bioMerieux Inc.
Regional Sales Director - Southern California
bioMerieux Inc., Durham, North Carolina, United States, 27703
DescriptionPrimary Duties
Achievement of regional revenue and profitability objectives. Validate local Account Manager and Product Specialists sales information and recommendations to governing strategic plans and marketing reviews; preparing and completing regional sales action plans; implementing quality and customer-service standards; expedite resolving of problems; identifying local market trends; determining regional sales system improvements and constructively implementing change.Achievement of regional operational objectives: Recruiting, selecting, orienting, training, and mentoring direct reports and other Regional Sales Directors; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing all corporate policies and procedures; establishing fluid teamwork relationship with cross functional teams.Establishes regional sales objectives by creating a dynamic sales strategy plan based on Cross Selling/Full Potential initiatives and developing relevant sales quotas for assigned Account Managers and Product Specialists in support of annual US ClinOps market commercial objectives.Maintains and expands customer base by supporting Full Potential sales activities; building and maintaining rapport with key customers; identifying new customer opportunities, developing relationships with new Key Opinion Leaders within assigned sales region.Updates job knowledge and product knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.Perform all work in strict compliance within the guidelines of the bioMerieux Quality System, US Regulatory, Human Resources policies, and Corporate Compliance requirements for this commercial job function.Implement and monitor Professional Developmental Plans for all assigned team members in GPSActively engage in talent recruitment for open sales positions in the sales regionProactively manage and proliferate the collaboration with all internal support functions (commercial and non-commercial)Develop, monitor, and manage the overall regional team's performance as per the corporate performance management processFocus on delivering world class customer experience with bioMerieux in alignment with the US ClinOps Sales organization's annual goals and objectivesUtilization of CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned regionDemonstrates collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.Supplemental Data
This position will be responsible to directly supervise up to 7 Account Managers and/or Product Specialists geographically positioned across the sales region. Regional and National travel will be required.
Training & Education
Minimum of 4-year Bachelor's degree requiredAdvanced degree in business management preferred.Proficient software training and utilization in Salesforce.com, Microsoft Word, Microsoft Excel, Microsoft Outlook, Microsoft Teams, Tableau and PowerPoint software programsExperience
Minimum of 5 years field sales representative experience requiredMinimum of 5 years field-based sales team management/leadership experience requiredExperience as an effective sales leader in a matrixed environment.A proven track record of field-based sales management and/or corporate account management with exceptional sales recordBuilding and developing professional teams that report into a commercial organizationKnowledge, Skills & Abilities
Effective verbal communication and active listening skillsEffective time and project management skillsEffective organizational leadership skillsCross functional team environment orientationCapital Equipment sales experience in the IVD market requiredProficient in Salesforce.com, Microsoft Word, Microsoft Excel, Tableau and PowerPoint software programsExperience with management of team OPEX expense and travel budgets per corporate guidelinesAn ability to lead and influence people utilizing strategic thinking, coaching and developingCapable of resolving escalated issues arising from customers and/or internal personnel and requiring coordination with other departments.Knowledge of in-vitro diagnostics clinical pathwaysExperience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant mannerKnowledge and practical experience in professional personnel developmentWorking Conditions & Physical Requirements
Ability to remain in stationary position, often standing, for prolonged periodsTravel Requirements
Domestic Travel 70%Supervisory Responsibilities
Direct Supervision of 6 employees
Achievement of regional revenue and profitability objectives. Validate local Account Manager and Product Specialists sales information and recommendations to governing strategic plans and marketing reviews; preparing and completing regional sales action plans; implementing quality and customer-service standards; expedite resolving of problems; identifying local market trends; determining regional sales system improvements and constructively implementing change.Achievement of regional operational objectives: Recruiting, selecting, orienting, training, and mentoring direct reports and other Regional Sales Directors; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing all corporate policies and procedures; establishing fluid teamwork relationship with cross functional teams.Establishes regional sales objectives by creating a dynamic sales strategy plan based on Cross Selling/Full Potential initiatives and developing relevant sales quotas for assigned Account Managers and Product Specialists in support of annual US ClinOps market commercial objectives.Maintains and expands customer base by supporting Full Potential sales activities; building and maintaining rapport with key customers; identifying new customer opportunities, developing relationships with new Key Opinion Leaders within assigned sales region.Updates job knowledge and product knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.Perform all work in strict compliance within the guidelines of the bioMerieux Quality System, US Regulatory, Human Resources policies, and Corporate Compliance requirements for this commercial job function.Implement and monitor Professional Developmental Plans for all assigned team members in GPSActively engage in talent recruitment for open sales positions in the sales regionProactively manage and proliferate the collaboration with all internal support functions (commercial and non-commercial)Develop, monitor, and manage the overall regional team's performance as per the corporate performance management processFocus on delivering world class customer experience with bioMerieux in alignment with the US ClinOps Sales organization's annual goals and objectivesUtilization of CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned regionDemonstrates collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.Supplemental Data
This position will be responsible to directly supervise up to 7 Account Managers and/or Product Specialists geographically positioned across the sales region. Regional and National travel will be required.
Training & Education
Minimum of 4-year Bachelor's degree requiredAdvanced degree in business management preferred.Proficient software training and utilization in Salesforce.com, Microsoft Word, Microsoft Excel, Microsoft Outlook, Microsoft Teams, Tableau and PowerPoint software programsExperience
Minimum of 5 years field sales representative experience requiredMinimum of 5 years field-based sales team management/leadership experience requiredExperience as an effective sales leader in a matrixed environment.A proven track record of field-based sales management and/or corporate account management with exceptional sales recordBuilding and developing professional teams that report into a commercial organizationKnowledge, Skills & Abilities
Effective verbal communication and active listening skillsEffective time and project management skillsEffective organizational leadership skillsCross functional team environment orientationCapital Equipment sales experience in the IVD market requiredProficient in Salesforce.com, Microsoft Word, Microsoft Excel, Tableau and PowerPoint software programsExperience with management of team OPEX expense and travel budgets per corporate guidelinesAn ability to lead and influence people utilizing strategic thinking, coaching and developingCapable of resolving escalated issues arising from customers and/or internal personnel and requiring coordination with other departments.Knowledge of in-vitro diagnostics clinical pathwaysExperience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant mannerKnowledge and practical experience in professional personnel developmentWorking Conditions & Physical Requirements
Ability to remain in stationary position, often standing, for prolonged periodsTravel Requirements
Domestic Travel 70%Supervisory Responsibilities
Direct Supervision of 6 employees