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Client Relationship Executive

2 months ago

Salt Lake, Utah, United States bioMerieux Inc. Full time


Overview

Key Responsibilities

Business Growth and Strategy:

  • Develop and implement a strategic business plan aimed at achieving or surpassing regional growth objectives and generating new revenue through the sale of innovative instruments and reagents.
  • Formulate strategies and assign individual roles to secure sales from high-value prospects.
  • Preserve current customer accounts to reduce attrition.
  • Oversee the sales pipeline to ensure alignment of closing timelines with monthly forecasts and quarterly objectives.
  • Coordinate the efforts of other sales team members in accordance with the business strategy.
  • Regularly review sales data for accuracy and modify action plans to address any shortfalls in meeting targets.
  • Deliver proficient management of sales calls, opportunities, pipeline, and forecast accuracy.

Technical Sales and Product Expertise:

  • Offer technical guidance and support during the sales process as needed.
  • Assist in delivering impactful sales presentations and demonstrations when necessary.
  • Engage with clients regarding technical issues related to the product line as required.
  • Collaborate effectively within a matrix structure alongside Regional and US Product Specialists across various product categories, including Microbiology, Molecular, Immunoassay, and Vision Suite.
  • Utilize timely engagement with Product Specialists, Service, Marketing, and other internal teams to advance and finalize opportunities within the region.

Client Relationship Development:

  • Build and nurture relationships with key clients and opinion leaders within the designated territory.
  • Identify and cultivate key opinion leaders and reference sites in the region.
  • Establish and maintain connections with these identified opinion leaders and reference accounts.
  • Leverage these relationships to enhance existing business within the defined area.
  • Channel competitive insights gathered in the field to the marketing and sales teams.
  • Participate in pilot projects associated with new product launches.

Administrative Duties:

  • Conduct quarterly business reviews with Product Specialists and supporting sales associates.
  • Submit weekly expense reports.
  • Maintain up-to-date customer records in the CRM system for all accounts.
  • Document all appointments with notes and update milestones daily.
  • Meet minimum forecast accuracy expectations for US dollar performance on a monthly basis.
  • Execute additional responsibilities as assigned.
  • Ensure compliance with company policies and adhere to the bioMerieux Quality System guidelines.

Training and Qualifications:

Required:

  • Associate's degree with a minimum of 5 years in clinical diagnostic sales.

Preferred:

  • Bachelor's degree with at least 3 years in clinical diagnostic sales.

Experience:

  • Preferred experience in capital and reagent sales within clinical laboratories.
  • Demonstrated success in exceeding territory capital and reagent sales goals.
  • Proven track record of consistently ranking among the top performers within the sales team.

Knowledge, Skills, and Abilities:

  • Preferred understanding of clinical laboratory operations.
  • Ability to work collaboratively in a matrix environment with Account Managers, Regional Sales Directors, Product Specialists, and other colleagues at bioMerieux.
  • Capacity to collaborate and coordinate efforts to close business across the system.
  • Ability to articulate and clarify complex technical information to various stakeholders, including laboratory personnel, executives, physicians, stewardship teams, IT, and other buyers.
  • Proficient in Microsoft Windows and Office Suite applications.
  • Preferred completion of formal sales training programs (e.g., Miller Heiman, Strategic Selling, BASE).
  • Exceptional verbal and written communication skills, with the ability to effectively engage with key internal and external stakeholders.
  • Strong presentation skills, adept at utilizing multimedia tools.
  • Familiarity with CRM systems, preferably Salesforce.
  • Exemplary selling, organizational, communication, and presentation skills are essential.
  • Team-oriented mindset with the ability to foster consensus among team members and collaborate effectively.