Regional Sales Director - Ohio

Position Summary

The Director Regional Sales will manage, develop, and direct the assigned regional US ClinOps sales team to achieve regional sales revenue objectives, profitable growth, and manage assigned OPEX budget within the defined US geographical area. Directs strategic sales activities and manages multiple Account Managers and Product Specialists within the sales region. Executes sales initiatives while establishing strategic sales objectives for the sales region in alignment with the US ClinOps strategy. Implements new sales processes, strategies, and tactics to increase the level of employee engagement and sales effectiveness. Recommends product and/or commercial service enhancements to improve customer satisfaction and conversions of new business. Continuous review and improvement of sales processes, sales force vitality and employee professional development within the bioMérieux sales excellence environment. The Regional Sales Director provides the necessary dynamic leadership, business acumen, Emotional Intelligence, and motivational impact critical to the growth, performance, and engagement of the regional sales team by setting the overall vision, providing strategic guidance, and creating an environment of robust performance. The individual is responsible for achieving US ClinOps sales objectives across the entire bioMerieux portfolio of Equipment, Reagents, and Data & IT Solutions while working collaboratively and cross-functionally as a team within US ClinOps to ensure a world-class business experience for our customers.

Primary Duties

• Achievement of regional revenue and profitability objectives. Validate local Account Manager and Product Specialists sales information and recommendations to governing strategic plans and marketing reviews; preparing and completing regional sales action plans; implementing quality and customer-service standards; expedite resolving of problems; identifying local market trends; determining regional sales system improvements and constructively implementing change.
• Achievement of regional operational objectives: Recruiting, selecting, orienting, training, and mentoring direct reports and other Regional Sales Directors; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing all corporate policies and procedures; establishing fluid teamwork relationship with cross functional teams.
• Establishes regional sales objectives by creating a dynamic sales strategy plan based on Cross Selling/Full Potential initiatives and developing relevant sales quotas for assigned Account Managers and Product Specialists in support of annual US ClinOps market commercial objectives.
• Maintains and expands customer base by supporting Full Potential sales activities; building and maintaining rapport with key customers; identifying new customer opportunities, developing relationships with new Key Opinion Leaders within assigned sales region.
• Updates job knowledge and product knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.
• Perform all work in strict compliance within the guidelines of the bioMérieux Quality System, US Regulatory, Human Resources policies, and Corporate Compliance requirements for this commercial job function.
• Implement and monitor Professional Developmental Plans for all assigned team members in GPS
• Actively engage in talent recruitment for open sales positions in the sales region
• Proactively manage and proliferate the collaboration with all internal support functions (commercial and non-commercial)
• Develop, monitor, and manage the overall regional team’s performance as per the corporate performance management process
• Focus on delivering world class customer experience with bioMérieux in alignment with the US ClinOps Sales organization’s annual goals and objectives
• Utilization of CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned region
• Demonstrates collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.
• Perform all work in compliance with company quality procedures and standards.
• Performs other duties as assigned.

Qualifications

Education and Training

• Minimum Level of Education Required: Bachelor’s Degree in Business, Life Sciences, Biology, Microbiology, Molecular Biology, Chemistry, Clinical Laboratory Science, Healthcare Administration, or a related field.

Experience

• Minimum of 6 years field sales representative experience required, including demonstrated ability to lead others
• Experience as an effective sales leader in a matrixed environment.
• A proven track record of field-based sales management and/or corporate account management with exceptional sales record
• Experience with management of team OPEX expense and travel budgets per corporate guidelines
• Experience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant manner

Knowledge, Skills, and Abilities

• Business acumen to understand how a business operates and how to make it successful.
• Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
• Flexibility, being highly adaptable and resilient to thrive in a dynamic work environment.
• Effective and efficient problem analysis that leads to high-quality decisions.
• Learning agility to be able to learn from experiences and apply that knowledge to new situations.
• Problem solving to find solutions to complex business challenges.
• Critical thinking, using logic and reason to analyze information and make decisions in the workplace.
• Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.
• Detail orientation to complete tasks without errors and produce high-quality work.
• Analyze data and make decisions/recommendations, using data to guide decision-making and provide suggestions for improvement.
• Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
• Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes.

Supervisory Responsibilities

Directly supervises approximately 7 employees; no indirect supervision.

Working Conditions

• Ability to remain in stationary position, often standing, for prolonged periods
• Domestic and international travel required: 70% of time

The estimated salary range for this field-based role in Ohio is between $140,000 - $197,500. 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, bioMérieux offers a competitive Total Rewards package that may include:

• A choice of medical (including prescription), dental, and vision plans providing nationwide coverage and telemedicine options
• Company-Provided Life and Accidental Death Insurance
• Short and Long-Term Disability Insurance
• Retirement Plan including a generous non-discretionary employer contribution and employer match.
• Adoption Assistance
• Wellness Programs
• Employee Assistance Program
• Commuter Benefits
• Various voluntary benefit offerings
• Discount programs
• Parental leaves

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