Account Manager Immunoassays- Minneapolis, Madison, Milwaukee

Description

Responsibilities:

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:

• Identify High Value targets in geographical territory
• 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 Technical Consultant(s) in context of business plan.
• Monitor monthly sales as reported in SRS for accuracy and adjust action plans to account for shortages towards goal achievement.

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.

Cultivate and maximize performance of distributor network(s):

• Establish working relationships with all distributor representatives in defined region.
• Develop joint business strategy to convert targeted new business opportunities.
• Train and educate representatives where necessary.
• Maintain and track progress toward business plan.

Develop relationships with key customers/opinion leaders within defined territory:

• Identify 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.

Serve as liaison between Marketing and Sales:

• Channel competitive information gathered in field to marketing and sales team
•  Implement and participate in pilot projects with new product launche
• Identify, to marketing, key opinion leaders within defined region.

Administrative Accountabilities:

• Submit monthly pipeline management & forecast reports
• Conduct Quarterly Business Reviews with the Microbiology Business Manager
• Submit expense reports on a weekly basis.
• Maintain customer records in SFA 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, as defined in the annual Immunoassay Diagnostics Specialist performance  expectations.

Experience and Education:

• BS/BA desired, degree in science / business related field preferred.
• Microbiology knowledge and/or knowledge of clinical lab operations preferred, but not required.
• Sales Experience required, minimum of 2 years selling experience; capital equipment sales preferred.
• Formal sales competency training course preferred (e.g., SPIN, Strategic Selling, BASE)

Skills and Qualifications:

• Knowledge of bioMerieux products preferred, but not required
• Team player attitude: ability to build consensus among team members/collaborate with other team members ( discuss previous successes)
• Working knowledge of computers; Microsoft WORD, Excel, PowerPoint knowledge required; Microsoft Access knowledge preferred, but not required.
• Familiarity with PDAs a plus. 
• Must be able to become certified in Microbiology product-line within 6 months of hire.
• Excellent selling, organization, communication and presentation skills required. Candidate should be prepared to demonstrate above skills during the interview process.