POSITION SUMMARY:

*Must live in the Midwestern United States* 

Archer is seeking an experienced, enthusiastic, self-motivated and people-oriented individual to join our successful and dynamic Americas Sales Team as a Sales Applications Specialist, Molecular Diagnostics – northeast. In this role you will drive awareness and adoption of ArcherDx’s companion diagnostic (CDx) assays in your assigned region with pathologists. This specialist partners with Archer Business Development and National Accounts teams to identify, educate and close sales to new and current Archer customers. This individual also liaises with Archer’s Precision Oncology Marketing Manager to educate partner sales teams and collaborate on relevant marketing collateral regarding the importance of molecular diagnostic methods for precision therapy selection.

RESPONSIBILITIES: 

• Identify customers in reference laboratories, NCI/NCCN centers, academic medical centers, IDNs and large oncology practices to promote and drive adoption of Archer’s companion diagnostic sales with pathologists.
• Lead the collaborative development and implementation of the CDx sales strategies to win market share in assigned territory. 
• Build strategic relationships with customer stakeholders (e.g. sourcing/procurement, scientific leadership, lab directors), especially in the field of oncology testing.
• Effectively prospect to find and close new opportunities in existing and new accounts.
• Effectively manage a funnel of leads and opportunities in CRM and provide an accurate monthly sales forecast and territory narrative.
• Conduct product presentations, including to high level decision makers, with and without Field Applications Scientist (FAS) assistance.
• Partner with members of the Archer marketing team to coordinate CDx promotional materials and content, providing “continuous feedback” voice of customer input.
• Work cross-functionally with the product marketing team, Americas Sales team and Payer Relations team to drive sales.
• Proven ability to work effectively in a matrixed environment
• Effective negotiation skills
• Build and manage relationships with industry key opinion leaders (KOLs) to drive adoption of CDx tests.
• Identify changes in testing landscape and work with internal and external stakeholders to remove barriers to diagnostic testing
• Responsible for keeping real-time customer records that can be shared internally with other ArcherDx cross-functional teams.
• Structure detailed strategic plans for gaining and retaining new and existing clients.
• Possess strong business acumen and interpersonal skills
• Ensure highest level of adherence with company’s regulatory, legal, and compliance policies
• Maintain a deep understanding of competitors and market trends that are impacting product utilization of customers.
• An in-depth understanding of all disease states associated with Archer products and the ability to decipher and communicate product differentiation for competitive positioning.
• Strives for excellence in all aspects of performance and is committed to continuous self-evaluation and development.
• Attends various sales meetings and professional conferences around the US on as needed basis.
• Work closely with sales management and product marketing to understand and communicate product positioning and market strategy.
• Ability to communicate complex scientific topics in a compelling way, strong storytelling and influencer approaches to customer communications.
• Support sales organization by building relationships, sharing best practices and improving efficiencies and communication.
• Conduct regular business updates to key stakeholders within Sales, Market Access, Product Management and Marketing.

EXPERIENCE:

• 4+ years of sales experience with a strong record of success selling/promoting complex products in medical pathology and/or diagnostics to hospital and/or reference laboratories desired.
• Strong knowledge of Precision Medicine, Cancer Diagnostics and the Clinical Genomics space.
• Ability to assimilate complex information and present ideas in a simple effective way.
• Industry/Application expertise. Working knowledge of competitive products (specifications, applications, value propositions).
• Keen understanding of the payor and reimbursement environment in the oncology and diagnostic space
• Highly motivated, with excellent self-management, organizational and prioritization skills.
• Demonstrated track record of achieving quota.
• Strong business development, negotiation and sales closing skills.
• Impeccable oral and verbal communication and presentation skills
• Ability to work effectively with minimal direction from, or interface with, manager
• Ability to collaborate and work within a team selling environment to achieve territory sales goals.
• Prepared to travel on a regular basis ( > 50%) throughout the assigned territory.

EDUCATION:

• B.S. in Biology, Molecular Biology, Genetics or a related field