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 and 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.
AdministrativeResponsibilities:
* ConductquarterlybusinessreviewswiththeProductSpecialistsandothersupportingsalesassociates.
* Submitexpensereportsonaweeklybasis
* Maintaincustomerrecords inCRMonadailybasisforallaccountsintheirdatabase
* Closeallappointmentswithnotesandupdatemilestonesonadailybasis.
* AchieveminimumforecastaccuracyforUSdollarsonamonthlybasisperformanceexpectatios.
* Performotherdutiesasassigned.
* Performallworkincompliancewithcompanypolicyandwithintheguidelinesof bioMerieuxQualitySystem.
Training and Education:
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 .
Experience:
* CapitalandReagentsalesexperiencewithinclinicallaboratorypreferred
* ProvenanddocumentedtrackrecordinexceedingterritoryCapitalandReagentgoals
* Provenanddocumentedtrackrecordofconsistenttopfinisheswithinsalesteam
Knowledge, Skills, and Abilities:
* 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,or
ganization,communication,andpresentationskillsrequired.
*... For full info follow application link.