Corporate Accounts Director - Western US

This position is responsible for hiring, leading and managing select Corporate Account Managers (CAMs), selling all products commercially available and securing profitable, mutually beneficial long-term contracts with target IDNs across both Hospital and Non-Hospital segments of customer's business. The Corporate Accounts Sales Director (CASD) will be responsible for all activities related to the CAM sales activities to assigned IDNs in defined geographic region. The CASD will closely manage the IDN contracting process and sales performance for all products relative to forecast and provide reports for each product line. Input into marketing programs, product forecasts, customer support programs and product development will also be required. The CASD will be responsible for and accountable for achieving or exceeding revenue goals for the assigned CAM territories. CASD will be responsible for working with individual CAMS to set performance expectations, assess career goals, establish personal developments plans and provide regular feedback on progress toward achievement of goals and plans.

Primary Responsibilities

1. Drive profitable sales growth thru active leadership of a high performing Corporate Accounts team
2. Direct and coordinate the CAM activities in sales, proposal, negotiation and contracting process, as well as post-contract customer support activities, across Hospital and Non-Hospital segments of the IDN market place.
3. Provide input into commission structure for CAMs and assist in implementation of customer tracking as related to commission payment.
4. Manage and Motivate sales force through suggestion of creative incentive programs for senior leadership to consider.
5. Regularly set expectations, assess performance and provide feedback and guidance to develop, and continually improve, performance among individual CAM team members.
6. Drive development of senior level relationships between BioMerieux and leadership at target IDNs including CEO/CFO/COO/CMO.
7. Work closely with Marketing on product forecasts, pricing, generation of necessary sales tools and competitive analysis.
8. Provide input on the generation of appropriate sales training materials for CAMs; coordinate sales training as necessary.
9. Provide leadership and possess the ability and experience to assist in all levels of sales process from lead generation to closing sales.
10. Comply with company policy and within the guidelines of Company's Quality System and HR policies.
11. Data management utilizing the company CRM software including tracking and reporting all customer interactions within the CRM.
12. Implement sales report or process for extracting information from CRM which highlights sales activities, won sales, lost sales with reasons, and feedback for marketing, sales admin, customer support, manufacturing and R&D.
13. Regular and timely monitoring and tracking of all expenses related to members of CAM team.
14. Assisting customer support with customer management.
15. Assisting marketing with input to marketing programs.
16. Provide accurate sales projections to marketing for instrument and reagent production.
17. Attend outside conferences and tradeshows promoting products. 18. Evaluate alternate sales channels domestically for all products.
18. Perform all work in compliance with company quality procedures and standards.
19. Performs all other duties as assigned.

Supervisory Responsibilities

• Direct Supervision: 6
  

Education

• Bachelor's degree required in Business or related field

Experience

• 6 years of direct sales experience within the IVD industry, including:
  • Demonstrated ability to lead sales teams
  • Demonstrated ability to meet and exceed defined goals and KPIs while gaining market share and driving profitable growth

Knowledge, Skills & Abilities

• Business acumen to understand how a business operates and how to make it successful.
• Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
• Technical skills with mastery level commensurate to the job level, marked by specialization and innovation in the field of work.
• Technical learning aptitude to quickly understand and acquire new technical knowledge and skills.
• Flexibility, being highly adaptable and resilient to thrive in a dynamic work environment.
• Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
• Effective and efficient problem analysis that leads to high-quality decisions.
• Learning agility to be able to learn from experiences and apply that knowledge to new situations.
• Problem solving to find solutions to complex business challenges.
• Critical thinking, using logic and reason to analyze information and make decisions in the workplace.
• Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.
• Detail orientation to complete tasks without errors and produce high-quality work.
• Analyze data and make decisions/recommendations, using data to guide decision-making and provide suggestions for improvement.
• Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture

Working Conditions and Physical Requirements

1. Ability to remain in stationary position, often standing, for prolonged periods: Yes
2. Ability to ascend/descend stairs, ladders, ramps, and the like: Yes
3. Domestic travel required 70% of time
4. Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
5. 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.

Please be aware that recruitment related scams are on the rise. Fraudulent job postings are being placed on other websites, and individuals posing as bioMerieux Talent Acquisition team members are reaching out via email or text message in an attempt to collect your personal and confidential information. In some cases, these scammers are also conducting bogus interviews prior to extending fraudulent offers of employment. Beware of individuals reaching out using general phone numbers and non-bioMerieux email domains (i.e. Hotmail.com, Gmail.com, Yahoo.com, etc.). If you are concerned that an interview experience or offer of employment might be a scam, please make sure you are searching for the posting on our careers site https://careers.biomerieux.com/ or contact us at [emailprotected].

BioMerieux Inc. and its affiliates are Equal Opportunity/Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. Please be advised that the receipt of satisfactory responses to reference requests and the provision of satisfactory proof of an applicant's identity and legal authorization to work in the United States are required of all new hires. Any misrepresentation, falsification, or material omission may result in the failure to receive an offer, the retraction of an offer, or if already hired, dismissal. If you are a qualified individual with a disability, you may request a reasonable accommodation in BioMerieux's or its affiliates' application process by contacting us via telephone at (385) 770-1132, by email at [emailprotected], or by dialing 711 for access to Telecommunications Relay Services (TRS).