Regional Sales Director - Southern California

Description

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 bioMerieux 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 bioMerieux 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.

Supplemental Data

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 & 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 required
• 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 & Abilities

• 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 & Physical Requirements

Ability to remain in stationary position, often standing, for prolonged periods

Travel Requirements

Domestic Travel 70%

Supervisory Responsibilities

• Direct Supervision of 6 employees
3 days ago