About the Company
We are seeking an experienced Regional Account Manager to drive sales of product lines, with a primary focus on capital equipment sales to large key accounts within the assigned territory. This role requires a proven track record in clinical diagnostics sales, complex B2B relationship building, and the ability to navigate lengthy sales cycles typical of capital equipment purchases in healthcare environments.
About the Role
This role requires a proven track record in clinical diagnostics sales, complex B2B relationship building, and the ability to navigate lengthy sales cycles typical of capital equipment purchases in healthcare environments.
Responsibilities
Sales Performance & Revenue Generation
- Achieve and exceed annual sales targets within assigned regional territory
- Develop and execute strategic account plans for major key accounts, focusing on capital equipment opportunities in clinical diagnostics
- Manage complex sales cycles ranging from 6-18 months, coordinating with internal teams throughout the process
- Identify and qualify new business opportunities within existing accounts and prospect for new key accounts including hospitals, reference labs, and diagnostic centers
- Prepare and deliver compelling presentations and proposals to C-level executives, laboratory directors, and procurement committees
Account Management & Relationship Building
- Serve as primary point of contact for assigned key accounts, maintaining strong relationships at multiple organizational levels including lab managers, pathologists, procurement teams, and senior administrators
- Build and nurture long-term partnerships with key opinion leaders and clinical decision makers in the diagnostics community
- Conduct regular business reviews with key stakeholders to understand evolving clinical needs and identify expansion opportunities
- Collaborate with customer technical teams and laboratory staff to ensure proper product specification, workflow integration, and clinical validation requirements
Territory & Market Development
- Maintain deep understanding of regional healthcare market dynamics, competitive diagnostic landscape, and regulatory trends
- Attend clinical conferences, laboratory symposiums, and industry trade shows to build market presence and generate leads
- Work closely with clinical specialists and marketing teams to develop territory-specific campaigns and lead generation activities
- Provide market intelligence, clinical feedback, and customer insights to product management, marketing and R&D teams
Qualifications
Experience & Background
- Bachelor's degree in Life Sciences, Business, Med Technology, or related field
- Minimum 10-15 years of successful clinical diagnostics sales experience, preferably with capital equipment or laboratory-based instrumentation
- Experience with complex, consultative sales processes involving multiple clinical and administrative decision makers
- History of consistently meeting or exceeding sales quotas in a territory-based healthcare role
- Deep understanding of clinical laboratory operations, diagnostic workflows, and healthcare reimbursement models
Relationship Building & Clinical Expertise
- Exceptional relationship building skills with demonstrated ability to establish trust and credibility with clinical professionals
- Experience working directly with laboratory directors, pathologists, medical technologists, and healthcare administrators
- Strong network within the regional clinical diagnostics community
- Ability to understand clinical applications and communicate scientific value propositions effectively
- Experience navigating complex healthcare procurement processes and committee-based decision making
Preferred Skills
- Advanced degree (MBA, MS, or clinical degree preferred)
- Previous experience with molecular diagnostics, clinical chemistry, or related MosaiQ application areas of capital equipment sales
- Experience in allergy and autoimmune testing markets, including familiarity with specific immunoassay platforms, allergen panels, and autoimmune diagnostic workflows
- Knowledge of allergy and autoimmune market dynamics, including relationships with allergists, immunologists, and rheumatologists
- Existing relationships within regional hospital systems, reference laboratories, and diagnostic centers
- Experience with capital equipment leasing, GPO contracts, and healthcare financing options
- Track record of successful new product launches in clinical diagnostics
- Understanding of specialty testing reimbursement models and managed care considerations for allergy and autoimmune diagnostics