Regional Sales Manager

1 month ago

Houston, United States Chembio Diagnostic Systems Full time
Position Summary: The Regional Sales Manager (RSM) for the Houston/Dallas area will be responsible for selling the portfolio of existing products and the launch of new products into established and developing markets within the Chembio Diagnostics, Inc. portfolio. They will accomplish this by calling on Public Health Departments, State Department of Health Labs, Reference Laboratories, Hospitals, Infectious Disease Physicians, Pathologists, and all associated stakeholders. They will also work closely with all distribution partners such as Henry Schein, McKesson, Fisher and Medline. Through these calls, strong relationships with key opinion leaders will be established creating a network of Infectious Disease experts. This position will also establish relationships at the executive levels of the respective institutions and present cost-effective initiatives to improve patient care and outcomes. The RSM will be responsible for developing a system of "best practice" processes, which includes selling tools and proof sources which will build customer acceptance. They will also work closely with the associated Director of Sales for their region, as well as the Director of Channel Strategy.

Duties & Responsibilities include but are not limited to:

New Business Development:
  • Be responsible for developing and achieving a yearly sales budget in their assigned geographic area.
  • Develop new business opportunities, serving as the business contact for Chembio Diagnostic's products.
  • Working with the associated Director of Sales for their region, Marketing, the Director of Channel Strategy, and distribution partners, the RSM will identify and develop new customer relationships by utilizing strong product and market knowledge and sales experience to manage sales and resolve customer questions and concerns.
  • Qualified candidates will have a solid understanding of national contracts, IDN's, GPO's, Distribution contracts, and be able to utilize those respective resources to drive new business growth.
  • Field travel to customer sites (both independently and with distribution partner representatives) on a regular basis to meet with current and potential customers.
  • Field travel with distribution partner representatives as needed to
  • As disease experts, the RSM (in conjunction with Marketing) will build Chembio Diagnostic's reputation by creating and presenting materials at trade shows, symposia, and society meetings.
  • Develop and maintain relationships with key and influential thought leaders and institutions to generate sales of both new and existing products.
  • Continually identifies and sets priorities for key account opportunities in the various market segments for account revenue growth.
Business Management and Administrative:
  • Strong ability to analyze, develop and execute a territory plan and associated sales budget.
  • Create and manage a sales plan for targeted products, applying all sales tools to achieve financial goals.
  • Serve as a resource for current market dynamics (ie: financial environment, current reimbursement rates, codes, key payers, market trends.)
  • Maintain timely expense reporting within established guidelines.
  • Develop and submit sales budgets, reports, expense reports, forecasts and any other required documents or reports as requested in a timely manner.
  • Must actively document all sales activities, and update customer information and sales funnels utilizing the company CRM system. All information must be current and maintained on a daily basis.
  • Build Chembio Diagnostic's credibility by being responsive to customer requests (ie: return voicemail messages daily, follow up on requests, and coordinate with internal Chembio Diagnostic resources.)
  • Demonstrates commitment to the compliance of Chembio Diagnostic's Quality Management System per ISO, FDA and other regulatory agencies.
  • Understands and is aware of the quality consequences which may occur from the improper performance of their specific job.
  • Must be willing and able to meet any and all of the Vendor Credentialing requirements that each institution deems necessary to gain access to their facility and employees.
  • Ability to travel within territory as necessary (up to 75% in territory) and attend company sanctioned meetings, training sessions and trade shows as needed.
  • All travel performed on behalf of the company must be done in a safe and legal manner.
  • Perform other duties and projects as assigned.
Qualifications Required:
  • Bachelor's Degree in Science or Business.
  • Minimum of 5 years successful sales experience, preferably in Rapid Diagnostics, Public Health, an Infectious Disease markets. Similarly, experience selling into Hospital and Reference Laboratory market is preferred.
  • Familiarity of the in-vitro diagnostics industry and the infectious disease discipline with a detailed understanding of critical pathways/disease state management is strongly desired. Demonstrated expertise in price - value contract negotiations.
  • Successful experience motivating and driving business through distribution channel partners.
  • Thorough understanding of financial dynamics (pricing, profitability, contract management, opportunity costs as well as improved patient outcome through financial savings.)
  • Excellent oral, written and presentation communication skills.
  • Ability and flexibility to travel and work with customers and distribution partner representatives throughout the assigned geographical territory. Overnight travel as necessary to complete business requirements.
  • Knowledge of sales process for tangible products, which includes extensive experience in cold calling.
  • Ability to operate independently without frequent supervision or guidance.
  • Personal attributes to enable success in a dynamic organization: work ethic, persistence, tenacity, creativity, confidence, positive attitude, energy, team player, customer focus, resilience, stress tolerance, problem solving, flexibility, persuasiveness and the ability to take risks.
  • Strong computer skills including Word, Excel, PowerPoint and experience with a Sales CRM System
  • Ability to rapidly adapt to fluid product line changes.
  • Represents Chembio in professional manner and exemplifies Chembio's values, behaviors and ethical standards.

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