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 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.
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 other duties as assigned.
- Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.
Training and Education:
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Required:
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Associates plus a minimum of 5 years of clinical diagnostic sales.
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Preferred:
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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 bioMérieux 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 team members
Approx. 70% domestic travel
