bioMérieux SA
Description
The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Vision Suite 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 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
Administrative Responsibilities
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 expectations
Perform all work in compliance with company quality procedures and standards
Performs other duties as assigned
Education and Experience
Associates degree and a minimum of 4 years of professional sales experience OR Bachelors degree and a minimum of 2 years of professional sales experience required
Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration
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 Business Skills
Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy
Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action
Business acumen to understand how a business operates and how to make it successful
Intellectual Horsepower
Effective and efficient problem analysis that leads to high-quality decisions
Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture
Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time
Creating the New and Different
Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes
Perspective to see the world from another person's viewpoint thus gaining new insights and finding creative solutions to challenges
Maintaining Focus
Make timely decisions by quickly choosing effective solutions in high-pressure situations for optimal outcomes
Priority setting that align with business objectives
Thriving in a fast-paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity
Getting Organized
Organizing work and resources efficiently to ensure smooth operations
Planning objectives and strategies to achieve them within a set timeline
Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently
Getting Work Done Through Others
Informing others by sharing clear, timely information to ensure alignment
Managing and measuring work by tracking progress, performance, and goal achievement using metrics and KPIs
Managing Work Processes
Collect and analyze data to drive informed decision-making to improve performance and identify issues
Dealing with Complex Situations Communicates instructions clearly and effectively
Demonstrates assertiveness and confidence in the face of a challenge
Conflict Management
Solution oriented in the face of conflict
Comfortable giving clear, direct, and actionable feedback
Ability to deal with difficult situations in a timely and bold manner
Focusing on the Bottom Line
Drive for Results: Drive for Results while successfully removing barriers
Action Oriented: Takes action even when facing challenges
Being Organizationally Savvy
Ability to cooperate with others at all levels including leadership
Ability to work cross-functionally allowing for better collaboration and communication when working across teams to achieve shared objectives
Communicating Effectively
Effective verbal communication skills
Written Communications - including the ability to communicate technical data in written form
Effective Presentation Skills - including the ability to present technical data
Relating Skills
Build and maintain positive, productive interactions with colleagues
Easily accessible and open to communication
Effectively navigate social interactions in the workplace
Reach mutually beneficial agreements through effective communication and compromise
Managing Diverse Relationships
Participate in a way that enhances team performance and cohesion
Fosters a culture of inclusiveness among all team members
Acting with Honor and Being Open
Consistently uphold and reflects the core ethical principles and values that bioMérieux promotes
Actively and attentively listen to others, ensuring a clear understanding of their messages, needs, and concerns
Emotional intelligence by having the ability to recognize, understand, and manage one's own emotions, as well as the emotions of others
Maintain composure by having the skill of staying calm, focused, and professional in high-pressure or stressful situations
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
Ability to adjust or move objects up to 50 pounds in all directions
Domestic travel required 70% of time
Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals
Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties
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The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Vision Suite 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 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
Administrative Responsibilities
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 expectations
Perform all work in compliance with company quality procedures and standards
Performs other duties as assigned
Education and Experience
Associates degree and a minimum of 4 years of professional sales experience OR Bachelors degree and a minimum of 2 years of professional sales experience required
Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration
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 Business Skills
Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy
Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action
Business acumen to understand how a business operates and how to make it successful
Intellectual Horsepower
Effective and efficient problem analysis that leads to high-quality decisions
Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture
Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time
Creating the New and Different
Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes
Perspective to see the world from another person's viewpoint thus gaining new insights and finding creative solutions to challenges
Maintaining Focus
Make timely decisions by quickly choosing effective solutions in high-pressure situations for optimal outcomes
Priority setting that align with business objectives
Thriving in a fast-paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity
Getting Organized
Organizing work and resources efficiently to ensure smooth operations
Planning objectives and strategies to achieve them within a set timeline
Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently
Getting Work Done Through Others
Informing others by sharing clear, timely information to ensure alignment
Managing and measuring work by tracking progress, performance, and goal achievement using metrics and KPIs
Managing Work Processes
Collect and analyze data to drive informed decision-making to improve performance and identify issues
Dealing with Complex Situations Communicates instructions clearly and effectively
Demonstrates assertiveness and confidence in the face of a challenge
Conflict Management
Solution oriented in the face of conflict
Comfortable giving clear, direct, and actionable feedback
Ability to deal with difficult situations in a timely and bold manner
Focusing on the Bottom Line
Drive for Results: Drive for Results while successfully removing barriers
Action Oriented: Takes action even when facing challenges
Being Organizationally Savvy
Ability to cooperate with others at all levels including leadership
Ability to work cross-functionally allowing for better collaboration and communication when working across teams to achieve shared objectives
Communicating Effectively
Effective verbal communication skills
Written Communications - including the ability to communicate technical data in written form
Effective Presentation Skills - including the ability to present technical data
Relating Skills
Build and maintain positive, productive interactions with colleagues
Easily accessible and open to communication
Effectively navigate social interactions in the workplace
Reach mutually beneficial agreements through effective communication and compromise
Managing Diverse Relationships
Participate in a way that enhances team performance and cohesion
Fosters a culture of inclusiveness among all team members
Acting with Honor and Being Open
Consistently uphold and reflects the core ethical principles and values that bioMérieux promotes
Actively and attentively listen to others, ensuring a clear understanding of their messages, needs, and concerns
Emotional intelligence by having the ability to recognize, understand, and manage one's own emotions, as well as the emotions of others
Maintain composure by having the skill of staying calm, focused, and professional in high-pressure or stressful situations
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
Ability to adjust or move objects up to 50 pounds in all directions
Domestic travel required 70% of time
Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals
Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties
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