Outpatient Specialist-Philadelphia, Baltimore or Washington, D.C.
4 weeks ago
Description
The ideal candidate will reside in
Philadelphia, Baltimore or Washington, DC.
The Outpatient Specialist’s main mission is to maintain and grow the current customer base while creating new opportunities through selling the BIOFIRE product line. This includes the sales of instruments, reagents, and other services to drive increased adoption and market share within a defined geographical region. The Outpatient Specialistisdirectlyresponsibleforachievingtheterritorysalesgoal throughoutpatientclinicsaffiliatedwithIDNs and clinics not affiliated with IDNs within their assigned territory.Additionally, the Outpatient Specialist will manage both direct sales as well as sales through our distribution partners to achieve high performance in the areas of customer satisfaction, revenue, and profitability.
Primary Duties:
Delivereffectivesalescallmanagement,opportunitymanagement,pipelinemanagementandforecast
accuracy.
Identifyandestablishrelationshipswithkeycustomersandopinionleaderswithindefined territory.
Establishandmaintainrelationshipswithourdistributionpartners tosupportandadvanceopportunities and closes.
Assess,clarify,validate,andquantifythecustomer’sexistingandunmetneedsonanongoing basis.
Asapartof theRegionalSalesteam,theOutpatient-Marketspecialistwillidentifyhighvaluetargetswithin assigned territory and develop strategies to close new business those accounts.
Maintainexistingcustomerbusinesstominimizelost business.
Workcooperativelyinamatrixteamandothercolleaguestoadvanceandclose opportunities.
ServeasaliaisonbetweentheOutpatientmarketand Marketing.Channelcompetitiveintelfromthe field to Marketing and participate as needed in marketing projects and new product launch request.
Identifykeyopinionleaders(KOLs)withindefined territory.
Manageopportunitypipelinetoensurethetimingofclosesmatchesthemonthlyforecastasitis represented in our CRM tool and related dashboards.
Ensurethecomplianceofbusinessactivitiesmeetthemoststringentrequirementsoflegalandethical standards and current company policies.
Ensureaccountand customerinformationissharedandmaintainedinCRMinaccordancewiththe company guidelines.
Supportandparticipateinrelevantconferences,trade shows,andsymposiums,incoordinationwithsales leadership and marketing.
DelivereffectiveSalesCallManagement,OpportunityManagement,PipelineManagementandForecast
Accuracy.
Performotherdutiesas assigned.
Performallworkincompliancewithcompanypolicyandwithintheguidelinesof bioMerieuxQuality
System.
Training and Education:
Associates plus a minimum of 4 years of commercial sales, marketing, support and/or training in medical/life sciencefieldsrequired.Bachelor’swith2yearsofcommercialsales,marketing,supportand/ortrainingin medical/life science fields preferred.
Experience:
Clinicallaboperationsandmolecularknowledge preferred.
Salesexperiencerequired;Capitalsalesexperience preferred.
Formalsalescompetencytrainingpreferred(e.g.,MillerHeiman,StrategicSelling, SPIN)
StrongKnowledgeofmolecularbiologytechnologies,techniques,anddisciplines preferred.
Invitrodiagnostic(IVD)capitalequipment preferred.
Point-of-care(POC)salesexperience preferred.
Distribution-salesexperience preferred.
Knowledge, Skills, and Abilities:
PresentationandadvancedcommunicationskillsinaB2CandB2B environment
FunctionalComputer,CRM,Windows(Word,Excel,PowerPoint)andbasicITknowledge(relatedtoData Management, Networking, HIPAA and Cyber Security)
Abilitytomaintainastructuredanddetailedsalesopportunity
funnel.
Abilitytoaccuratelyforecastandproject capitalandreagentsalesinalarge territory.
Abilitytobecomeasubjectmatterexpertoncomplexdiagnostic products.
Abilitytoworkinamatrixenvironmentwithout
authority.
RoleModelLeadership Skills.
SituationalAwarenesstointernalandexternal customers.
Self-Directedwork ethic.
Goaldrive oriented.
Logicalthinkingandproblem -solving
skills.
Abilitytomaintainandadvancemultipleprojectsandinitiativesatone time.
Approx. 70% domestic travel
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