Sr. Director, Area Sales - West

Description

The Senior Director, Area Sales will manage, develop, and direct the assigned Area clinical sales force to achieve sales revenue objectives, profitable growth, and assigned OPEX budget within the defined US geographical area. Directs strategic sales activities and manages multiple Regional Sales Directors within the sales area. Designs and executes clinical sales initiatives while establishing short and long term strategic sales objectives. Evaluates and implements new sales processes and tactics to increase the level of employee engagement and sales effectiveness. Recommends product and/or 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 Senior Director provides the necessary dynamic leadership, business acumen, emotional intelligence, and motivational impact critical to the growth, performance, and engagement of the team by setting the overall vision, providing strategic guidance, and creating an environment of robust performance.

Primary Responsibilities

1. Achievement of area revenue and profitability objectives. Validate regional sales information and recommendations to governing strategic plans and marketing reviews; preparing and completing area sales action plans; implementing quality and customer-service standards; expedite resolving of problems; identifying trends; determining regional sales system improvements and constructively implementing change.

2. Achievement of area operational objectives: Recruiting, selecting, orienting, training, and mentoring direct sales management reports and sales personnel; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing all corporate policies and procedures.

3. Establishes area sales objectives by creating a dynamic sales plan and quotas for assigned regions and sales personnel in support of annual US clinical market commercial objectives.

4. 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 area.

5. Updates job knowledge and product knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.

6. 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.

7. Oversight of the Regional Sales Directors’ leadership and implement and monitor Professional Developmental Plans for all assigned team members

8. Review and approve talent recruitment for open sales positions in the sales area

9. Directly manage and proliferate the collaboration with all internal support functions (commercial and non-commercial)

10. Develop, monitor, and manage the overall team’s performance as per the corporate performance delivering world class customer experience with bioMérieux in alignment with the US Clinical Sales organization’s annual goals and objectives

11. Maintains an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management.

12. Demonstrates collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.

13. Performs other duties as assigned by the Sr. Director, Field Sale of US Clinical Sales

14. This position will be responsible to directly supervise Regional Sales Directors geographically positioned across the Sales Area. Regional, National, and International travel will be required.

Training and Education

• Bachelor's degree required.
• Minimum of 4 year Bachelor degree in business, economics, healthcare or similar required
• Advanced degree in business management preferred
• Proficient software training and utilization in Salesforce.com, Microsoft Word, Microsoft Excel, Microsoft Outlook, Microsoft Teams, Tableau and PowerPoint software programs

Experience

• Minimum of 5 years field based sales team management/leadership experience
• Minimum of 5 years field sales representative experience, including corporate account management experience
• Experience as an effective sales leader in a matrixed environment. A proven track record of 10+ years of field based sales management and/or corporate account management with exceptional sales record preferred.
• Building and developing professional teams that report into a commercial organization

Knowledge, Skills, and Abilities

• Effective verbal communication and active listening skills
• Effective time and project management skills
• Effective organizational leadership skills
• Cross functional team environment orientation
• Proficient in Salesforce.com, Microsoft Word, Microsoft Excel, Tableau and PowerPoint software programs
• Experience with management of team OPEX expense and travel budgets per corporate guidelines
• An ability to lead and influence people utilizing strategic thinking, coaching and developing
• Capable of resolving escalated issues arising from customers and/or internal personnel and requiring coordination with other departments.
• Knowledge of in-vitro diagnostics clinical pathways
• Experience and expertise with presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant manner
• Knowledge and practical experience in project management and professional development

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.
• Domestic travel 70% of time.

Supervisory Responsibilities

• Direct supervision of 4-6 employees
• Indirect supervision of 25-30 employees