Sr Director, Field Sales

Description

Position Summary & Responsibilities :

This is a field based role with anticipated 75% travel required, primarily domestic with some international travel.

The Sr Director - Field Sales is responsible for the leadership of the field based US Clin Ops Sales team and accountable for US clinical sales revenue and profitability in the acute and outpatient market segments. This individual will manage, develop, and direct a group of leaders responsible for various geographical sectors of the US clinical business. This individual will be responsible for the day to day field sales management and tactical execution of US distribution partners. The Sr Director - Field Sales is responsible for both the short term and long term vision and strategy that the US Sales team will adopt, implement, and execute across the product portfolios of Microbiology, Molecular, and Integrated Solutions in both the acute and outpatient market segments. The individual in this role will develop tactics and commercial processes by which the US sales team will exceed company goals by delivering increased equipment placements, topline sales revenue growth, and margin expansion across Equipment, Reagents, and Services while working collaboratively and cross-functionally as a team to ensure a world-class business experience for our customers. Direct span of control within the US Clin Ops Field Sales organization includes Area Directors, Regional Sales Directors, Account Managers and Regional Specialists. The Sr Director - Field Sales will be accountable to the organizations Predictability of Performance through accurate funnel and forecast management aligned to the achievement of monthly, quarterly and annual sales objectives.

• Achievement of all US sales revenue and profitability objectives. Develop, implement and manage strategic business plan to exceed goals related to revenue and profitability in the acute and outpatient market segments.
• Effectively manages and develops a leadership team responsible for overseeing the performance and welfare of the US Field Sales organization and ensures training, development, and commercial execution to drive the business.
• Creates and delivers both short term and long term strategic plans unique to the US market and developed to leverage the unique skill sets of the leaders and field sales team.
• Collaborates with Finance, Marketing, Comm Ops, HR, and the senior leadership team to create metric driven sales objectives and forecasts in alignment to achieving the annual budget.
• Manages sales and profitability data on a daily basis and can effectively communicate details on sales goals, trends and competitive market data both to US Clin Ops leadership and to the leaders of their given team through the utilization of various data platforms including CRM.
• Provides consistent updates to VP, US Clin Ops Sales on current trends and execution in the US market as well as business and personnel updates that pertain to the goals and success of the team.
• Delivers quarterly business reviews covering all aspects of the US product portfolio and develops strategic plan to exceed goals and mitigate any business risks and / or threats.
• Demonstrates master-level understanding of sales accountability metrics and can effectively coach leaders on Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy.9. Performance Management - provides performance reviews and developmental plans for each direct report to include written annual goals with quarterly reviews.
• Implement sales report or processes for extracting information from CRM which highlights sales activities, won sales, lost sales with reasons, and feedback for Marketing, Med Affairs, Market Access, Customer Support, Supply Chain, Manufacturing and R&D.
• Assisting Customer Support leadership with proactive customer experience management.
• Assisting Marketing with input to Supply Chain for instrument and reagent production.
• Individual and team compliance to bioMerieux Code of Conduct, Interactions with Healthcare Professionals and the guidelines within the bioMerieux Quality system.
• Maintain OPEX within designated annual budget and compliant to corporate controls.
• Perform all work in compliance with company quality procedures and standards.
• Perform all other duties as assigned.

Education, Skills, & Experience :

Experience in leading multilayered teams, 2+ years of direct management of other managers is desired

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