Market Development Manager

  • San Jose, CA
  • Direct Hire
  • Job ID: CA203-2690352

The role’s main objectives:

  1. Drive consistent top-line unit growth
  2. Align to corporate objectives and utilize all available resources
  3. Exceed customer expectations



  • Ensures that the territory meets or exceeds all quarterly sales targets and goals
  • Designs and executes territory business plan to exceed growth expectations by effectively impacting targeted HCPs and prospective HCPs in a defined geography
  • Analyzes and monitors territory activity to ensure reach and frequency metrics are adequate to drive business needs, maximize sales and ensure key HCPs and practices receive at least the minimum number of visits determined to service and grow the practice
  • Educates HCPs and staff on Autoimmune Diagnostic/Therapeutic (DxRx) vision and the value of products and services for appropriate patient care
  • Efficiently routes travel throughout assigned territory geography to access, engage and impact identified and prospective customers
  • Determines, analyzes and executes the coordination of territory resource needs for speaker programs, in office educational budget, samples, and other promotional resources and activities in alignment with corporate, region and territory objectives
  • Reviews sample test results with HCPs to enhance their understanding of diagnostic technology and value
  • Provides appropriate compliant guidance surrounding billing, insurance and reimbursement procedures to customer’s staff using knowledge of coding, place of service and product pricing
  • Collaborates with the Regional Sales Director, Managed Markets team, and other stakeholders as needed, in the analysis and development of Laboratory Pricing Agreements e.g., Client Bill and other logistics important for customer access to our diagnostic products
  • Collaborates with internal Provider Relations (PR) Representatives to support accounts, keep account of activities, update client database, follow-up, provide literature and supplies
  • Performs all administrative functions required of the position, including, but not limited to, reporting call activity and customer information into call reporting system in a timely manner, submitting expenses accurately, completing training assignments, etc.
  • Identifies and investigates customer concerns and communicates with Provider Relations Representatives to promptly solve customer issues.
  • Communicates customer feedback and communicates regularly with sales leadership
  • Participates at trade shows and medical conferences as needed
  • Develops comprehensive understanding of products and services and competitor products and services, and an in-depth knowledge of the complexities associate with various autoimmune disease states
  • Develops product knowledge and selling skills by studying for and participating in initial and supplemental home and home office training programs
  • Actively promotes the appropriate use of products to healthcare professionals in accordance with Corporate, PhRMA and OIG policies, regulations, and guidelines
  • Demonstrates leadership among peers by consistent application and modeling of the appropriate compliance, behavior and conduct
  • Strictly complies with all regulatory agencies, state, and federal law is required
  • Reports adverse events or product quality complaints as appropriate per policy guidelines


Minimum Qualifications:

  • Bachelor's BA or BS degree with an emphasis in the life sciences preferred
  • Associate degree in a science related program (nursing, biology, etc.) may be considered if accompanied by 5+ years of successful Healthcare Industry related sales experience
  • A minimum of 4 years of top 20% sales performance in Diagnostic, Pharmaceutical and/or other related healthcare markets
  • Proven and consistent track record of exceeding sales objectives, preferably in Diagnostics and/or Specialty markets
  • Possess superior selling skills developed in highly competitive markets
  • Sets high goals and standards of performance and is self-motivated and able to work with a general level of autonomy
  • Proven expertise in building strong relationships, influencing and changing customer behavior
  • Aptitude for rapid learning and retention of technical and scientific product related information
  • Prior business-to-business sales experience
  • Some overnight and weekends may be required



Competitive compensation packages | Generous PTO + 10 holidays | Medical, Dental, Vision, FSA, & Dependent Care| 401(k) retirement savings plan match | Life Insurance & Disability | Stock Options

The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

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