Account Manager - Kidney Transplant - Eurofins USA Clinical Diagnostics

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.

Eurofins is the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organisation services. Eurofins is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organisations. The Group also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to 55,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 50 countries. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.

Basic Function and Scope of Responsibility:

Transplant Genomics Inc. (“TGI”) is a molecular diagnostics company committed to improving organ transplant outcomes with non-invasive serial monitoring guided by genomics. TGI’s product portfolio of both individual and combined blood gene expression and dd-cfDNA testing is capable of reliably detecting subclinical kidney rejection and acute rejection in kidney transplant patients with stable kidney function, in addition to a new application for liver transplant patients that guides and controls the optimal dose of immunosuppressants.

The Kidney Account Manager – (KAM) is the account “lead” within community Nephrology practices and is primarily responsible for; 1) generating account demand for TGI product offerings with new customers, 2) coordinating and facilitating product adoption and growth, 3) onboarding and educating on ordering process and sample collection, and 4) ultimately assuring a positive customer experience by demonstrating and delivering the Value Proposition(s) of the TGI product portfolio through our clinical, provider, patient, and practice management support systems and resources.

The Kidney Account Manager will lead the growth objectives of the assigned territory by effectively implementing Transplant Genomics’ sales and marketing strategies to grow product portfolio volume and revenue. The Kidney Account Manager is expected to be the primary in-field client facing personnel supporting all commercial company endeavors.

Essential Job Duties:

Attainment:

• Achieve 100% of sales quotas for assigned territory
• Achieve and strive to exceed performance metrics as determined by Sales team leadership
• Monitor patient and provider experience collaborating with the client services team

Territory Management:

• Analyze information and data to be used in the development of a territory plan to achieve financial objectives --maximizing call schedules, targeting, and appropriate company and test positioning
• Travel locally and overnight, visiting existing and prospective clients and effectively covering the geographical territory as assigned
• Organize, prioritize and perform sales activities which must adhere to business needs and objectives set annually by Sales Management and will include territory routing, call activity and pre-call planning goals.
• Collaborate with Medical Affairs, Field Service Liaisons, Client Services, Marketing, Business Development, R&D, and Finance within the larger Eurofins U.S. Clinical Diagnostics market on strategic cross-selling initiatives

Selling:

• Develop and implement a territory and strategic sales plan involving multiple stakeholders in the growth of the TGI Eurofins’ diagnostic test portfolio.
• Maintain and organically grow the patient base at existing accounts and ensure client satisfaction through consistent and ongoing client contact
• Gain new use with prospective new clients via demand generation, communicate medical, clinical and patient outcome benefits, deliver product information and prepare quotes and proposals within company guidelines
• Promptly and efficiently move a client through the sales process from prospect, target, customer, and client.
• Effectively prepare and deliver formal sales presentations to clients
• Follow through after the close to ensure solid adoption of product portfolio and maximize test utilization, and to ensure timely fulfillment of test results
• Conduct client business reviews throughout the year to retain and grow client business.

Account Onboarding, Billing & Payment Coordination, Education, and Support:

• Oversee training, educating, and in-servicing customers on our products, associated pathways for ordering, billing, payment, and reimbursement while driving appropriate product utilization.
• Establish clinical communications and administrative support through technical presentations, review of scientific literature, executive account meetings, and specimen collection demonstrations
• Develop and manage relationships with transplant care teams and office staff
• Follow through after implementation to ensure solid product adoption, maximize test utilization, and ensure accurate documentation standards are maintained for sample processing and reimbursement
• Work to control customer level error rate through development and implementation of process and training
• Assist in the development of new tools and tactics to increase the effectiveness of sales strategies.
• Provide case support as needed to drive business and support client services in contacting patients directly to schedule blood draw logistics
• Communicate with clinical, sales and marketing teams to address technical and clinical questions
• Facilitate appeals process with Market Access on behalf of patients and providers

Administration:

• Perform routine weekly & monthly administrative duties by established due dates
• Enter call notes in to CRM (i.e. Salesforce.com) within expected time-frame..
• Assist marketing dept. with research opportunities, data collection, customer reviews and promotion development
• Update sales continuum of all Target accounts in CRM (i.e. Salesforce.com) to identify sales phase and account potential
• Submit expense reports within 30 days of being incurred
• Complete assigned departmental and corporate trainings

Performance Expectations:

• Develop and maintain an effective/professional working relationship with external customers and internal colleagues to provide the best service possible
• Represent department and organization professionally and favorably and in accordance with established Company standards and associate attributes at all times
• Other duties as assigned by management

Essential; Experience, Knowledge, Skills and Abilities:

• Bachelor’s degree required, preferably in a science or business-related field of study.
• At least 2 years of successful direct sales and business development experience in the academic hospital setting responsible for all aspects of the sales process, with a strong preference for previous solid organ transplant, hepatology, or laboratory experience
• Ability to travel up to 50%
• Customer service focused and professional attitude
• Self-starter who takes control of all account sales processes and solves problems, prioritizes tasks, and mobilizes resources to achieve sales objectives
• Goal oriented with excellent time management, prioritization, and organizational skills and disciplines.
• Excellent interpersonal skills with ability to interact effectively and work efficiently with people at all levels in an organization
• Excellent verbal & written communication skills
• Keenly attentive to detail
• Ability to keep sensitive information confidential
• High level of proficiency with PC based software programs, specifically Microsoft Office suite (Excel, Word, PowerPoint), CRM’s (i.e. Salesforce.com, Dynamics, etc), plus iPad/iPhone and associated applications.

Physical Requirements:

• Physical dexterity sufficient to use hands, arms, and shoulders repetitively to operate a keyboard and other office equipment, use a telephone, access file cabinets and other items stored at various levels, including overhead
• Ability to speak and hear well enough to communicate clearly and understandably with sufficient volume to ensure an accurate exchange of information in normal conversational distance, over the telephone, and in a group setting
• Ability to continuously operate a personal computer for extended periods of time (4 or more hours)
• Mental acuity sufficient to collect and interpret data, evaluate, reason, define problems, establish facts, draw valid conclusions, make valid judgments and decisions

The essential physical and mental requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What we offer:

• Excellent full time benefits including comprehensive medical coverage, dental, and vision options
• Life and disability insurance
• 401(k) with company match
• Paid vacation and holidays
• Monday-Friday 8:00am-5:00pm
• Salary Range:  $90K - $110K, plus commission

Eurofins is a M/F, Disabled, and Veteran Equal Employment Opportunity and Affirmative Action employer.