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Who we are? As the world's largest organization of board-certified pathologists and leading provider of laboratory accreditation and proficiency testing programs, the College of American Pathologists (CAP) serves patients, pathologists, and the public by fostering and advocating excellence in the practice of pathology and laboratory medicine worldwide.

Our Culture

+ CAP employees make a meaningful difference by partnering with colleagues customers and members on challenging and rewarding work

+ CAP provides its employees with an energetic and collaborative work environment and encourage opportunities to further develop their skills—offering reimbursement for educational programs and participation in events that enhance your skills

+ We offer a generous compensation and benefits package, 401K, and more -- visit Careers at the CAP (https://www.cap.org/careers-at-the-cap) for more details

Area Sales Manager, United States and Canada

Brief Description

The Area Sales Manager (ASM) is responsible for managing the Territory Account Managers (TAM) team, establish and track sales targets, suggesting and implementing improvements in the sales administration process, and achieving retention and growth objectives annually. The Area Sales Manager (ASM) will oversee the Territory Account Managers to ensure the achievement of maximum sales revenue, growth, and account retention within designated accounts and market segments. The objective is to enhance our leadership position and product penetration by maintaining and pursuing significant product and service opportunities with these clients. The ASM will monitor sales metrics and manage the strategic account planning sales administration process.

The Area Sales Manager builds a high-performance Territory Account Manager sales team to enhance customer retention and achieve growth goals.

Source of Supervision

Reports directly to:

Vice President of Sales, United States and Canada

Direction Exercised

Supervises: Territory Account Managers (TAM)

Specific Duties

+ Responsible for maximizing sales revenue, growth, and account retention for all TAM books of business via order/renew Proficiency Testing (PT), Laboratory Accreditation Program (LAP), and Retention and Growth Solutions (RAGS): Direct Transmission (electronic PT resulting – Laboratory Information System interface), Competency Assessment Hub, Electronic Cancer Protocols, CAP (ISO) 15189, and CAP Pathologists Group membership.

+ Meet with small and large health systems selling CAP solutions for their evolving needs.

+ Develop, coach, lead, and implement sales strategies for the team to retain and expand the CAP’s customer base.

+ Execute effective PT campaigns to meet goals (PT crosswalk, cherry-pick, win-back upsells).

+ Deliver effective accreditation sales initiatives to meet/exceed goal leveraging system inspection resources, Focus on Compliance webinars, LAP resources, CAPcasts, Performance Analytics Dashboard, etc.

+ Build and maintain key customer and quality partner relationships including Pathologists, healthcare providers, health system executives, medical laboratory leaders and staff.

+ Analyze market trends and competitor activities to inform sales tactics and strategies.

+ Prepare and present sales forecasts and market reports to senior management.

+ Ensure compliance with industry regulations and company policies.

+ Provide training, coaching and performance feedback to sales staff.

+ Hire top talent and build a high-performing, high-energy sales culture.

Contacts

Interacts and has contact with:

+ CAP Customers (Quality Partners), Pathologists, Healthcare Executives

+ Sales Operations, Marketing & Strategic Communications, Laboratory Quality Solutions (LQS) Technical Staff, Executive Operations Leadership Team (EXOP)

+ Customer Contact Center, Shared Services, and Client Data Management

Knowledge/Skills Required/Preferred

+ Strong Commitment to Teamwork and collaboration

+ Expert Relationship Builder both externally and internally

+ PC Proficiency including MS Office Suite, Salesforce, etc.

+ Knowledge of Sales strategic account management and pipeline building processes (Salesforce)

Education/Experience

Education

+ BA/BS degree preferred and/or relevant sales experience

Experience

+ Healthcare & Medical Laboratory sales and sales leadership background preferred

+ Demonstrated success driving sales retention and growth

+ Call Cycle Management Travel Experience with U.S. and Canada

+ Sales experience with health system and laboratory network standardization, consolidation, and retention

Additional Criteria

This position will require routine (70%) travel.

Salary range: $98,000-$125,000 plus competitive Sales incentive package

Equal Opportunity Employer The CAP is an equal opportunity/affirmative action employer, providing equal employment opportunities (EEO) to all employees and qualified applicants for employment without regard to race, creed, color, religion, sex, gender identity and/or expression, national origin, age, ancestry, disability or genetic information, military status, sexual orientation, marital status, citizenship status, order of protection status, homelessness, or any other characteristic protected by federal law and the applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. Applicants have rights under Federal Employment Laws: Family and Medical Leave Act Equal Employment Opportunity Employee Polygraph Protection Act

Job Details

Job Family Sales

Pay Type Salary

Travel Required Yes

Travel Percentage 70