Clinical Pathology Laboratories Work Values

Daily Duties at Clinical Pathology Laboratories:

Clinical & Anatomic lab testing services sales, with balanced emphasis on new business development and account retention mngt. First line of representation to clinical offices and hospital facilities, regarding introduction to CPL Lab’s services. My duties include cold calling into hospital and clinical physician offices where clinical and anatomic lab testing is ordered for patients. Likewise, I'm able to prospect Research and Trial groups in need of laboratory services, as new business for CPL. I'm tasked to cover / grow a designated territory (Dallas) and forecast revenue each month that matches our quota goal of $ 7,500 / month new business. Once a prospective office is identified and called on, I run a training lunch- I average 2-3 office lunches per week. During these lunches, I speak to CPL's testing menu and capabilities and seek out information on the current vendor's performance and short comings. Once I am able to address a problem or aspect that offers room for improvement, I can utilize a value proposition to earn (close) the opportunity for that office to try my services. (once they 'try' my services, my personal care for the account wins me additional volume and trust within that office). I create proposals with pricing for non-insured/ non-Medicaid/ Medicare testing, and I have the opportunity to evaluate new accounts for qualification for our phlebotomy services. After selling a new physician office, I manage the process of installing the interfacing technology and equipment necessary for laboratory ordering. I facilitate training to the office on how to properly order labs in either their EMR or CPL's online system, as well as transmit results. I am responsible for communicating the new account's logistic needs to our courier department (whether regularly scheduled tests are ordered, or STAT). I'm also responsible for managing the ongoing billing for my accounts, and act as account manager for one year after the account is 'called' for quota obtainment. Once the one year mark expires, I organize a formal hand off of the account to a dedicated service rep that will pick up my service habits from there, and maintain the account moving forward. I am responsible for managing this transition and ensuring a seamless transition with no loss of revenue.

What they like about Clinical Pathology Laboratories:

A hiring company that offers alternative approaches to pay, performance bonuses, and/or equity in the firm is very attractive to you. You're generally less interested in working for an organization offering only traditional, salary-based compensation, one with limited opportunity to acquire equity in the firm, or one that does not actively promote skill development. In addition, you are more likely to choose a company that offers a variety of internal career options, with defined career paths. You view the learning of new skills and development of your expertise as key to your career advancement. These aspects of an organization may become even more important to you as you progress in your field, and are especially critical if you change career or occupation.

Tags

medical sales, diagnostic lab, account executive, account manager, sales, upselling, forecasting, quota obtainment, commission incentive, performance based pay, healthcare sales, business development, territory management

Skills

Consultative Selling, Prospecting/ Cold Calling, Account maintanence/ management, Territory Management, CRM management, Revenue forecasting, Quota Obtainment, Business Development, Project Management, Strategic Selling

These are some of the questions we asked our climbers about their experiences with Clinical Pathology Laboratories: