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.

  Administrative Responsibilities:

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.

• Submit expense reports on a weekly basis

• Maintain customer records in CRM on a daily basis for all accounts in their database

• Close all appointments with notes and update milestones on a daily basis.

• Achieve minimum forecast accuracy for US dollars on a monthly basis performance expectatios.

• Perform other duties as assigned.

• Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.

  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:

• Capital and Reagent sales experience within clinical laboratory preferred

• Proven and documented track record in exceeding territory Capital and Reagent goals

• Proven and documented track record of consistent top finishes within sales team

  Knowledge, Skills, and Abilities:

• Knowledge of clinical lab operations preferred, not required.

• Work in a matrix environment with Account Managers, Region Sales Directors, Product Specialists and other bioMérieux colleagues.

• Collaborate and coordinate in order to close business system wide.

• Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers

• Proficient in operation of Microsoft Windows and Office Suite of products

• Formal sales competency training courses preferred (i.e. Miller Heiman, Strategic Selling, BASE)

• Excellent verbal and written communication skills. Ability to clearly communicate with key internal and external stakeholders.

• Excellent presentation skills. Adept at using multi-media presentation tools.

• Proficient in CRM Salesforce preferred

• Excellent selling, organization, communication, and presentation skills required.

• Team player attitude: ability to build consensus among team members/collaborate with other