Sr Director, Corporate Accounts

Description

In this position, the Senior Director of Corporate Accounts is responsible to maximize BFDx business impact in the Rapid Molecular Diagnostics segment of bioMerieux focusing on enhanced revenue and increased market penetration of designated Corporate Accounts inclusive of GPO's, IND's, IHN's, ACO's, National Reference Labs and DOD related Accounts (ie. VISN, HHS, CDC, PHS, HIS). This position requires the ability to build relationships with corporate headquarters at a senior level to communicate our unique value proposition. Major initiatives will focus on leading the development and implementation of strategies and sales execution within large accounts, establishing customer centric business cases and negotiating/securing/implementing agreements that increase market share, revenue and overall BFDx profitability with target customers. The Sr. Director of Corporate Accounts will be responsible and accountable for achieving or exceeding their plan revenue goals.

Primary Responsibilities

1. Assume an active leadership role during the collaborative development and implementation of strategies for targeted accounts to attain assigned sales objectives.
2. Utilize strong product market knowledge and sales experience to manage complex sales and resolve customer questions and concerns.
3. Continuously build knowledge of current industry trends, competitive information, and industry technical knowledge and share with other colleagues.
4. Retain, extend, and acquire customers through effective identification of opportunities and the creation and implementation of solutions.
5. Establish and build strong extrinsic and intrinsic Sr. Executive relationships that allow for growth, profitability and predictability for all parties.
6. Communicate with other relevant functions to ensure needed sales support and delivery of programs and products.
7. Drive profitable sales growth.
8. Work closely with Marketing on products forecasts, pricing, generation of necessary sales tools and competitive analysis.
9. Generate appropriate sales training materials coordinate sales training as necessary.
10. Comply with company policy and within the guidelines of organizational quality systems.
11. Data management utilizing the company CRM software including tracking and reporting all customer interactions within 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. Assisting customer support with customer management.
14. Assisting marketing with input to marketing for instrument and reagent production.
15. Attend outside conferences and tradeshows promoting products.

Training and Education

1. Bachelor's degree required (preferably in Biology, Chemistry, Biochemistry or related field.
2. MBA/Master's degree preferred.

Experience

1. Requires 12+ years of successful sales experience, with at least 10 years in successful Corporate Accounts or National Account sales. Direct sales management experience is highly preferred.
2. Experience in successfully selling, negotiating and contracting with corporate level executives (CEO/COO/CFO/CMO) in a complex selling environment including large IDNs, and Hospital/Health Care groups
3. The knowledge of Molecular and Microbiology laboratory techniques such as PCR, is highly desired.
4. Practical territory management and sales experience in clinical instrumentation and reagents is required.
5. Ability to manage through others and be part of an effective team is a must. Proactive attitude, ambition and the confidence necessary to achieve aggressive goals is necessary for success in this position.
6. Must be familiar with Microsoft office; PowerPoint, Work and Excel, and contact management databases.
7. Should be comfortable and have experience, presenting technical information to audience with various levels of scientific experience.
8. Lab experience is preferred.
9. Experience working in diagnostics or clinical applications is strongly desired

Knowledge, Skills, and Abilities

1. Effective verbal communication and active listening skills
2. Effective time and project management skills
3. Effective organizational leadership skills
4. Cross functional team environment orientation
5. Proficient in Salesforce.com, Microsoft Word, Microsoft Excel, Tableau and PowerPoint software programs
6. Experience with management of team OPEX expense and travel budgets per corporate guidelines
7. An ability to lead and influence people utilizing strategic thinking, coaching and developing
8. Capable of resolving escalated issues arising from customers and/or internal personnel and requiring coordination with other departments.
9. Knowledge of in-vitro diagnostics clinical pathways
10. Experience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant manner
11. Knowledge and practical experience in project management and professional personnel development

Working Conditions and Physical Requirements

1. Ability to remain in stationary position, often standing, for prolonged periods.
2. Ability to ascend/descend stairs, ladders, ramps, and the like.
3. Domestic travel required 70% of time.
4. International travel required 5% of time.

Supervisory Responsibilities

1. Direct supervision: 4-6 employees
2. Indirect supervision: 25-30 employees