Job Description

Create relationships with customers through knowledgeable interactions, business discussions and educational interactions. Acquire new business in existing customer base and acquire new customers leading to an overall increase in the territory revenue. Help build customer loyalty through the effective use of IDEXX products & services including in-house and reference laboratory diagnostic solutions in the customer’s practice. The selling focus will be on a customer centric approach to help practices grow their diagnostic revenue with IDEXX as a high value partner.

PRIMARY DUTIES AND RESPONSIBILITIES:

• Represent IDEXX mission, values, and principles in every interaction with customers and the market.
• Represent IDEXX professionally across industry, veterinary practices, accounts, technology, operations, and processes; clearly articulate the value of IDEXX solutions.
• Drive quarterly and annual diagnostic revenue growth in the assigned territory by proposing in‑clinic diagnostic instruments, tests, and services to customers.
• Discover customer needs and convert them into diagnostic solutions, building compelling proposals that address clinical and business outcomes.
• Increase utilization of in‑clinic diagnostic testing and analytics, instrument consumables, reference laboratory profiles, and advanced tests across the regional customer base.
• Leverage and collaborate with IDEXX Ecosystem experts (e.g., clinical consultants, implementation, technical support) to win and expand business.
• Attend tradeshows, conferences, and educational events to generate demand and stay current with market trends.
• Maintain and elevate medical, technical, and product knowledge, as well as consultative selling skills, for IDEXX products and services.
• Define and validate customer needs and expectations, and communicate requirements/issues to the Business Manager for action.
• Manage company resources and expenses in accordance with IDEXX policies and guidelines

EDUCATION:

• Bachelors degree or equivalent combination of education and experience required.

REQUIRED SKILLS AND ABILITIES:

• Strong written communication, documentation, organization, and analytical skills.
• Understanding of sales pipeline structure and principles.
• Clear, logical verbal communication skills.
• High interpersonal aptitude with the ability to integrate well into teams and company culture.
• Positive, humble, and professional demeanor with strong work ethic.
• Ability to develop, grow, and manage customers (CRM experience preferred).
• Capability to assess customer needs and design tailored solutions.
• Business passion with a drive to achieve results.
• Role‑model behavior aligned with IDEXX mission, values, and principles.
• Solid computer literacy, including use of sales information management databases.
• Must possess a valid driver’s license.

PHYSICAL DEMANDS:

• Overnight travel
• Some weekend work
• Extensive car travel
• Ability to lift up to 60 pounds

WORK ENVIRONMENT:

• Exposure to veterinary clinics

LEVELING GUIDE:

• Demonstrated ability to uncover customer needs and propose solutions.
• Working knowledge of IDEXX products and services (training provided).
• Proven ability to build and advance strong customer relationships.
• Scientific/medical/technical background through education, training, or experience is preferred.
• Veterinary clinic/hospital experience is a plus.

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