Corporate Account Manager

2 weeks ago

Salt Lake City, United States bioMerieux Inc. Full time

Description

Corporate Account Manager - IND FOOD Posting Scientific and technological innovation is at the heart of bioMerieux's strategy. A world leader in the field of in vitro diagnostics for over 50 years, bioMerieux designs, develops, produces, and markets diagnostic systems for medical and industrial applications. bioMerieux's solutions (reagents, instruments, and software) are used to determine the source of disease and contamination to improve patient health and ensure consumer safety.

To fulfill its mission to improve public health worldwide, bioMerieux is present in more than 150 countries through 39 subsidiaries. Its world headquarters are located in the Lyon area in France.

We are committed to creating an optimal work environment that fosters teamwork, emphasizes training and offers international career development opportunities.
Position Summary: The purpose of this job is to establish and execute corporate/key account field sales strategies that support the revenue targets and growth objectives, marketing initiatives, and strategic plans of the company. This is accomplished by developing and implementing business objectives for US based, regional and/or global FOOD Key accounts to meet or exceed division revenue targets. Responsibilities:
  • Grow sales of bioMerieux products and services in assigned strategic/key accounts in accordance with annual sales growth objectives
  • Meet and exceed annual sales objectives through the execution and maintenance of assigned Strategic/Key Accounts
  • Develop and sustain solid relationships at all levels of the Strategic/Key account's organization
  • Develop a thorough understanding of the accounts needs and requirements; map the organization and present our value
  • Act as the main point of contact between Strategic/Key accounts and the Global Strategic Account team
  • Work with US FOOD and global Sales & Marketing management in developing sales/support tools.
  • Specific focus on Key Cannabis business including management of the most strategic clients in this space
  • For the NORAM FOOD segment, understand market trends, key investment drivers, customer challenges, and customer journey. Identify the key competitors, players, and their supply chain
  • Identify KOL's within your accounts by researching industry and related events, publications, and announcements, tracking individual contributors and their accomplishments
  • Attend local and national key accounts organization groups (per management approval) to stay abreast of market needs and serve as technical support for microbiology needs
  • Adopt a team approach and work with both US and global teams in pursuing common goals.
Studies and Experience:
  • Should have very good organization, people, and communication skills. Work efficiently and effectively, lead by example. Have excellent sales skills and a history of proven sales success.
  • Good business knowledge with good sales analysis and numbers skills. A thorough knowledge of the product lines, industry, customers and bioMerieux business.
  • BS/BA in a science/business related field and/or equivalent experience with bioMerieux. An MBA is preferred although not required. Ability to multitask and manage multiple strategic accounts located throughout the US.
  • The ideal candidate will possess a strong ability to implement change without authority or direction.
Skills and qualifications:
  • Working knowledge of Industrial FOOD Microbiology business
  • Strong network and working knowledge within US Cannabis Microbiology business is preferred
  • Work with both US and global teams in pursuing common goals. Products they are responsible for (hardware, software, test kits, etc.)
  • Understanding of the sales process, Salesforce/CRM, Knowledge of the quality systems methodologies.
  • Knowledge of all respective bioMerieux Industry competitors.
  • Minimum 5-years business-to-business and/or Account Manager sales experience or management, with a proven track record of results.
  • Computer usage, including Microsoft Office (Word, Excel, PowerPoint, Lotus Notes). Understand and implement ethical contract practices.
  • Revenue generation with eye on profitability, market specialist and strategic planner. Problem solving and teamwork abilities; ability to work within or lead a team.
  • Excellent integrator and negotiator, results oriented.
  • Ability to work with & influence people without formal authority.
  • Excellent presentation, negotiation and closing sales skills to all levels of decision makers. Excellent communicator of "value proposition" to targeted departments within national accounts.
  • Willingness to work on continued improvement of the above skills is also required for long term success.
  • Excellent analytical skills and ability to develop financial proposals.
Scope and resources accountability, typical performance indicators:
  • Scope and Resources Accountability: Domestic scope. Direct and/or Indirect support from bioMerieux US Sales & Marketing, bioMerieux Scientific & Regulatory Affairs, Customer Service
  • Financial Indicators (revenue, budget, etc.): Budget A/B perimeter, sales growth
  • Key Performance Indicators (KPIs): Profitability; market share evolution, portfolio evolution
  • Key Contacts (internal/external) and Interfaces: Internal bioMerieux (Corporate teams, General Managers, Global, Regional & Local commercial teams...), external (Distributors, KOL).
Position is remote but needs to be based in the United States and requires 50% travel. Close proximity to major airport required. Reports directly to Sr. Director of Key Accounts, US FOOD.

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