A cover letter is required for consideration for this position and should be attached as the first page of your resume. The cover letter should address your specific interest in the position and outline skills and experience that directly relate to this position.
The MLabs Key Account Representative as part of the Business Development Team provides sales support and other activities related to business development (marketing strategy, sales coordination, strategic business opportunities) with the objective to secure new and maintain existing MLabs clients. The MLabs Key Account Representative increases the visibility of MLabs nationally, regionally and locally by providing face to face interactions and greater density of contact with both prospective clients and existing clients.
MLabs Key Account Representative is responsible for prospecting, calling, qualifying and closing new accounts to produce a revenue stream for the department. In addition, this individual will coach, train, and lead a team of sales professionals in accordance with MLabs values and standards. The Key Account Representative is responsible for meeting performance and/or sales expectations on a regular basis. This individual will work closely with professional audiences (e.g., physicians, hospital and laboratory administrators, office managers, etc.) as a representative of MLabs, the Department of Pathology and Michigan Medicine.
This job requires 40 – 50% regional and national travel and a flexible work schedule which may require evening and weekend hours, to best meet client needs. Travel requirements may change as determined by the growth of MLabs and client base.
Responsible for developing and implementing a comprehensive sales plan that includes new and existing sales strategies for key accounts. Implement a sales strategy to successfully meet expected revenue growth in targeted markets within defined territories.
Leads a sales teams consisting of both direct and indirect reports to penetrate key accounts and aggressively expand relationships with the goal of producing a revenue stream for MLabs.
Responsible for appropriate and effective reporting of sales, sales development activity and other client communication to MLabs Leadership Team; consistently document all client details of significance into Salesforce CRM application. Produce a weekly pipeline report for review by the Business Development Manager. Work with Business Development Manager to address pipeline bottlenecks and resolve obstacles.
Effectively introduce MLabs guidelines for client contracting, fee schedules and discounts and specimen submission information.
Acquire on-going product and service knowledge that differentiates MLabs from competitors. Provide “Competitor Analysis and Update” report to MLabs leadership following each conference attended.
Comfortable articulating relevant information regarding MLabs reference laboratory services and policies. Prepare and deliver product presentations to prospective and/or existing clients.
Assist in key external activities that help achieve sales goal primarily by exhibiting MLabs Booth at local, regional and national meetings.
Prospect new business and clients via networking with current relationships and cold calling. Contact a minimum of 5 prospective clients per month, targeted market may vary.
Meet face-to-face with a minimum of 4 qualified clients monthly, to facilitate new business or allow opportunity for expansion of services to existing clients.
Assist the MLabs team with the successful marketing and onboarding of new accounts and expand sales to existing accounts. Participate in follow up with non-clients who have referred testing to MLabs in order to onboard as a client.
Serve as client advocate informing management of problems requiring resolution in a timely manner.
Bachelor’s degree or equivalent combination of education and experience.
6 - 8 years of experience in sales and/or sales management experience
1 – 3 years of relevant professional experience working in a reference laboratory or large health care system environment
Demonstrated commitment to Service Excellence
Understanding of laboratory service billing and prior authorization requirements
Ability to create and read financial dashboards and business development related dashboards with available contact resource management software.
Required availability: Monday – Friday, 8:00 am – 5:00 pm.
Off hours availability: Must be able to work evenings and weekends as needed in order to staff conferences and follow through on sales calls.
Michigan Medicine conducts background screening and pre-employment drug testing on job candidates upon acceptance of a contingent job offer and may use a third party administrator to conduct background screenings. Background screenings are performed in compliance with the Fair Credit Report Act. Pre-employment drug testing applies to all selected candidates, including new or additional faculty and staff appointments, as well as transfers from other U-M campuses.
Michigan Medicine improves the health of patients, populations and communities through excellence in education, patient care, community service, research and technology development, and through leadership activities in Michigan, nationally and internationally. Our mission is guided by our Strategic Principles and has three critical components; patient care, education and research that together enhance our contribution to society.
Job openings are posted for a minimum of seven calendar days. The review and selection process may begin as early as the eighth day after posting. This opening may be removed from posting boards and filled anytime after the minimum posting period has ended.
The University of Michigan is an equal opportunity/affirmative action employer.
Internal Number: 176623
About University of Michigan - Ann Arbor
A great university is made so by its faculty and staff, and Michigan is recognized as one of the best universities to work for in the country. The Michigan culture is known for engaging faculty and staff in all facets of the university to create a workplace that is vibrant and stimulating.For two consecutive years, the Chronicle of Higher Education has placed U-M in its "Great Colleges to Work For" survey. In particular, the university earns high marks for strong relations between faculty and administrators, a collaborative system of governance, strong pay and benefits, and a healthy work/life balance.