Market Development Manager
Exagen is a patient-focused and discovery-driven life sciences company dedicated to transforming the care continuum for patients suffering from debilitating and chronic autoimmune diseases. Our goal is to enable rheumatologists to improve care for patients through the differential diagnosis, prognosis, and monitoring of complex autoimmune and autoimmune-related diseases, including lupus and rheumatoid arthritis. By leveraging our proprietary Cell-Bound Complement Activation Products, or CB-CAPs, technology, we help get to the real cause of a patient’s symptoms and guide their journey to improved health.
About the Opportunity:
Our commercial team is a group of passionate, hard-working, fun people aligned to our vision of delivering value to our customers resulting in better patient care.
We are seeking dynamic, award-winning, high-performing sales professionals to join our commercial sales organization. As an MDM, you are the face of Exagen to our customers. You ensure that customers understand Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) Vision and value by professionally promoting our products and services to Health Care Providers (HCPs), staff, and other decision-makers.
Location Note: This position supports our Kansas City territory and candidates must live within commuting distance.
The role’s main objectives:
- Drive consistent top-line unit growth
- Align to corporate objectives and utilize all available resources
- 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 Exagen’s Autoimmune Diagnostic/Therapeutic (DxRx) vision and the value of Exagen’s 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 the corporate, region, and territory objectives
- Reviews sample test results with HCPs to enhance their understanding of Exagen's 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 Exagen’s call reporting system in a timely manner, submitting expenses accurately, completing training assignments, etc.
- Bachelor's BA or BS degree with an emphasis in the life sciences, or equivalent experience
- A minimum of 4 years of top 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