Outpatient Specialist

The Outpatient Specialist’s main mission is to maintain and grow the current customer base while creating new opportunities through selling the BIOFIRE product line. This includes the sales of instruments, reagents and other services to drive increased adoption and market share within a defined geographical region. The Outpatient Specialist is directly responsible for achieving the territory sales goal through outpatient clinics affiliated with IDNs and clinics not affiliated with IDNs within their assigned territory.  Additionally, the Outpatient Specialist will manage both direct sales as well as sales through our distribution partners to achieve high performance in the areas of customer satisfaction, revenue, and profitability.

Position Responsibilities

1. Deliver effective sales call management, opportunity management, pipeline management and forecast accuracy.
2. Identify and establish relationships with key customers and opinion leaders within defined territory.
3. Establish and maintain relationships with our distribution partners to support and advance opportunities and closes.
4. Assess, clarify, validate, and quantify the customer’s existing and unmet needs on an ongoing basis.
5. As a part of the Regional Sales team, the Outpatient-Market specialist will identify high value targets within assigned territory and develop strategies to close new business those accounts.
6. Maintain existing customer business to minimize lost business.
7. Work cooperatively in a matrix team and other colleagues to advance and close opportunities.
8. Serve as a liaison between the Outpatient market and Marketing. Channel competitive intel from the field to Marketing and participate as needed in marketing projects and new product launch request.
9. Identify key opinion leaders (KOLs) within defined territory.
10. Manage opportunity pipeline to ensure the timing of closes matches the monthly forecast as it is represented in our CRM tool and related dashboards.
11. Ensure the compliance of business activities meet the most stringent requirements of legal and ethical standards and current company policies.
12. Ensure account and customer information is shared and maintained in CRM in accordance with the company guidelines.
13. Support and participate in relevant conferences, trade shows, and symposiums, in coordination with sales leadership and marketing.
14. Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy.
15. Perform other duties as assigned.
16. Perform all work in compliance with company policy and within the guidelines of bioMerieux Quality System.

Training and Education

• AAS required (Sales, Business/Marketing, or Science preferred).
• Clinical lab operations and molecular knowledge preferred.
• Sales experience required; Capital sales experience preferred.
• Formal sales competency training preferred (e.g., Miller Heiman, Strategic Selling, SPIN)

Experience

1. 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.
2. Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration.
3. Strong Knowledge of molecular biology technologies, techniques, and disciplines preferred.
4. In vitro diagnostic (IVD) capital equipment preferred.
5. Point-of-care (POC) sales experience preferred.
6. Distribution-sales experience preferred.

Knowledge, Skills, and Abilities

1. Presentation and advanced communication skills in a B2C and B2B environment
2. Functional Computer, CRM, Windows (Word, Excel, PowerPoint) and basic IT knowledge (related to Data Management, Networking, HIPAA and Cyber Security)
3. Ability to maintain a structured and detailed sales opportunity funnel.
4. Ability to accurately forecast and project capital and reagent sales in a large territory.
5. Ability to become a subject matter expert on complex diagnostic products.
6. Ability to work in a matrix environment without authority.
7. Role Model Leadership Skills.
8. Situational Awareness to internal and external customers.
9. Self-Directed work ethic.
10. Goal drive oriented.
11. Logical thinking and problem solving skills.
12. Ability to maintain and advance multiple projects and initiatives at one time.

Working Conditions and Physical Requirements

1. Ability to remain in stationary position, often standing, for prolonged periods.
2. Ability to ascend/descend stairs, ladders, ramps, and the like.
3. Ability to adjust or move objects up to 50 pounds in all directions.
4. Domestic travel 70% of time.
5. Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
6. Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.