Clinical Territory Manager-Autoimmunity & Infectious Diseases-NC/VA/DC/PA/MA CA7F-3466

Clinical Territory Manager – Autoimmunity & Infectious Diseases

Location: NC/VA/DC/PA/MA (expanded across North America)

Job Summary

A global leader in specialty diagnostics seeks a Clinical Territory Manager to drive market performance for its Autoimmunity & Infectious Disease portfolio across hospitals and reference laboratories.

Key Responsibilities

• Deliver or exceed annual territory sales objectives across reagents, instruments, and new product introductions.
• Develop and execute data‑driven strategic account plans that align customer needs with our diagnostics solutions.
• Present product features and benefits using consultative sales techniques: qualifying leads, assessing needs, presenting solutions, supporting evaluations & implementations, and closing.
• Create growth roadmaps for top accounts, including penetration strategies, competitive displacement plans, and contract expansion opportunities.
• Lead complex sales cycles, leveraging value‑based selling, consensus building, and multi‑stakeholder engagement.
• Establish a “trusted advisor” relationship and demonstrate ROI with accounts.
• Identify, evaluate, and prioritize new market opportunities to expand portfolio adoption.
• Collaborate with internal partners (Customer Care, Field Service, Field Applications) for onboarding new accounts and post‑sale support.
• Own the long‑term health of assigned accounts, ensuring high utilization, contract adherence, and optimized instrument performance.
• Use CRM to maintain accurate engagement history, pipeline visibility, and forecast revenue.
• Monitor and analyze competitive dynamics, market trends, and customer feedback to inform strategy.
• Participate in sales meetings, training programs, conventions, and industry trade shows.
• Partner with Technical Service for rapid resolution of customer complaints and maintain high satisfaction.
• Provide feedback to Product Management and R&D to influence product enhancements.
• Adhere to all corporate quality, compliance, and documentation standards.

Qualifications

• Bachelor’s degree; advanced degree or MBA a plus.
• Minimum 3 years of medical device or diagnostics sales experience, preferably in autoimmune or infectious disease testing.
• Demonstrated success managing complex sales cycles and influencing clinical and executive decision makers.
• Robust network of existing relationships with hospital and reference labs.
• Strong executive presence and communication skills for virtual and in‑person meetings.
• Value‑based and consultative selling skills for complex healthcare enterprise sales.
• Strategic account planning and opportunity development experience.
• Proficiency in CRM, Microsoft Office Suite, Concur, and related tools.
• Entrepreneurial spirit with ability to multitask in a fast‑paced environment.
• Strong presentation skills and ability to collaborate across functions.
• Integrity, confidentiality, and trust‑building abilities.
• Passion for the company’s mission and commitment to continuous learning.
• Strong analytical and prioritization skills to achieve results.

Physical Requirements

• Stand and walk for extended periods.
• Valid driver’s license and ability to travel routinely within a large state territory.
• Lift and carry materials (20‑30 lbs. or more).
• Set up and break down displays for demos & trade shows.
• Travel up to 50% of time.