Position Details
Position Title:
Area Business Manager
Location:
Midwest Region (MN, WI, IL, MO, KS, IN, MI, OH, KY, TN)
Position #:
2897
Scope of Responsibility
The Area Business Manager, Midwest is responsible for all aspects of commercialization in targeted accounts. She/He is specifically accountable for the establishment of the company’s regional sales plans and strategies, and for the attainment of market share goals, brand position, execution of pricing policy and objectives, new product commercialization goals and competitive intelligence. The Area Business Manager, Midwest will assist in establishing revenue and growth goals and attain them, and will need to work closely with other relevant departments to establish profitability goals and attain them.
Solely responsible for delivery of sales quotas within Midwest Region of U.S. Work in concert with the senior management team to establish objectives and develop business strategies needed to achieve leadership and become the dominant player in supplying the Company’s products to U.S. markets.
Achieve sales objectives and develop tactical strategies required to accelerate growth and expand regional market share position.
Challenge the organization to expedite growth and to initiate innovative approaches to improving revenue, profitability and market share. Be a change agent for the entire organization.
Successfully launch all new products and achieve a level of sales leadership with existing products that meets or exceeds performance expectations. In conjunction with Executive Sales Leadership, develop sales strategies required for the Company to achieve or exceed all revenue, profitability and market share objectives.
Work closely with Marketing, Service, Technical Support and other relevant departments to develop functional strategies in new product development and any supporting requirements, as needed to support the business strategy.
Develop the annual operating plan for the Midwest region’s business, monitor performance against plan and take corrective action as needed.
Work closely with the senior management team relative to thinking openly and creatively about future opportunities.
Recruit, train and develop a top tier sales organization that will drive the success of the Company. Create an environment where people will be challenged but will also understand that their professional and personal growth will be met if successful.
Qualifications
B.S. in business or life sciences. MBA is strongly preferred.
Mandatory 5+ yrs of previous experience and responsibility for sales, sales management, marketing and/or training in the laboratory diagnostic industry inclusive of capital equipment, reagents automation and information systems to Hospital Laboratory, Integrated Delivery Networks (IDN’s)/Health Systems and Blood Banks. Must understand market drivers and dynamics extensively.
Mandatory 2+ yrs of sales management experience in in-vitro lab diagnostics industry inclusive of capital equipment, automation and reagents.
Previous immunoassay and/or blood bank reagent experience.
Mandatory 2+ year’s business experience including prior P&L management responsibility with a heavy emphasis on areas above, strategic sales planning and market strategy. Extensive background in commercial sales & regional marketing is critical.
Proven track record of changing laboratory practice (manual to automation) conceptual selling and executive, large account management expertise mandatory.
Must have the ability to segment markets and customers and previous successful record of achievement in developing sales and marketing strategies to introduce new products and capitalize on opportunities.
Desire individual who will ‘roll up their sleeves’ and be highly engaged in sales process as well as key contributor with leadership team strategy.
Prior extensive experience in planning, forecasting, monitoring market share and customer satisfaction and measurement against P&L goals. Should have an ability to establish systems to measure success of all programs directed to the sales organization.
Excellent leadership and communication skills and demonstrated ability to work effectively in a matrix environment. Proven ability to employ, develop, motivate and retain top talent in organization.
Mandatory experience in, knowledge of and demonstrated performance excellence in sales and marketing.
Ability, talent, commitment and ambition to assume increased scopes of responsibility in organization within less than 24 months.
Compensation
Base Target:- $110 - 115K+
Bonus Target: $74K at plan (uncapped)
Auto Allowance: $550 per month; $0.25 mile + insurance, regular maintenance, license fees/tags, ad valorem taxes, parking, etc.
Travel
50-60%
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