Position Summary:

The Precision Medicine Manager (PMM) is an oncology diagnostic sales rep that serves as the customer contact for all molecular related activities within the assigned region. The PMM is responsible for establishing and growing their territory to exceed sales goals for all NGS, liquid biopsy and our MRD ctDNA test, RaDaR. The PMM is a subject matter expert in molecular diagnostics. The PMM is responsible for driving molecular growth in their respective territory, with a particular emphasis on high growth NGS opportunities such as large IDN’s, Cancer Centers, and Academic Medical Centers. The PMM is also responsible for ensuring coordination of effort with the respective Territory Business Manager(s) and Regional Director.

Core Responsibilities

• 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.
• Responsible for consultative sales and promotion of the Company’s molecular products within assigned territory:
  • Develops and maintains territory coverage plan with Regional Director
  • Properly presents key products as directed
  • Communicates regularly with all members of assigned territory team and respective Territory Business Manager(s).
  • Partners with overlapping Territory Business Manager(s) on the Clinical Team to drive growth of NGS product portfolio (NGS/NTPs; IVFL and RaDaR)
• Responsible for market development activities for molecular and liquid biopsy products: molecular products to include NGS, liquid biopsy and our MRD ctDNA test, RaDaR:
• Focuses on development of key accounts include oncologists and pathologists along with other key customer segments that will or can influence ordering of said products.
  • Performs product in-service training and speaking engagements to ensure customer satisfaction as needed
  • 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
  • Develops, maintains and delivers accurate information on lost business
• Generates ideas that contribute to the region, business unit, company mission and profitability
• Timely and accurate fulfillment of Sales Administration duties:
  • Expense Reporting within guidelines outlined in the company’s Travel & Entertainment Policy
  • Sales Call Reporting
  • Maintain detailed records in SalesForce.com provide account updates
• 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 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 the 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.
• 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.

Additional Responsibilities (may be assigned):

• Leads cross-functional teams or projects; may mentor other Territory Business Manager(s) within region
• Serves on other work groups or committees as requested
• Participates in customer strategy and market research activities
• Participates in developing and monitoring budget for assigned territory to meet organizational goals
• Other duties as assigned by the Regional Director and/or Senior Vice President, Sales.

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 exceed 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 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