Account Manager - Arizona​/Mexico

Account Manager - Arizona/New Mexico – bioMérieux

This role will be responsible for covering both Arizona and New Mexico. The ideal candidate will reside in Arizona, given the concentration of key accounts in the state.

• Create and execute business plan to achieve or exceed territory growth per company plan and drive new business revenue through selling new instruments and reagents.
• Develop strategy and individual responsibilities to close sales of all high value targets.
• Maintain existing customer business to minimize lost business.
• Manage opportunities and pipeline to ensure timing of closes matches Monthly Forecast & Quarterly Business Plan.
• Coordinate activity of other field sales personnel in context of business plan.
• Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages toward goal achievement.
• Utilize CPQ to provide accurate customer product quotations and contracts in compliance with the US Pricing Policy for Equipment, Reagents and Service.
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy.

• Provide technical expertise/assistance in product line as required in the sales process.
• Support and/or deliver key sales presentations/demonstrations where required.
• Communicate with customers on product line technical issues where required.
• Work collaboratively in a matrix environment with Regional and National Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Integrated Solutions.
• Leverage timely and effective engagement of Product Specialists, Service, Marketing, Medical Affairs and other internal personnel to progress, advance and close opportunities within the assigned geography.

• Develop relationships with key customers/opinion leaders within defined territory both inside and outside of the laboratory.
• Identify and develop key opinion leaders/reference sites within defined region.
• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined region.
• Channel competitive information gathered in field to marketing and sales teams.
• Implement and participate in pilot projects with new product launches.

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.
• Submit expense reports on a monthly basis in compliance with the corporate policy.
• Maintain customer records in CRM on a daily basis for all accounts in their database and assigned territory.
• Maintain sales activity calendar with 4 weeks advance planning in Outlook and close all sales activities/appointments with notes and update milestones in CRM on a daily basis.
• Achieve minimum forecast accuracy by units and revenue on a monthly basis performance expectations.
• Perform other duties as assigned.
• Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.

• Associates degree and a minimum of 4 years of professional sales experience OR Bachelors degree and a minimum of 2 years of professional sales experience required.
• Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration.
• Capital and Reagent sales experience within clinical laboratory preferred.
• Proven and documented track record in exceeding territory Capital and Reagent goals.
• Proven and documented track record of consistent top finishes within sales team.

• Knowledge of clinical lab operations and antimicrobial stewardship preferred, not required.
• Work in a matrix environment with Account Managers, Region Sales Directors, Product Specialists and other bioMérieux colleagues. Collaborate, communicate, and coordinate in order to close business system wide.
• Ability to describe and explain highly detailed technical information to multiple buying influences including laboratorians, C‑Suite, physicians, stewardship teams, IT,…