• Increase customer revenue through effective and informed cross and upselling of products and services in an assigned region • Making outbound calls and emails to discuss drug testing needs, business needs, obtain re-orders for point of care devices, discussion of new services/products and customer care • Relationship development with key customers through quarterly business reviews, and proactive and insightful outreach • Develop Territory Action Plan for the assigned region which includes sales targets, focus areas, customer needs, and anticipated trends to meet revenue goals • Analyze accounts and identify the sales potential of existing customers, understand sales cycles, budgets, and funding • Monitor account performance and proactively address gaps in product adoption or usage, introduce new products promptly and effectively • Create, maintain, and provide accurate and timely sales forecast and pipeline information through capture in Salesforce.com • Develop relationships with customer personnel and make new contacts with other government and customer organizations to identify key purchasing decision makers to facilitate future sales • Work with other individuals and departments within the Government Services organization in a team-oriented fashion, supporting a unified approach to delivering customer solutions • Coordinate customer requests for contracts and renewals with the Contracts Team