Account Sales Manager- Columbus, OH

Description
The ideal candidate will reside within the Columbus metro area, Cleveland, or Toledo areas.

TheAccountManagerisresponsibleformaintainingandgrowingtheMicrobiology,Immunoassay,MolecularandVisionSuitecustomerbase.Thisrolewillfocusoncreatingnewbusinessopportunitiesthroughtheplacementofinstruments, 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 existingcustomers within their assigned territory in order to sustainably achieve high performance in terms of customersatisfaction, revenue, and profitability. The Account Manager acts as the direct contact to the customer and isaccountable as the point person for all communication both internally and externally.

Primary Duties:

BusinessDevelopmentand Execution:

Createandexecutebusinessplantoachieveorexceedterritorygrowthper companyplananddrivenewbusiness revenue through selling new instruments and reagents:
Developstrategyandindividualresponsibilitiestoclosesalesofall highvalue targets.
Maintainexistingcustomerbusinesstominimizelost business.
ManagepipelinetoensuretimingofclosesmatchesMonthlyForecast&QuarterlyBusiness Plan.
Coordinateactivityofotherfieldsalespersonnelincontextofbusiness plan.
Monitormonthlysalesasreportedin Tableauforaccuracyandadjustactionplanstoaccountforshortagestowards goal achievement.
DelivereffectiveSalesCallManagement,OpportunityManagement,PipelineManagementandForecast Accuracy
ProductandTechnical Sales:

Providetechnicalexpertise/assistanceinproductlineasrequiredinsales process.
Supportand/ordeliverkeysalespresentations/demonstrationswhere required.
Communicatewithcustomersonproductlinetechnicalissueswhere required.
Workcollaborativelyinamatrixenvironmentwith RegionalandUSProductSpecialistsforallproductfranchisesincluding Microbiology, Molecular, Immunoassay and Vision Suite.
LeveragetimelyandeffectiveengagementofProductSpecialists,Service,Marketingandotherinternalpersonnel to progress, advance and close Opportunities within Region.
Relationship

Management

Developrelationshipswithkeycustomers/opinionleaderswithindefined territory.
Identifyanddevelopkeyopinionleaders/referencesiteswithindefined region.
Establishrelationshipswiththeseidentifiedopinionleaders/reference accounts.
Leveragerelationshipstoexpandexistingbusinesswithindefined region.
Channelcompetitiveinformationgatheredinfieldtomarketingandsales teams.
Implementandparticipateinpilotprojectswithnewproduct launches.
Administrative

Responsibilities:

ConductquarterlybusinessreviewswiththeProductSpecialistsandothersupportingsales associates.
Submitexpensereportsonaweekly basis.
Maintaincustomerrecords inCRMonadailybasisforallaccountsintheir database.
Closeallappointmentswithnotesandupdatemilestonesonadaily basis.
AchieveminimumforecastaccuracyforUSdollarsonamonthlybasisperformance expectations.
Performotherdutiesas assigned.
Performallworkincompliancewithcompanypolicyandwithintheguidelinesof bioMérieuxQuality System.
Training and Education:

Associatesdegreeandaminimumof5years ofprofessional sales experiencerequired;Bachelor’sdegree and a

minimum of3yearsofprofessional salesexperience preferred
Experience:

CapitalandReagentsalesexperiencewithinclinicallaboratory preferred
ProvenanddocumentedtrackrecordinexceedingterritoryCapitalandReagent

goals
Provenanddocumentedtrackrecordofconsistenttopfinisheswithinsales team
Knowledge, Skills, and Abilities:

Knowledgeofclinicallaboperationspreferred,not required.
WorkinamatrixenvironmentwithAccountManagers,Region SalesDirectors,ProductSpecialistsandother bioMérieux colleagues. Collaborate and coordinate in order to close business system wide.
Abilitytodescribeandexplainhighlydetailedtechnicalinformationtomultiplebuyinginfluencesincluding laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers
ProficientinoperationofMicrosoftWindowsandOfficeSuiteof products
Formalsalescompetencytrainingcoursespreferred(i.e.MillerHeiman,StrategicSelling, BASE)
Excellentverbalandwrittencommunicationskills.Abilitytoclearlycommunicatewithkeyinternalandexternalstakeholders.
Excellentpresentationskills.Adeptatusingmulti-mediapresentation tools.
ProficientinCRMSalesforce preferred
Excellentselling,organization,communication,andpresentationskills required.
Teamplayerattitude:abilitytobuildconsensusamongteammembers/collaboratewithotherteam members
Approx. 70% domestic travel

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