Account Manager - Memphis

Description

Primary Duties

Business Development and Execution:

• 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:
• 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 other field sales personnel in context of business plan.
• Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages towards goal achievement.
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy

Product and Technical Sales:

• 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.
• Work collaboratively in a matrix environment with Regional and US Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Vision Suite.
• Leverage timely and effective engagement of Product Specialists, Service, Marketing and other internal personnel to progress, advance and close Opportunities within Region.

Relationship Management

• Develop relationships with key customers/opinion leaders within defined territory.
• Identify and develop 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.
• Channel competitive information gathered in field to marketing and sales teams.
• Implement and participate in pilot projects with new product launches.

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.
• Submit expense reports on a weekly basis
• Maintain customer records in CRM 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 performance expectatios.
• Perform other duties as assigned.
• Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.

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 . 

• Capital and Reagent sales experience within clinical laboratory preferred
• Proven and documented track record in exceeding territory Capital and Reagent goals
• Proven and documented track record of consistent top finishes within sales team

• Knowledge of clinical lab operations preferred, not required.
• Work in a matrix environment with Account Managers, Region Sales Directors, Product Specialists and other bioMérieux colleagues.
• Collaborate and coordinate in order to close business system wide.
• Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers
• Proficient in operation of Microsoft Windows and Office Suite of products
• Formal sales competency training courses preferred (i.e. Miller Heiman, Strategic Selling, BASE)
• Excellent verbal and written communication skills. Ability to clearly communicate with key internal and external stakeholders.
• Excellent presentation skills. Adept at using multi-media presentation tools.
• Proficient in CRM Salesforce preferred
• Excellent selling, organization, communication, and presentation skills required.
• Team player attitude: ability to build consensus among team members/collaborate with other

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