The Company

Somagen Diagnostics Inc. was founded over 30 years ago in Edmonton and has grown steadily to become Canada’s largest provider of medical diagnostic technology to laboratories, hospitals and clinics. Somagen is the exclusive Canadian distributor for many of the world’s most respected diagnostic product suppliers such as Polymedco, Thermo Fisher Phadia, Sakura, FUJIFILM Irvine Scientific, Maine Standards and Streck. We pride ourselves on being a highly technical sales organization providing leading support solutions to our clinical customers. Our proven business model has consistently achieved sustained growth even through challenging economic times.

The Team

The Somagen team is a dynamic, empowered group of professionals dedicated to helping us achieve our mission. As part of the Diploma Life Sciences family, we operate across two main hubs: Edmonton and Toronto. We bring together individuals who thrive in a fast-paced environment where expertise, initiative, and unique skills are recognized and rewarded.

Our Ownership

Somagen is part of the Diploma Healthcare Group (DHG) which is a group of specialized medical device distribution companies operating in Canada, Australia, New Zealand, Ireland, and Denmark. DHG is owned by Diploma PLC, a public company traded on the London Stock Exchange with a market cap in excess of £1.1B.

Get to know us at www.somagen.com and www.diploma.plc.

Overview

The Account Executive is responsible for promoting a growing portfolio of products and driving sales within a designated territory. Reporting to the National Sales Manager or other designate, the Account Executive plays a pivotal role in increasing market share, expanding the customer base, and contributing to company growth. As a customer-focused, results-driven sales professional, the Account Executive collaborates with cross-functional teams to deliver solutions tailored to the needs of laboratories and healthcare facilities. This position is ideal for a results-driven sales professional who excels at hunting for new opportunities, prospecting, and building strong, lasting relationships with healthcare and laboratory professionals.

Key Responsibilities

1. New Business Development:

• Proactively identify, target, and develop new business opportunities within the territory, focusing on expanding the company’s footprint in clinical diagnostics.
• Conduct research to identify prospective customers, including laboratories, hospitals, and healthcare institutions, and create tailored outreach strategies to generate new leads.
• Develop and execute strategies to convert prospects into long-term customers, ensuring a robust sales pipeline and continuous growth.

2. Sales Performance:

• Achieve or exceed territory sales targets, contributing to overall company revenue and profitability goals.
• Develop and execute territory-specific sales strategies to grow market share, with a focus on increasing sales volume and margin contribution.

3. Account Management:

• Build and nurture long-term relationships with customers, including laboratory directors, pathologists, clinical laboratory technologists, and other key stakeholders in the healthcare ecosystem.
• Manage contract renewals and lead the response process for RFPs (Requests for Proposals) and RFIs (Requests for Information) within the territory.

4. Customer-Centric Solutions:

• Understand customer needs and offer integrated diagnostic solutions that align with their objectives, presenting unique value propositions that differentiate company offerings.
• Address and resolve customer objections, using a consultative selling approach to overcome barriers and drive sales forward.

5. Prospecting and Market Expansion:

• Consistently identify and pursue new market opportunities, including untapped regions, emerging sectors, and unmet customer needs.
• Develop a deep understanding of the competitive landscape within the territory and adapt sales strategies accordingly to gain market share.

6. Competitive Analysis and Market Intelligence:

• Gather and report on competitive intelligence and market trends regularly, providing insights to inform strategic planning and product positioning.
• Contribute to the development of educational initiatives to increase product awareness and adoption in the territory.

7. Territory Development:

• Identify and prioritize new business opportunities within the territory, driving growth by expanding the company’s presence in clinical diagnostics.
• Develop territory-specific pricing strategies that align with corporate objectives while addressing the competitive landscape and customer needs.

8. Customer Engagement and Solutions:

• Participate in and lead key customer meetings, presentations, and sales calls, showcasing product knowledge and aligning solutions with customer goals.
• Ensure a high level of customer satisfaction and retention by delivering exceptional service and addressing any issues promptly.

9. Cross-Functional Collaboration:

• Work closely with internal teams, including Chemistry Sales Executives, Product Specialists, Application Specialists, and Service Engineers, to support customers and enhance the overall sales process.
• Coordinate with Supplier representatives when needed to move opportunities to close.

10. Sales Operations and Reporting:

• Maintain accurate sales forecasts and funnel management, ensuring a healthy balance between short-term wins and long-term opportunities.
• Complete all required internal reports, including territory sales activity, expense management, and forecasting, in a timely and accurate manner.

Candidate Profile

1. Qualifications
Education:

• Bachelor’s degree in science, Medical Laboratory Science, or a related field. Advanced certifications or formal laboratory training is a plus.

Experience:

• 5+ years of professional sales experience, ideally within clinical diagnostics or medical devices, with a strong track record of both generating new business to drive market growth and achieving sales targets.

Healthcare Expertise:

• Comprehensive understanding of the healthcare and diagnostics market, including the purchasing structures within Canadian healthcare systems. Experience working with healthcare professionals at all levels, including laboratory directors, pathologists, and clinical technologists, is essential.

2. Attributes

Sales Acumen:

• Strong consultative sales approach, with the ability to navigate complex sales cycles and influence decision-making across a variety of stakeholders. Experience managing contracts, RFPs, and customer relationships in a competitive marketplace is highly valued.

Communication and Collaboration:

• Excellent interpersonal and communication skills, with the ability to present complex information clearly and persuasively to both internal teams and external customers.

Self-Motivation and Leadership:

• A proactive, self-driven individual who can operate independently while collaborating effectively with internal teams. Demonstrates strong leadership potential and a commitment to continuous self-improvement.

3. Working conditions
Travel:

• Willingness to travel within the designated territory, with occasional overnight travel approximately 30% of the time.

Remote work:

• Home office is required for remote work tasks.