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Account Manager

1 month ago

Salt Lake City, United States bioMerieux Inc. Full time


Description

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.
AdministrativeResponsibilities:
  • 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 bioMerieux 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 bioMerieux 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