Description

• Support Account Managers as Subject Matter Expert and technical sales content owner for the Immunoassay product suite in maintaining existing customer business and in building a robust reagent and equipment pipeline through account segmentation and qualification and leveraging technical knowledge to advance opportunities.
• Create and execute business plans to achieve assigned Immunoassay reagent and equipment goals in collaboration with Account Managers, Sales Directors, Corporate Account Managers, and Marketing toward meeting or exceeding revenue targets and growth objectives within a defined area.
• Work cooperatively and cohesively in a matrix environment with multiple commercial colleagues and functions to advance and close opportunities.
• Identify high-value targets within assigned territory and develop strategies to close new business opportunities identified.
• Effectively position and sell high medical value Immunoassays to clinical stakeholders including, but not limited to, CV surgeons, hospitalists, intensivists, nephrologists, pharmacy directors, Chief Medical Officers, laboratory administration and Quality.
• Manage opportunity pipeline to ensure that target close dates and expected revenue dates align with month-to-month forecasting as represented in the company CRM tool and its associated dashboards.
• Maintain in-house relationships with Marketing, Sales Operations, Sales Contracts, Customer Service, Legal, Finance and other key functions to facilitate efficiency and quality outputs in doing business with the Customer.
• Gather and share competitive knowledge and activity and share with sales teams, marketing and other colleagues as to build strategies to respond to competition.
• Provide coaching and objection handling guidance to Account Managers to elevate the level of knowledge and subject matter competency within assigned territory.
• Identify and establish relationships with key customers and opinion leaders within assigned territory.
• Support and participate in relevant conferences, trade shows and symposia in coordination with sales leadership and marketing.
• Reasonable management of operational/travel expenses within a set annual budget and in accordance with the corporate travel policy.
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy
• Perform other duties as assigned.
• Perform all work in compliance with company policy and within the guidelines of bioMerieux Quality System.

• Minimum 5 years professional experience, with increasing scope of responsibility.
• Proven and documented track record in exceeding territory Capital and Reagent goals.
• Proven and documented track record of consistent top finishes within sales team.
• Strong knowledge of Immunoassay technologies, techniques, and disciplines.
• Relevant clinical experience selling into CV Surgery, ICU and Emergency Departments preferred.

• Proficient in operation of Microsoft Windows and Office Suite of products.
• Proficient in Salesforce CRM.
• Ability to maintain a structured and detailed sales opportunity funnel.
• Ability to accurately forecast and project capital equipment sales in a large territory.
• Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers.
• Fundamental knowledge of the principles and practices of laboratory operations.
• Ability to operate in an organized manner in an autonomous work environment without direct daily supervision.
• Ability to effectively communicate with internal and external stakeholders.
• Territory management over a large geographic area.
• Ability to become a subject matter expert on a complex diagnostic automation and processes.
• Ability to understand, communicate and train others on the products and services.
• Ability to navigate complex sales processes with multiple buying influences.
• Competency in Miller Heiman Strategic and Conceptual selling a plus.
• Excellent written, oral, and presentation skills.
• Domestic travel required __70__ % of time
• Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
• Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.

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