Location: Firenze, Italy
Position Type: Unfixed Term
Job Function: Sales & Key Account Management
A world leader in the field of in vitro diagnostics for over 55 years, bioMérieux conceives, develops, produces and markets diagnostics solutions (systems, reagents, software and services) intended for clinical and industrial applications, which determine the origin of a disease or a contamination to improve the health of patients and insure consumer safety.
bioMérieux is present in 44 countries and serves more than 160 countries with the support of a large network of distributors. Its corporate headquarters are located in Marcy l’Étoile, near Lyon, in France.
Joining bioMérieux is choosing to be a part of an innovative company with a long term vision, committed to the service of public health and carried out with a human-centered corporate culture.
Our Company offers numerous opportunities for professional development. You want to help save lives across the globe? Join the 13,000 employees of bioMérieux!
Account Leader North East
As primary contact, this role is responsible for cultivating and driving the commercial relationship for customer accounts in their territory, having the responsibility of the revenue and business generated with his territory of accounts. This role is responsible for pipeline management, identifying opportunities, planning and achieving sales objectives with an account management approach. Furthermore, this role is responsible for customer satisfaction and loyalty for long term partnership. This role orchestrates the priorities and actions of internal departments working with a satellite of sales experts able to bring the best value to our customers (Business Developers, AS, CIM/CEM, IT Data Specialist), and supported by experts functions when needed (Marketing, SE, Medical Affairs…etc)
Ability to have a comprehensive overview about the bioMérieux Product range and to present global solution going beyond the perimeter of our franchises (Service, Supply Chain and others)
Act as the primary contact for targeted customer accounts which will deliver the 5 year ambition for revenue and growth, in a defined territory.
Develop deep knowledge of the customer account( i.e. long term vision and strategies, key decision-makers, buying process, internal and external situational analysis etc.)
Understand current bioMérieux and competitor installed base and identify opportunities for bioMérieux solutions and long term partnerships.
Ensure business tools such as CVM and CRM are used effectively and continuously updated.
Develop strategies to build and maintain relationships and business development within accounts in order to achieve long term relationship goals and annual sales objectives (growth, turnover, margin) across all ranges, by adopting an offer and solutions approach
Set up the priorities to manage the account and orchestrate team work with the Sales Experts teams that will support the account development.
Develop and execute 3-5 year account plans, sharing strategy with the “account team” and defining the actions to be carried out by wider team.
Manage the entire sales process and has regular interactions with key decision makers outside the lab, such as C-suite (executive positions), clinicians and procurement.
Support the customer on their project implementation and the solution appropriation.
Coordinate the 360-degree management of the customer, supporting post sale implementation and service and support activities, liaising with Customer Service, Supply Chain, Marketing and Sales.
Initiate specific programs, targeted investments and resource deployment (i.e. conferences, trade shows, on demand visits, etc.) for key accounts
Organize and lead the response for sales contract negotiations relying on the technical experts of the ranges and working with the sales teams in the field to finalize the opportunities.
Ensure the compliance of sales activities with legal and ethical standards as well as with company policies.
Bachelor required, Post Graduate degree Business/Marketing highly preferred. Science is a plus.
Significant experience in sales 3-5 years, preferably in the Life Science environment, and knowledge of the bioMérieux offer and the competing offer
Strong business acumen along with demonstrated work ethic, integrity, and professional conduct
Ability to convince, persuade and influence
Ability to adapt in a constantly changing environment
Ability to turn complexity into simplicity, prioritize, decide and execute
Ability to connect, facilitate and lead multifunctional team work, project management
Excellent integrator & negotiator. Able to effectively influence C-Suite. Ability to judge competitive response to sales strategy and make appropriate adjustments
Ability to work out a profitability scheme for the company and the customers
Strong interpersonal skills, and good ability to communicate and present
Solution oriented, creative
Working at bioMérieux means being involved long term with a pioneering, visionary and constantly growing company that allows its employees to live a stimulating and inspiring experience in a fulfilling work environment
Our internal mobility policy offers numerous opportunities for each of our 13 000 employees to blossom throughout their career, while respecting each employee’s individual talents as well as their personal and professional development.
At bioMérieux, over 200 professions - both scientific and non-scientific - offer our employees the opportunity to broaden their fields of expertise and develop cross-functional careers. We provide a rewarding experience in an international company that brings together talents from diverse backgrounds, thus fostering a daily aspiration to go beyond the limits.
Helping improve public health around in the world : our mission gives purpose to every profession practiced within the company.
bioMérieux is an Equal Opportunity, Affirmative Action Employer. M/F/Vet/Disability/Sexual Orientation/Gender Identity/GINA.