Strategic Account Director-West

This position will support all accounts west of the Mississippi in preparation of a new product launch

As part of the commercial team, the Strategic Account Director will assist the sales team with commercialization, implementation, and ongoing support of key customers with the VITEK Reveal Rapid AST product line. This will involve working directly with customers as well as with internal and field-based sales, support, and marketing teams to expand adoption of Reveal in the US market. The Strategic Account Director role will also work closely with other VITEK Reveal sales members to drive adoption of Reveal and collaborate on sales strategies for the largest US customers. The role covers a large part of the United States (East and West roles) and requires extensive customer travel. The Strategic Account Director covers all major hospital groups within the given territory outside of large private reference labs, Government and GPO accounts, covered by the VITEK Reveal Corporate Account Director role. The Strategic Account Director’s main mission is to establish and develop long term business relationships with Integrated Delivery Networks (IDN), Health Systems and other key accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

Primary Duties-

1. Perform all work in compliance with company quality procedures and standards.
2. Performs other duties as assigned.
3. Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.
4. Grow sales of VITEK Reveal products and services in assigned territory and other assigned accounts in accordance with annual sales growth objectives.
5. Prospect, develop and implement strategies to penetrate IDN’s in territory to grow and maintain a prominent business presence. 
6. Develop sound business plan for assigned segment. Forecast, plan and execute business objectives so as to meet and exceed sales goals.
7. Gain and maintain key C-Suite, KOL relationships. Hold high level business reviews and Grand Rounds with key decision makers at all IDN’s within territory.  
8. Deliver compelling value proposition by leveraging entire Company portfolio and cross selling within the bioMérieux Sepsis Solution.
9. Work in a matrix environment with front line Sales Managers, Region Sales Directors, Clinical Implementation Managers and other bioMérieux colleagues. Collaborate; coordinate in order to close business system wide.
10. Maintain in-house relationships with Marketing, R&D, Service, Legal and other key functions to facilitate an environment of “easy to do business” with the customer.
11. Develop and maintain key customer reference sites and relationships.
12. Manage expenses within annual budget.
13. Support other bioMérieux sales efforts such as trade shows, national GPO conventions, and regional and national sales meetings.
14. Produce Quality Work. Exhibit accuracy, thoroughness, promptness, and consistently produce work that achieves stated results. Exhibit dependability and demonstrate commitment to quality.
15. Work closely with small VITEK Reveal Support Team to ensure successful early adoption by VITEK Reveal users.
16. Provide feedback to the Customer Service Organization, Marketing and Sales on customer feedback from early adopters of VITEK Reveal  
17. As a key owner of the VITEK Reveal product line and its entry into the US, work collaboratively with US and Global Marketing to strategize and plan the expansion of the Sales team for VITEK Reveal.
18. Provide knowledge transfer to other team members through early VITEK Reveal best practices during initial site adoption of the system.
19. Work collaboratively with the Corporate Accounts Team, responsible for large IDN coverage of all bioMérieux product lines. Plan and execute dynamic strategies to engage C-Suite contacts at major IDN’s and sell the value of the bioMérieux Sepsis Solution.
20. Performs other duties as assigned.

Qualifications-

BS/BA in a business or science-related field

Experience-

1. Minimum of 5 years’ experience in laboratory diagnostic sales that includes successful experience in territory sales and full knowledge of such product line(s) and applications.
2. Proven and documented track record in exceeding territory Capital and Reagent goals.
3. Proven and documented track record of consistent top finishes within sales team.
4. Experience selling Capital equipment preferred.
5. Experience selling into Microbiology labs preferred.
6. Excellent verbal and written communication skills required.
7. Health System, National Accounts and IDN contract sales experience strongly preferred.
8. Sales management experience preferred, not required.
9. Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the strategic selling process and contract management

Knowledge, Skills, and Abilities -

1. Proficient in operation of Microsoft Windows and Office Suite of products
2. Proficient in Salesforce CRM
3. Ability to maintain a structured and detailed sales opportunity funnel
4. Ability to accurately forecast and project VITEK Reveal Capital and Reagent sales in a large territory
5. Have and maintain a valid driver’s license in state of residence
6. Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers
7. Fundamental knowledge of the principles and practices of laboratory operations
8. Ability to operate in an organized manner in an autonomous work environment without direct daily supervision
9. Ability to effectively communicate with internal and external stakeholders
10. Excellent integrator & negotiator.  Ability to judge competitive response to sales strategy and make appropriate adjustments.
11. Demonstrates a high level of business acumen.  Understands the “give and take” in a business environment.  Able to achieve “win/win” solutions.
12. Territory management over a large geographic area – Eastern half of the United States
13. Ability to become a subject matter expert on the VITEK Reveal system
14. Ability to understand, communicate and train others on the VITEK Reveal platform for broader applications across sales team
15. Ability to navigate complex sales processes with multiple buying influences
16. Competency in Miller Heiman Strategic and Conceptual selling a plus
17. Excellent written and oral skills in all customer communications

Approximately 60% domestic travel