Account Manager - Orange County

Description

The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Integrated Solutions customer base. This role will focus on creating new business opportunities through the placement of instruments, reagents and services leading to increased revenues for the company within a designated Region.

The Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within their assigned territory in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability. The Account Manager acts as the direct contact to the customer and is accountable as the point person for all communication both internally and externally.

Primary Responsibilities

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 opportunities and 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.
• Utilization of CPQ to provide accurate customer product quotations and contracts in compliance with the US Pricing Policy for Equipment, Reagents and Service
• 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 the 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 National Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Integrated Solutions.
• Leverage timely and effective engagement of Product Specialists, Service, Marketing, Medical Affairs and other internal personnel to progress, advance and close Opportunities within the assigned geography.

Relationship Management

• Develop relationships with key customers/opinion leaders within defined territory both inside and outside of the laboratory.
• 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.

Administrative Responsibilities:

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.
• Submit expense reports on a monthly basis in compliance with the corporate policy.
• Maintain customer records in CRM on a daily basis for all accounts in their database and assigned territory.
• Maintain sales activity calendar with 4 weeks advance planning in Outlook and close all sales activities/appointments with notes and update milestones in CRM on a daily basis.
• Achieve minimum forecast accuracy by units and revenue on a monthly basis performance expectations.
• Perform other duties as assigned.
• Perform all work in compliance with company policy and within the guidelines of bioMerieux Quality System.

Training and Education

Associate's degree required.

Experience

• Associates degree and a minimum of 5 years of professional sales experience required; Bachelors degree and a minimum of 2 years of professional sales experience preferred; Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience is preferred.
• 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, Skills, and Abilities

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

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.

Domestic travel required 70% of time.