The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Vision Suite customer base. This role will focus on creating new business opportunities through the placement of instruments, reagents and services leading to increased revenues for the company within a designated Region. The Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within their assigned territory in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability. The Account Manager acts as the direct contact to the customer and is accountable as the point person for all communication both internally and externally.
Primary Responsibilities
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.
Administrative Responsibilities :
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 expectations.
Perform all work in compliance with company quality procedures and standards.
Performs other duties as assigned.
Education and Experience
Bachelor's degree in Business, Marketing, Communications, Life Sciences, Biology, Microbiology, Molecular Biology, Chemistry, Clinical Laboratory Science, Healthcare Administration, or a related field.
Minimum of 2 years of related professional experience, which may include may include sales, customer-facing commercial support, field application support, clinical laboratory consulting, technical support, or other customer engagement experience within the in vitro diagnostics (IVD), medical device, life sciences, or healthcare industry.
In lieu of a Bachelor's degree, 4 additional years of related professional experience, defined above, will be accepted.
Infectious disease market experience preferred.
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
Business Skills:
Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
Business acumen to understand how a business operates and how to make it successful.
Intellectual Horsepower :
Effective and efficient problem analysis that leads to high-quality decisions.
Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.
Creating the New and Different :
Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes.
Perspective to see the world from another person's viewpoint thus gaining new insights and finding creative solutions to challenges.
Effectively deal with ambiguity requiring adaptability, critical thinking, and proactive communication to navigate situations with limited details
Maintaining Focus :
Make timely decisions by quickly choosing effective solutions in high-pressure situations for optimal outcomes
Priority setting that align with business objectives
Thriving in a fast-paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity.
Getting Organized :
Organizing work and resources efficiently to ensure smooth operations
Planning objectives and strategies to achieve them within a set timeline
Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently
Focusing on the Bottom Line:
Drive for Results: Drive for Results while successfully removing barriers
Action Oriented: Takes action even when facing challenges
Working Conditions and Physical Requirements
Ability to remain in stationary position, often standing, for prolonged periods.
Ability to ascend/descend stairs, ladders, ramps, and the like.
Ability to adjust or move objects up to 50 pounds in all directions.
Domestic travel required 70% of time
Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.
The estimated salary range for this field-based role is between $83,500 - $134,500. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMerieux's bonus program. This range may differ from ranges offered for similar positions elsewhere in the country given differences in cost of living. Actual compensation within this range is determined based on the successful candidate's experience and will be presented in writing at the time of the offer.
In addition, bioMérieux offers a competitive Total Rewards package that may include:
A choice of medical (including prescription), dental, and vision plans providing nationwide coverage and telemedicine options
Company-Provided Life and Accidental Death Insurance
Short and Long-Term Disability Insurance
Retirement Plan including a generous non-discretionary employer contribution and employer match.
Adoption Assistance
Wellness Programs
Employee Assistance Program
Commuter Benefits
Various voluntary benefit offerings
Discount programs
Parental leaves
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