The ideal candidate will reside in Dallas, TX or Louisiana.
TheRegionalMicrobiologySpecialistisresponsibleforthesaleofbioMerieux’sMicrobiologysuiteofproductsina defined sales region. This involves coordinated activities with other Sales and commercial team colleagues in maintaining, protecting, and growing the existing base of Microbiology business and gaining new microbiology reagent and equipment business. The Microbiology Specialist works collaboratively with local sales teams as the Subject Matter Expert (SME) for the Microbiology suite of products.
Primary Duties:
- Support Account Managers as subject matter expert and technical sales content owner for the Microbiologyproductsuiteinmaintainingexistingcustomerbusinessandin buildingarobustreagentand equipment pipeline through account segmentation and qualification and leveraging technical knowledge to advance opportunities.
- CreateandexecutebusinessplanstoachieveassignedMicrobiologyreagentandequipmentgoalsto including collaboration with Account Managers, Microbiology Automation Specialist, Sales Director, CorporateAccount Managers, Specialiststeams, Marketing andotherstowardmeetingorexceeding revenue targets and growth objectives within region.
- Workcooperativelyandcohesivelyinamatrixedenvironmentwithmultiplecommercialcolleaguesand functions to advance and close opportunities.
- Identifyhigh-valuetargetswithinassignedterritoryanddevelopstrategiestoclosetheidentified opportunities for new business.
- Manageopportunitypipelinetoensurethattargetclosedatesandexpected revenuedatesalignwith month-to-month forecasting as represented in the company CRM tool and associated dashboards.
- MaintaintherequiredinternalnetworkwithMarketing,SalesOperations,SalesContracts,Customer Service, Legal, Finance and other key functions to facilitate efficiency and quality outputs in doing business with the Customer.
- Gatherandsharecompetitiveknowledgeandactivitywithsalesteams,marketingandothercolleagues in order to build strategies to respond to competition.
- ProvidecoachingandobjectionhandlingguidancetoAccount Managerstoelevatethelevelofknowledge and subject matter competency within assigned territory.
- Identifyandestablishrelationshipswithkeycustomersandopinionleaderswithinassignedterritory.
- Supportand participateinrelevantconferences,trade showsandsymposiaincoordinationwithsales leadership and marketing.
- Reasonablemanagementofoperational/travelexpenseswithinasetannualbudgetandinaccordance with the corporate travel policy.
- DelivereffectiveSalesCallManagement,OpportunityManagement,PipelineManagementandForecast Accuracy.
- Performotherdutiesasassigned.
- Performallworkincompliancewithcompanypolicyandwithintheguidelinesof bioMerieuxQuality 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:
- Clinicallaboperationsandmolecularknowledgepreferred.
- Salesexperiencerequired;Capitalsalesexperiencepreferred.
- Formalsalescompetencytrainingpreferred(e.g.,MillerHeiman,StrategicSelling,SPIN)
- Infectious disease market experience preferred.
- Strong knowledge of clinical microbiology technologies, techniques, and disciplines preferred.
- Proven and documented track record in exceeding territory Capital and Reagent goals preferred.
- Proven and documented track record of consistent top finishes within sales team preferred.
- Experience selling Capital equipment preferred.
- Experience selling into Microbiology labs preferred.
- Excellent verbal and written communication skills required.
Knowledge, Skills, and Abilities:
- Proficient in operation of Microsoft Windows and Office Suite of products.
- Proficient in Salesforce CRM.
- Ability to maintain a structured and detailed sales opportunity funnel.
- Ability to accurately forecast and project capital equipment sales in a large territory.
- Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers.
- Fundamental knowledge of the principles and practices of laboratory operations.
- Ability to operate in an organized manner in an autonomous work environment without direct daily supervision.
- Ability to effectively communicate with internal and external stakeholders.
- Territory management over a large geographic area.
- Ability to become a subject matter expert on a complex diagnostic automation and processes.
- Ability to understand, communicate and train others on the products and services.
- Ability to navigate complex sales processes with multiple buying influences.
- Competency in Miller Heiman Strategic and Conceptual selling a plus.
- Excellent written, oral, and presentation skills.
Approx. 70% domestic travel
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