Corporate Accounts Director - Western US

Corporate Accounts Sales Director

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 development plans and provide regular feedback on progress toward achievement of goals and plans.

Primary Responsibilities

Drive profitable sales growth thru active leadership of a high performing Corporate Accounts team

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.

Provide input into commission structure for CAMs and assist in implementation of customer tracking as related to commission payment.

Manage and Motivate sales force through suggestion of creative incentive programs for senior leadership to consider.

Regularly set expectations, assess performance and provide feedback and guidance to develop, and continually improve, performance among individual CAM team members.

Drive development of senior level relationships between BioMerieux and leadership at target IDNs including CEO / CFO / COO / CMO.

Work closely with Marketing on product forecasts, pricing, generation of necessary sales tools and competitive analysis.

Provide input on the generation of appropriate sales training materials for CAMs; coordinate sales training as necessary.

Provide leadership and possess the ability and experience to assist in all levels of sales process from lead generation to closing sales.

Comply with company policy and within the guidelines of Company's Quality System and HR policies.

Data management utilizing the company CRM software including tracking and reporting all customer interactions within the CRM.

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.

Regular and timely monitoring and tracking of all expenses related to members of CAM team.

Assisting customer support with customer management.

Assisting marketing with input to marketing programs.

Provide accurate sales projections to marketing for instrument and reagent production.

Attend outside conferences and tradeshows promoting products. Evaluate alternate sales channels domestically for all products.

Perform all work in compliance with company quality procedures and standards.

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

Ability to remain in stationary position, often standing, for prolonged periods : Yes

Ability to ascend / descend stairs, ladders, ramps, and the like : Yes

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.

The estimated salary range for this role is between $140,000 - $197,000. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMerieux's bonus program. This range may differ from ranges offered for similar positions elsewhere in the country given differences in cost of living. Actual compensation within this range is determined based on the successful candidate's experience and will be presented in writing at the time of the offer.

In addition, bioMrieux offers a competitive Total Rewards package that may include :