Position Details
Position Title:
Account Business Manager
Location:
Little Rock, AR/Memphis, TN
Position #:
3029
Scope of Responsibility
Attain or exceed the overall sales plan and provide customer support for the Infectious Disease product portfolio (manual Microbiology, Blood Culture, ID/AST, Molecular Testing, Respiratory Testing). Solely responsible for selling the BACTEC system. Manage the sales process consisting of the clinical laboratory (micro, molecular, virology), infectious disease clinicians, nursing / phlebotomy and hospital administration (Laboratory Committee, Purchasing, Supply Chain Management, IT, Senior Levels of Hospital Administration) in the assigned territory. Develop, document, and drive the customer buying process through full utilization of a territory and strategic account sales plan involving multiple stakeholders and buyers in the growth of the assigned products. Call on prospective customers, create demand, communicate medical, clinical and patient outcome benefits, deliver product information and demonstrations, prepare proposals and quotes within company guidelines. Effectively demonstrate the soft and hard costs associated with the product portfolio by persuading multiple decision makers and influencers to orchestrate a successful product conversion within the institution. Develop and close accounts within the assigned geographic territory using a coordinated team selling model (Strategic Account Manager, National Accounts Manager, HAI Specialist, Instrument Specialists, Distribution Partners, Applications Specialist, Field Service, and Marketing). Communicate and coordinate customer needs (inventory / supply chain updates, contract changes, competitive intelligence) to distributor to ensure account needs are met and or opportunities fully exploited. Prioritize and initiate direct sales calls with distributors to protect existing sales and identify additional revenue opportunities. Forecast activity and closes as required by management. Provide continuous support including post sales activities. Effectively communicate with the Service organization to coordinate a successful installation transitioning to the long term customer satisfaction of the product. Manage administrative duties as assigned: monitoring expenses to budget, timely administrative and call reporting, funnel and competitive data entries, new contracts and renewals, use and maintenance of Company assets and adhering to OHSA and Universal Lab precautions.
Qualifications
Bachelor of Arts / Bachelor of Science in Life Sciences, biological areas, business or related discipline. Degree in Medical Technology (MT ASCP) or Microbiology preferred.
REQUIRED: Minimum 3-5 years documented sales success (top 20%) in broad range laboratory products with minimum 1 year clinical laboratory and / or multi-level selling experience preferred.
A combination of clinical market sales, financial or technical selling experience REQUIRED.
Capital equipment experience MANDATORY.
Experience attaining or exceeding overall sales plan profitability, as well as, other assigned goals and objectives.
Maintains all company owned property neat, clean and in proper working condition.
Supports company policy for EEO, Harassment and O.R. protocol.
Maintains a professional image that reflects positively on the company.
Performs other duties as assigned.
Excellent leadership and communication skills and demonstrated ability to work effectively in a matrix environment.
Ability, talent, commitment and ambition to assume increased scopes of responsibility in organization.
Compensation
Base Target - $ 70K+
Bonus Target - $ 30K at annual plan
Auto Allowance - Company Vehicle
Relocation- No
Travel
30%+
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