Description

Primary Duties

Business Development and Execution:

• Create and execute business plan to achieve or exceed territory growth per company plan and drive new business revenue through selling new instruments and reagents:
• Develop strategy and individual responsibilities to close sales of all high value targets.
• Maintain existing customer business to minimize lost business.
• Manage pipeline to ensure timing of closes matches Monthly Forecast & Quarterly Business Plan.
• Coordinate activity of other field sales personnel in context of business plan.
• Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages towards goal achievement.
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy

Product and Technical Sales:

• Provide technical expertise/assistance in product line as required in sales process.
• Support and/or deliver key sales presentations/demonstrations where required.
• Communicate with customers on product line technical issues where required.
• Work collaboratively in a matrix environment with Regional and US Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Vision Suite.
• Leverage timely and effective engagement of Product Specialists, Service, Marketing and other internal personnel to progress, advance and close Opportunities within Region.

Relationship Management

• Develop relationships with key customers/opinion leaders within defined territory.
• Identify and develop key opinion leaders/reference sites within defined region.
• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined region.
• Channel competitive information gathered in field to marketing and sales teams.
• Implement and participate in pilot projects with new product launches.

• ConductquarterlybusinessreviewswiththeProductSpecialistsandothersupportingsalesassociates.
• Submitexpensereportsonaweeklybasis
• Maintaincustomerrecords inCRMonadailybasisforallaccountsintheirdatabase
• Closeallappointmentswithnotesandupdatemilestonesonadailybasis.
• AchieveminimumforecastaccuracyforUSdollarsonamonthlybasisperformanceexpectatios.
• Performotherdutiesasassigned.
• Performallworkincompliancewithcompanypolicyandwithintheguidelinesof bioMerieuxQualitySystem.

Required:

• Associates plus a minimum of 5 years of clinical diagnostic sales.

Preferred:

• Bachelors preferred plus a minimum of 3 years of clinical diagnostic sales .

• CapitalandReagentsalesexperiencewithinclinicallaboratorypreferred
• ProvenanddocumentedtrackrecordinexceedingterritoryCapitalandReagentgoals
• Provenanddocumentedtrackrecordofconsistenttopfinisheswithinsalesteam

• Knowledgeofclinicallaboperationspreferred,notrequired.
• WorkinamatrixenvironmentwithAccountManagers,Region SalesDirectors,ProductSpecialistsandother bioMerieux colleagues.
• Collaborate and coordinate in order to close business system wide.
• Abilitytodescribeandexplainhighlydetailedtechnicalinformationtomultiplebuyinginfluencesincluding laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers
• ProficientinoperationofMicrosoftWindowsandOfficeSuiteofproducts
• Formalsalescompetencytrainingcoursespreferred(i.e.MillerHeiman,StrategicSelling,BASE)
• Excellentverbalandwrittencommunicationskills.Abilitytoclearlycommunicatewithkeyinternalandexternalstakeholders.
• Excellentpresentationskills.Adeptatusingmulti-mediapresentationtools.
• ProficientinCRMSalesforcepreferred
• Excellentselling,organization,communication,andpresentationskillsrequired.
• Teamplayerattitude:abilitytobuildconsensusamongteammembers/collaboratewithother