PRIMARY DUTIES AND RESPONSIBILITIES:

• Increase the diagnostic revenue year over year in a specific territory
• Translate customer needs into diagnostic solutions.
• Sell diagnostic equipment, tests and services to customers.
• Increase utilization of in-house diagnostic tests & assays, instrument consumables and reference laboratory profiles & advanced tests for territory customer base.
• Achieve quarterly and annual revenue and growth goals through new account acquisition and existing account development.
• Utilize IDEXX specialists to assist with acquiring new business as appropriate
• Educate and train veterinary clinic staff on products, services & marketing initiatives, including elevating issues to customer service when appropriate.
• Develop and grow partnerships with veterinary practice staff.
• Represent IDEXX mission, values and principles in all dealings with customers and markets.
• Present IDEXX values to customers in a professional manner; including understanding the industry, veterinary practice, customers, technology, operations, and processes.
• Complete all sales administration, including completing all Beacon requirements & territory management activities.
• Attend trade shows and other educational events.
• Achieve and maintain medical & technical knowledge and verbal fluency of industry and IDEXX products and services.
• Manage territory for optimal account coverage, including quality account planning.
• Define and verify customer needs and expectations. Communicate customer needs/issues to marketing organization and business unit manager, including recommendations of modifying service levels to current accounts.
• Communicate competitive issues to marketing organization and business unit manager.
• Partner, coordinate and assist laboratory operations to facilitate/handle customer questions and/or service issues.
• Manage IDEXX expenses and resources in line with company guidelines and directives.

EDUCATION:

• Bachelors degree or equivalent combination of education and experience required.

REQUIRED SKILLS AND ABILITIES:

• Demonstrated strong sales and closing skills.
• Documented track record of success in achieving sales goals.
• Strong communication skills with the ability to influence and negotiate with customers, co-workers and peers.
• Demonstrated ability to develop, grow and manage customer relationships. Customer Relationship Management skills a plus
• Ability to understand customer needs and develop customer specific solutions.
• Utilizes creativity in problem solution, works easily with team partners to solve customer needs.
• Must be professionally mature, and able to adapt to independent and team-oriented environment.
• Must possess a passion for business with the drive to achieve results.
• Integrity, keeping commitments to colleagues, customers and the company.
• Able to demonstrate modeling and authentic support for IDEXX mission, values and principles.
• Solid computer skills and ability to utilize sales information management databases.
• Strong interpersonal skills – ability to build strong customer relationships, and build outstanding relationships with customers & colleagues.
• Strong collaboration & teamwork skills.
• Detailed and organized with the ability to multi-task.
• Solid analytical skills with the ability to analyze and understand customer sales data.
• Knowledge of veterinary industry and/or veterinary diagnostics preferred.
• Must possess a valid driver’s license.

PHYSICAL DEMANDS:

• Overnight travel
• Some weekend work
• Extensive car travel
• Ability to lift up to 60 pounds

WORK ENVIRONMENT:

• Exposure to veterinary clinics

LEVELING GUIDE:

• Some field sales experience and/or equivalent inside sales experience
• Requires demonstrated sales and customer relationship skills.
• Requires solid knowledge of IDEXX products and services and/or equivalent external experience
• Grows and develops strong customer relationships.
• Applies company policies and procedures to resolve a variety of issues.
• Requires knowledge and experience in own discipline; acquiring higher level knowledge and skills.  Builds knowledge of the organization, processes and customers.
• Solves a range of problems.  Analyzes and recommends possible solutions.
• Receives a moderate level of guidance and direction as needed.
• Typically 3-5 years field and/or equivalent inside sales experience. Relevant sales experience preferred.
• Scientific medical and/or technical background, training, and/or experience preferred.
• Experience in a Veterinary Clinic a plus.

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