Executive Sales Director - Gastroenterology (GI)

About Us

Inform Diagnostics, a Fulgent Genetics Company, is a nationally recognized diagnostics laboratory focused on anatomic pathology subspecialties including gastrointestinal pathology, dermatopathology, urologic pathology, hematopathology, and breast pathology.

Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier, full-service genomic testing company built around a foundational technology platform.

Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike.

Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company.

Summary of Position

• The Executive Sales Director
• Gastroenterology is responsible for identifying new business opportunities as the bulk of their day-to-day, while also managing newly established customer relationships within a given territory.
• They understand the customer industry and business needs and strategically sell Anatomic Pathology products and services.
• They will focus on driving revenue and client retention by building consultative relationships.
• They will work with clients to establish strategic account value.
• The successful Executive Sales Director
• Gastroenterology will follow a results-driven process while finding a balance between customer orientation and territory growth.
• They will execute the full sales cycle with a high level of service.
• Overnight travel of approximately 25% (up to 50%) is required. 80% of the time will be spent prospecting high-volume targets, 10% of the time will focus on client retention while penetrating additional case volume, and 10% of the time will be spent completing administrative duties.

Key Job Elements

• Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, etc.
• Drive strategic business expansion (new business) opportunities through field cold calls, appointments, virtual presentations, phone calls, and Local and National conferences with outpatient Gastroenterology targets, including ambulatory surgery centers and en-suite Endo centers.
• Meet and exceed annual sales objectives for the region.
• Retain existing clients by acting as a single point of contact when responding to customer inquiries, ensuring data accuracy, updating clients on industry changes in compliance and testing recommendations, and performing routine maintenance to ensure client satisfaction.
• Customer Service Focus - Demonstrate a focus on listening to and understanding client/customer needs and then delighting the client/customer by exceeding service and quality expectations.
• Create strategic business plans and consistently achieve sales quota while complying with company standards, policies, and procedures.
• Grow revenue in designated territory through effectively prospecting target customers, delivering a compelling value proposition, and converting business routinely.
• Maintain Anatomic Pathology product and service knowledge and expertise, including traditional Global cases and TC/PC lab models.
• Communicate effectively and professionally with internal and external customers to exceed performance objectives and customer expectations.
• Promote the company's products and services to existing and potential clients.
• Actively participate in trade shows, seminars, and other relevant sales and marketing events on behalf of the company.
• Provide timely feedback on market requirements, customer issues, competitor activity, and new business opportunities.
• Read professional literature and documents to remain abreast of developments in the field of diagnostics.
• Demonstrate decision-making ability towards solving problems, while working under pressure and effectively communicating these solutions to coworkers and customers.
• Ability to quickly learn and apply knowledge of proprietary software programs.
• Implement laboratory services agreements (LSA's) and Client Fee schedules, when applicable.
• Adhere to and enforce all company policies while maintaining a positive and professional attitude.

Knowledge/Experience

• Bachelor's degree required. Business or science degree preferred.
• 7+ years of sales experience with a diagnostic reference laboratory, preferably selling GI diagnostics.
• Ability to travel up to 50% of the time and work flexible hours when required.
• Positive attitude paired with a strong work ethic and a drive to win business.
• Strong management skills, communication skills, motivational skills, excellent multi-tasking abilities, and solid problem-solving expertise are required.
• MS Office (Word, Excel, PowerPoint, and Outlook), Teams, and Salesforce proficiency required.

Supervisory Responsibilities

• None

Reports To

• Regional Vice President, Southwest Region

Environment

Fulgent Therapeutics LLC is an Equal Employment Opportunity Employer.

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

The term "qualified individual with a disability" means an individual with a disability who, with or without reasonable accommodation, can perform the essential functions of the position.

For California residents, please see the link below to access our CCPA Privacy Notice.

CCPA Privacy Notice for California Residents

https://tinyurl.com/FulgentCCPA

Please note that Fulgent (and its affiliated companies, including Inform Diagnostics and CSI Laboratories) does not accept unsolicited information and/or resumes from search firms or agencies for our job postings.

Search firms or agencies without an applicable contract and/or express approval to recruit for the role in question - that choose to submit a resume or client information to our career page or to any employee of Fulgent - will not be eligible for payment of any fee(s), and any associated shared data will become the property of Fulgent.

Skills

Administrative Skills, Budgeting, Business Plan, Business Strategy, Cold Calling Skills, Communication Skills, Competitive Research, Conferences, Contract Approval, Customer Relations, Customer Relationship Management (CRM), Customer Retention/Renewal, Customer Satisfaction, Customer Support/Service, Customer/Client Research, Data Quality, Drug Development, Exceeded Sales Goal, Fee Schedule, Gastroenterology, Genetics, Genomics, Infectious Diseases, Laboratory, Marketing, Medicine, Meet Sales Quota, Microsoft Excel, Microsoft Office, Microsoft Outlook, Microsoft PowerPoint, Microsoft Word, Multitasking, Oncology, Outpatient Care, Pathology, Patient Care, Problem Solving Skills, Resume Search, Revenue Growth, Sales, Sales Cycle, Sales Prospecting, Sales Strategy, Salesforce.com, Strategic Accounts, Strategic Planning, Territory Management, Time Management, Trade Shows, Urology, Willing to Travel

About the Company

Fulgent Genetics Inc