Regional Sales Director - Pacific Northwest

Description

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 Responsibilities

1. 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

2. 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.

3. 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.

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 sales region.

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. Implement and monitor Professional Developmental Plans for all assigned team members in GPS

8. Actively engage in talent recruitment for open sales positions in the sales region

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

10. Develop, monitor, and manage the overall regional team’s performance as per the corporate performance management process

11. Focus on delivering world class customer experience with bioMérieux in alignment with the US ClinOps Sales organization’s annual goals and objectives

12. Utilization of CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned region

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

14. Performs other duties as assigned by the Area Director

This position will be responsible to directly supervise up to 7 Account Managers and/or Product Specialists geographically positioned across the sales region. Regional and National travel will be required.

Training and Education

• Minimum of 4-year Bachelor’s degree 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 sales representative experience required
• Minimum of 5 years field-based sales team management/leadership experience preferred
• 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
• Building and developing professional teams that report into a commercial organization

Knowledge, Skills, Ability

• Effective verbal communication and active listening skills
• Effective time and project management skills
• Effective organizational leadership skills
• Cross functional team environment orientation
• Capital Equipment sales experience in the IVD market required
• 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 professional personnel 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.
• Ability to adjust or move objects up to 50 pounds in all directions.
• Domestic travel required 70% of time.