Account Manager Microbiology-CT, Central/Western MA, VT

Description

The Microbiology Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within a territory as defined by bioMerieux.

Responsibilities include:

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.
• Track monthly sales as reported in SRS and adjust actions to account for gaps.

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.
• Develop relationships with key customers/opinion leaders within defined territory. Identify key opinion leaders/reference sites within defined territory.
• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined territory.

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

• Identify key opinion leaders/reference sites within defined territory.

• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined territory.

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 launches.
• Identify, to marketing, key opinion leaders within defined territory.

Administrative Accountabilities.

• Submit monthly pipeline management & forecast reports.
• Conduct Quarterly Business Reviews with the Regional Business Manager.
• Submit expense reports on a weekly basis.
• Maintain customer records in CRM on a daily basis for all accounts in territory database. Close all appointments with notes and updated milestones on a daily basis.
• Achieve a minimum forecast accuracy for US dollars on a monthly basis, as defined in the annual Performance Expectations for the position.

Qualifications include:

• BS/BA desired, degree in science / business related field preferred.
• Microbiology knowledge and/or knowledge of clinical lab operations preferred.
• 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) Knowledge of bioMerieux products preferred.
• Team player attitude: ability to build consensus among team members/collaborate with other team members (discuss previous successes)
• Microsoft WORD, Excel, PowerPoint proficiency required; Microsoft Access proficiency preferred.
• 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.