Communicating the true value of our veterinary diagnostic and technology products and services is at the heart of our IDEXX’s commercial business. Our sales professionals develop deep and meaningful relationships offering solutions to meet our customers’ unique needs.
As a Laboratory Key Account Manager, you would create, drive and secure strategic partnerships with IDEXX veterinary laboratory targeted accounts. Responsibilities include strategy, marketing, contract negotiations, revenue and profitability. Maintain a high level of collaboration with Senior Management and Line of Business Managers to effectively combine and manage offerings.
What can you expect in this role?
- Lead the acquisition of a targeted number of new veterinary hospital acquisitions by installing IDEXX Day Labs on-location.
- Identify and prioritize a targeted account list across North America. Create, drive and secure strategic partnerships within the target account list. Lead the efforts to close incremental new business.
- Work closely with the local Veterinary Diagnostic Consultants within 3 regions, and Veterinary Diagnostic Specialists, to create and execute specific account strategies; specifically related to targeted strategic accounts within their territory
- Lead the identification of new programs and strategies for account acquisition. Help develop and implement strategic business plans and tactical plans for IDEXX products with a particular focus on Reference Lab Services.
- Work with Lines of Business to identify and develop best practices. Manage and facilitate relationships with corporate headquarters and key hospital locations. Coordinate with IDEXX field trainers, regional managers, and distribution management to conduct training on IDEXX products, services, and programs.
- Work with finance and operations to set goals for targeted accounts based on overall IDEXX goals. Provide corporate updates and forecasts.
- Contract implementation and monitoring monthly metrics.
- Coordinate marketing/advertising promotions
What you need to succeed:
- You have 3 to 5 or more years of documented history of success, from a specialty sales job like a Key Account Manager, a Corporate Accounts role, preferably within the animal health/veterinary industry or if in human healthcare, you are already familiar with selling reference laboratory services
- Bachelor’s degree required. (MBA, or Studies in a scientific discipline preferred)
- Medical technologist, veterinary technician, DVM or VMD degree (a plus)
- You are able to work well with others in a highly team oriented, collaborative, sales environment
- Must possess platform skills to deliver impactful presentations.
- Must be able to conduct high level negotiations.
- Project planning and management skills
- Ability to create and maintain strategic partnerships
Geography:
3 regions: New England, Upstate NY, and Northeast IDEXX sales regions
This position is a field-based role by its nature requires travel and visits to veterinary clinics. Due to the current pandemic, as it relates to COVID-19, our employees’ safety and well-being are top of mind for us. For those employees that continue to work with our customers in person, we have strengthened the preventative health measures already in place with new, more stringent actions. This includes limiting site visits, enabling virtual meetings, and providing customer advance expectations of how to protect themselves and our employees during the visit; recommending actions like making space for social distancing, use of mask/PPE, sanitize workstations, daily wellness checks, and keeping lines of communication open regarding risk levels.
Why IDEXX?
We’re proud of the work we do, because our work matters. An innovation leader in every industry we serve, we follow our Purpose and Guiding Principles to help pet owners worldwide keep their companion animals healthy and happy, to ensure safe drinking water for billions, and to help farmers protect livestock and poultry from disease. We have customers in over 175 countries and a global workforce of over 9,000 talented people.
So, what does that mean for you? We enrich the livelihoods of our employees with a positive and respectful work culture that embraces challenges and encourages learning and discovery. At IDEXX, you will be supported by competitive compensation, incentives, and benefits while enjoying purposeful work that drives improvement.
Let’s pursue what matters together.
IDEXX values a diverse workforce and workplace and strongly encourages women, people of color, LGBT individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply.
IDEXX is an equal opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state, or federal laws.
