across cross-functional areas to include overlapping Territory Business Manager(s) in the region.
- Recognizes and rapidly responds to changes in internal/external environment; stimulates change and champions new initiatives.
- Develops annual business plan and updates regularly; prioritizes and manages time effectively; maintains appropriate contact with all accounts; develops and executes account specific strategies; utilizes resources effectively.
- Identifies and builds relationships with customers at all levels within each organization; leverages contacts to achieve business objectives, when appropriate; establishes consistently positive rapport.
- Achieves goals for molecular, NGS, and liquid biopsy sales; maintains consistent momentum in sales cycle; self-disciplined and self-directed; overcomes obstacles; maintains high work ethic; creates sales opportunity.
- Identifies personal and professional development objectives and plans to achieve them.
- Understands internal information technology systems and how they interface with clients.
- Assists with and participates in sales meetings, seminars, industry conferences, and tradeshows and manages event coordination including the National Sales Meeting and Summer Regional Meetings.
- May provide results to an inquiring client in accordance with department SOPs.
- Timely and accurate fulfillment of Sales Administration duties such as expense Reporting within guidelines outlined in the company’s Travel & Entertainment Policy.
- Adheres to all company policies and procedures protecting the privacy of patients and the confidentiality of their information in compliance with HIPAA and other applicable laws. Ensures the privacy and confidentiality of all communications.
Position Objectives
- Uses effective questioning techniques in sales calls; develops basic understanding of company products and corresponding competitive products; demonstrates effective negotiation; timely response to internal and external customers.
- Meets or exceeds sales and profitability goals for assigned region.
- Completes individual objectives assigned by the sales management team and meets agreed upon deadlines.
- Communicates effectively with all levels of staff.
- Provides quality service to the Company’s internal and external customers.
- Effectively schedules and manages resources to meet department goals.
- Adheres to NeoGenomics Laboratories core values, safety, and compliance policies and procedures.
Education
Bachelor’s degree in Life Sciences or business-related field required (MBA preferred).
Qualification Requirements
- 5+ years of consistent success in oncology sales in diagnostic or pharma (both product and service) preferred.
- Strong closing skills. Prior attendance at formal sales training courses a plus.
- Exceptional interpersonal and influencing skills at all levels of the organization.
- Proven oral, written, telephone, and presentation skills.
- Extensive knowledge of clinical and/or laboratory market environment and products.
- Ability to learn and retain product specific information and utilize it to position the features and benefits to customers.
- Ability to work under deadline pressure and extra hours if needed on assignments.
- Proficient with MS Office programs.
- Strong organizational skills and attention to detail.
- Ability to work independently and in a team environment.
- Must be able to work in a biohazard environment and comply with safety policies and standards outlined in the Safety Manual.
- Valid driver’s license for state of residence required.
Travel Required
Ability to travel as required by role (up to 75% of the time). Some overnight travel may be required.
Required
All qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status.
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