Corporate Accounts Director - Western US

Description

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

• 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. 18. 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

Education

Experience

Demonstrated ability to lead sales teams

Knowledge, Skills & Abilities

Working Conditions and Physical Requirements

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, bioMerieux offers a competitive Total Rewards package that may include :

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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).