Primary Duties
- Achievement of regional revenue and profitability objectives. Validate local Account Manager and Product Specialists sales information and recommendations to governing strategic plans and marketing reviews; preparing and completing regional sales action plans; implementing quality and customer-service standards; expedite resolving of problems; identifying local market trends; determining regional sales system improvements and constructively implementing change.
- Achievement of regional operational objectives: Recruiting, selecting, orienting, training, and mentoring direct reports and other Regional Sales Directors; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing all corporate policies and procedures; establishing fluid teamwork relationship with cross functional teams.
- Establishes regional sales objectives by creating a dynamic sales strategy plan based on Cross Selling/Full Potential initiatives and developing relevant sales quotas for assigned Account Managers and Product Specialists in support of annual US ClinOps market commercial objectives.
- Maintains and expands customer base by supporting Full Potential sales activities; building and maintaining rapport with key customers; identifying new customer opportunities, developing relationships with new Key Opinion Leaders within assigned sales region.
- Updates job knowledge and product knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.
- Perform all work in strict compliance within the guidelines of the bioMérieux Quality System, US Regulatory, Human Resources policies, and Corporate Compliance requirements for this commercial job function.
- Implement and monitor Professional Developmental Plans for all assigned team members in GPS
- Actively engage in talent recruitment for open sales positions in the sales region
- Proactively manage and proliferate the collaboration with all internal support functions (commercial and non-commercial)
- Develop, monitor, and manage the overall regional team’s performance as per the corporate performance management process
- Focus on delivering world class customer experience with bioMérieux in alignment with the US ClinOps Sales organization’s annual goals and objectives
- Utilization of CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned region
- Demonstrates collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.
Supplemental Data
This position will be responsible to directly supervise up to 7 Account Managers and/or Product Specialists geographically positioned across the sales region. Regional and National travel will be required.
Training & Education
- Minimum of 4-year Bachelor’s degree required
- Advanced degree in business management preferred.
- Proficient software training and utilization in Salesforce.com, Microsoft Word, Microsoft Excel, Microsoft Outlook, Microsoft Teams, Tableau and PowerPoint software programs
Experience
- Minimum of 5 years field sales representative experience required
- Minimum of 5 years field-based sales team management/leadership experience required
- Experience as an effective sales leader in a matrixed environment. A proven track record of field-based sales management and/or corporate account management with exceptional sales record
- Building and developing professional teams that report into a commercial organization
Knowledge, Skills & Abilities
- Effective verbal communication and active listening skills
- Effective time and project management skills
- Effective organizational leadership skills
- Cross functional team environment orientation
- Capital Equipment sales experience in the IVD market required
- Proficient in Salesforce.com, Microsoft Word, Microsoft Excel, Tableau and PowerPoint software programs
- Experience with management of team OPEX expense and travel budgets per corporate guidelines
- An ability to lead and influence people utilizing strategic thinking, coaching and developing
- Capable of resolving escalated issues arising from customers and/or internal personnel and requiring coordination with other departments.
- Knowledge of in-vitro diagnostics clinical pathways
- Experience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant manner
- Knowledge and practical experience in professional personnel development
Working Conditions & Physical Requirements
- Ability to remain in stationary position, often standing, for prolonged periods
Travel Requirements
Supervisory Responsibilities
- Direct Supervision of 6 employees
