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Account Executive – (Hospital Sales)

Summary:

Under general supervision, the scope of this position is responsible for establishing and achieving

Identified sales goals for the Infectious Disease portfolio. Sales goals and objectives for these products will be assigned to a territory in support of the Company’s overall strategic plan. The position is primarily focused on specific markets and customers as directed by the Company. As required to support Company priorities, this focus can be modified and/or expanded to include other markets and customers.

 Tasks and responsibilities:

  • Identify sales opportunities and capitalize on them.
  • Establish, develop and maintain the business and client relationships.
  • Strategic development of POC Sales opportunities.
  • Implement sales, marketing and national account programs as directed by our client’s management.
  • Identify opportunities for growth throughout the entire product line portfolio; develop strong working relationships with PDG, ASCG and CIG colleagues within territory and Region. Be familiar with the PDG/ACG/CIG products to be able to identify opportunities and leads.
  • Build and maintain a strong competitive product knowledge
  • Contribute to the region’s growth by understanding the AE’s objectives and goals
  • Assist with the management of complex sales by providing technical expertise
  • Meet established sales goals and objectives while maintaining territory budget.
  • Plan, coordinate and manage the sales performance of the distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent our client’s products in the marketplace.
  • Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the  product lines and distributor private branded products.
  • Act as a resource for contract negotiation, pricing, proposal, bid preparation and all customer follow-up.
  • Identify customer issues and resolve sales related difficulties.
  • Identify key IDNs and GPO targets within defined territory to increase market penetration to meet/exceed sales goals.
  • Maintain selling expenses and submit timely and accurate expense reports while adhering to all corporate guidelines.
  • Timely response to customer needs (e.g., return voicemail messages daily, follow up on requests, and coordinate with internal resources).
  • Must be able to travel at least 50% of the time. Overnight travel as necessary to complete business requirements.
  • Develop and submit sales reports, expense reports and forecasts and other required documents or reports as requested. Must actively participate in utilizing Salesforce.com (CRM).
  • Monitor market, customer and competitor trends and advise management on methods to improve company competitiveness. Support sales team success through active sharing of ideas, techniques and approaches.
  • Demonstrate ability to exceed sales goals, provide leadership within the sales and marketing organization and support marketing initiatives.
  • Assist marketing and sales management in the development and implementation of new sales strategies, tactics and tools for new market opportunities.
  • Serve as field sales trainer and mentor to newly hired personnel as needed.
  • Provide regular sales reports, forecasts and communication updates to sales management.
  • Maintain a superior level of knowledge of the application and technologies related to Company products to assure accurate representation to the marketplace.
  • Follow standard Technical Services procedures for documenting, identifying, and reporting to  Technical Service any customer product complaints and ensure customer satisfaction of resolution.
  • Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and procedures.
  • Identify and qualify infectious disease product opportunities
  • Work in a team environment to assist with infectious disease customer targets
  • Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks and competency assessments.

Qualifications:

Preferred Educational background:

  • BA/BS in sales, marketing, business management or related coursework.
  • Additional training in laboratory product sales and the diagnostics industry.

Preferred Experience:

  • Six to eight years’ experience in medical diagnostics or business to business sales.
  • Understanding and experience working with Distribution partners
  • Strong knowledge of sales methods and techniques.
  • Demonstrated ability in execution of sales strategies.
  • Proven successful POC/Capital Equipment sales experience.

Account Executive – (Hospital Sales)

Summary:

Under general supervision, the scope of this position is responsible for establishing and achieving

Identified sales goals for the Infectious Disease portfolio. Sales goals and objectives for these products will be assigned to a territory in support of the Company’s overall strategic plan. The position is primarily focused on specific markets and customers as directed by the Company. As required to support Company priorities, this focus can be modified and/or expanded to include other markets and customers.

 Tasks and responsibilities:

  • Identify sales opportunities and capitalize on them.
  • Establish, develop and maintain the business and client relationships.
  • Strategic development of POC Sales opportunities.
  • Implement sales, marketing and national account programs as directed by our client’s management.
  • Identify opportunities for growth throughout the entire product line portfolio; develop strong working relationships with PDG, ASCG and CIG colleagues within territory and Region. Be familiar with the PDG/ACG/CIG products to be able to identify opportunities and leads.
  • Build and maintain a strong competitive product knowledge
  • Contribute to the region’s growth by understanding the AE’s objectives and goals
  • Assist with the management of complex sales by providing technical expertise
  • Meet established sales goals and objectives while maintaining territory budget.
  • Plan, coordinate and manage the sales performance of the distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent our client’s products in the marketplace.
  • Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the  product lines and distributor private branded products.
  • Act as a resource for contract negotiation, pricing, proposal, bid preparation and all customer follow-up.
  • Identify customer issues and resolve sales related difficulties.
  • Identify key IDNs and GPO targets within defined territory to increase market penetration to meet/exceed sales goals.
  • Maintain selling expenses and submit timely and accurate expense reports while adhering to all corporate guidelines.
  • Timely response to customer needs (e.g., return voicemail messages daily, follow up on requests, and coordinate with internal resources).
  • Must be able to travel at least 50% of the time. Overnight travel as necessary to complete business requirements.
  • Develop and submit sales reports, expense reports and forecasts and other required documents or reports as requested. Must actively participate in utilizing Salesforce.com (CRM).
  • Monitor market, customer and competitor trends and advise management on methods to improve company competitiveness. Support sales team success through active sharing of ideas, techniques and approaches.
  • Demonstrate ability to exceed sales goals, provide leadership within the sales and marketing organization and support marketing initiatives.
  • Assist marketing and sales management in the development and implementation of new sales strategies, tactics and tools for new market opportunities.
  • Serve as field sales trainer and mentor to newly hired personnel as needed.
  • Provide regular sales reports, forecasts and communication updates to sales management.
  • Maintain a superior level of knowledge of the application and technologies related to Company products to assure accurate representation to the marketplace.
  • Follow standard Technical Services procedures for documenting, identifying, and reporting to  Technical Service any customer product complaints and ensure customer satisfaction of resolution.
  • Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and procedures.
  • Identify and qualify infectious disease product opportunities
  • Work in a team environment to assist with infectious disease customer targets
  • Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks and competency assessments.

Qualifications:

Preferred Educational background:

  • BA/BS in sales, marketing, business management or related coursework.
  • Additional training in laboratory product sales and the diagnostics industry.

Preferred Experience:

  • Six to eight years’ experience in medical diagnostics or business to business sales.
  • Understanding and experience working with Distribution partners
  • Strong knowledge of sales methods and techniques.
  • Demonstrated ability in execution of sales strategies.
  • Proven successful POC/Capital Equipment sales experience.

Account Executive – (Hospital Sales)

Summary:

Under general supervision, the scope of this position is responsible for establishing and achieving

Identified sales goals for the Infectious Disease portfolio. Sales goals and objectives for these products will be assigned to a territory in support of the Company’s overall strategic plan. The position is primarily focused on specific markets and customers as directed by the Company. As required to support Company priorities, this focus can be modified and/or expanded to include other markets and customers.

 Tasks and responsibilities:

  • Identify sales opportunities and capitalize on them.
  • Establish, develop and maintain the business and client relationships.
  • Strategic development of POC Sales opportunities.
  • Implement sales, marketing and national account programs as directed by our client’s management.
  • Identify opportunities for growth throughout the entire product line portfolio; develop strong working relationships with PDG, ASCG and CIG colleagues within territory and Region. Be familiar with the PDG/ACG/CIG products to be able to identify opportunities and leads.
  • Build and maintain a strong competitive product knowledge
  • Contribute to the region’s growth by understanding the AE’s objectives and goals
  • Assist with the management of complex sales by providing technical expertise
  • Meet established sales goals and objectives while maintaining territory budget.
  • Plan, coordinate and manage the sales performance of the distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent our client’s products in the marketplace.
  • Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the  product lines and distributor private branded products.
  • Act as a resource for contract negotiation, pricing, proposal, bid preparation and all customer follow-up.
  • Identify customer issues and resolve sales related difficulties.
  • Identify key IDNs and GPO targets within defined territory to increase market penetration to meet/exceed sales goals.
  • Maintain selling expenses and submit timely and accurate expense reports while adhering to all corporate guidelines.
  • Timely response to customer needs (e.g., return voicemail messages daily, follow up on requests, and coordinate with internal resources).
  • Must be able to travel at least 50% of the time. Overnight travel as necessary to complete business requirements.
  • Develop and submit sales reports, expense reports and forecasts and other required documents or reports as requested. Must actively participate in utilizing Salesforce.com (CRM).
  • Monitor market, customer and competitor trends and advise management on methods to improve company competitiveness. Support sales team success through active sharing of ideas, techniques and approaches.
  • Demonstrate ability to exceed sales goals, provide leadership within the sales and marketing organization and support marketing initiatives.
  • Assist marketing and sales management in the development and implementation of new sales strategies, tactics and tools for new market opportunities.
  • Serve as field sales trainer and mentor to newly hired personnel as needed.
  • Provide regular sales reports, forecasts and communication updates to sales management.
  • Maintain a superior level of knowledge of the application and technologies related to Company products to assure accurate representation to the marketplace.
  • Follow standard Technical Services procedures for documenting, identifying, and reporting to  Technical Service any customer product complaints and ensure customer satisfaction of resolution.
  • Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and procedures.
  • Identify and qualify infectious disease product opportunities
  • Work in a team environment to assist with infectious disease customer targets
  • Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks and competency assessments.

Qualifications:

Preferred Educational background:

  • BA/BS in sales, marketing, business management or related coursework.
  • Additional training in laboratory product sales and the diagnostics industry.

Preferred Experience:

  • Six to eight years’ experience in medical diagnostics or business to business sales.
  • Understanding and experience working with Distribution partners
  • Strong knowledge of sales methods and techniques.
  • Demonstrated ability in execution of sales strategies.
  • Proven successful POC/Capital Equipment sales experience.

We are seeking a Senior Global Product Leader to join our client’s clinical laboratories assay team.  Our client’s clinical laboratories business includes testing platforms and clinical assay tests to monitor disease progression across multiple disease categories including infectious diseases, cardiology and endocrinology. Our world-class immunoassays span all major disease categories providing actionable diagnostic insights that provide medical value for health care professionals and we’re committed to expanding our menu.  We need you to make it happen.

Reporting to the Senior Director, Product Management, the Senior Global Product Leader, Acute Care Innovations provides global marketing leadership throughout the product development process for new assays focused on innovation in key disease states. First and foremost, this leader drives key decisions, cross-functional team alignment and key stakeholder engagement on product development core teams from ideation to successful launch and enables Regional Marketing partners to drive sales growth on an ongoing basis. This position can be located in Raritan, NJ or Rochester, NY.

Key responsibilities include:
Portfolio Strategy
•    Develops competitive product/portfolio strategy and prioritizes product roadmap based on full assessment of market, customer and competition.  Stays current on market drivers and assesses impacts to product/portfolio strategy.  Segments the market to identify and assess product gaps/opportunities to strengthen market position.
•    Defines and validates target customer needs (from Regional Marketing input and market research) and translate the needs into product portfolio opportunities; Develops business cases and unique value proposition of current/future product portfolio that are compelling for the target customer.
•    Demonstrates deep understanding of global and key regional competitors’ portfolio strategy and product level features, strengths and weaknesses; Develops and delivers clear competitive positioning of the product and portfolio against the competition.
•    Collaborates with Clinical Laboratory Platforms & Systems product management colleagues to create and drive a fully integrated strategy.
New Product Development
•    Demonstrates deep understanding of customer needs, the market and the competition. Provides solutions in the form of products and services, translates those products or services into a set of requirements, and thereby creates and implements product line and portfolio marketing strategies which will provide the company with a winning offer in the market.
•    Applies knowledge to develop go-to-market strategies, optimizing product positioning by defining features and benefits of the solution that solve real customer problems and delivers differentiated value to both current and prospective customers.
•    Influences customer perception of company’s brand/products/solutions relative to the competition such that the company is able to occupy a clear, unique and advantageous position in the mind of both current and prospective customers.
Planning & Execution
•    Communicates and reinforces the strategy supporting product launch through segmentation, value proposition and differentiation for the portfolio and product and develops all content for compelling messaging/collateral to support product uptake.
•    Aligns with Marketing Communications, Commercial & Training organizations to develop best-in-class tools and communications to drive product uptake and brand equity. Collaborates with Medical & Scientific Affairs to drive a publication strategy in support of new products and the broader the product portfolio.
Life Cycle Management
•    Prioritizes all product health issues across all functions through a well-established prioritization model.
•    Collaborates with Life Cycle Manager on management of on-market issues Applies LCM knowledge to develop multi-generational plan for current portfolio and future innovation to ensure product sustainability and deliver innovation. Anticipates potential needs for lifecycle planning and takes appropriate action with key stakeholders.
Business Management
•    Tracks KPIs on assigned products and shares insights on performance.  Identifies opportunities for incremental growth and partners with regional marketers for execution.
•    Builds business projections based on product portfolio roadmap, market assumptions and product performance expectations.  Actively contributes to annual update of the projection and product roadmap reflecting the latest market and internal execution progress.
•    Provides inputs to demand forecasting, particularly for new product launches.

The Individual

•    Bachelor’s degree with or the equivalent combination of education, training and experience that provides the required knowledge skills and abilities.
•    Minimum of 8 years total marketing experience and a minimum of 5 years global marketing with demonstrated success in leading new product introductions and developing winning go-to-market strategies. Experience in medical device or diagnostics industry required.
•    Proven ability to conduct market assessment and develop and validate new product requirements.   Demonstrated success in driving clinical awareness and adoption of novel products. Proficiency in business case development.
•    Experience in financial modeling, forecasting and budgeting.
•    Demonstrated success in developing pricing strategies for new product introductions.
•    Superior problem-solving and analytical skills. Will be responsible for independently making a broad range of critical decisions.  Must apply sound judgment, escalating issues and decisions when necessary.
•    Experience leading in a matrix team of professionals and communicating with various levels of management is required.  Proven ability to successfully influence and lead others without direct authority.
•    Proactive, self-motivated with the ability to motivate others and a customer-focused attitude.
•    Proven project management track record in delivering global projects from inception to completion.
•    Proven ability to recognize opportunities for change and act as a catalyst for change management.
•    Independent thinking, willingness to “step outside the box” and take reasonable, calculated risks.
•    Excellent written and verbal communication and organizational skills
•    Strong collaboration skills and willingness to be a team player to solve problems and incorporate input from various sources.
•    Travel required approximately 20%.
-Work visa sponsorship is not available for this position

For this position we will not sponsor applicants for work visas.

Our client is establishing a diagnostic business for their product, system reagents, assay reagents and service (products) in the USA. The Sales Specialist, Dx is responsible for sales, revenue, product placement and customer relations in the defined territory. The position requires 50% travel or as needed.

Essential Duties and Responsibilities:

  • Take ownership of the process of lead identification and prospecting, and generating interest in our client’s products, including actively seeking and conducting meetings and presentations with potential clients and partners.
  • Follow our client’s Sales and Implementation Process while tracking business utilizing SalesForce.com.
  • Select appropriate targets, build and align hospital coalition and move coalition to decision to purchase and implement the product. Work with other company Field Team members to facilitate a go-live process and support initial and continued testing.
  • Ability to present effectively and communicate our client’s product messaging.
  • Ability to sell across departments, to include some of the following: Microbiology, Infectious Disease, Quality/Risk Management, Administration, Laboratory, and
    Procurement.
  • Respond to requests for proposals, working closely with assigned current clients in securing repeat business.
  • Identify mechanisms, strategies and tactical plans to secure product revenue in the short and long term.
  • Working with Marketing, promote our client’s name within the industry, both in developing and executing strategies in support of this effort.
  • Identify key congresses, conferences, and regional meetings that are appropriate for the presentation of our client’s company and their products. Work with the company Marketing to develop materials for these meetings. Advise in the development of positioning documents and presentations, to potential customers and partners.
  • Interact with other members of the team to exchange information, generate technical documents that drive to closed business.
  • Coordinate with the company’s technical and operation teams and interact with the company’s legal team in the contract negotiation process.
  • Qualifications:
  • Strategic and tactical project planning and sales skills.
  • Experience with diagnostics capital equipment and reagent sales processes.
  • A minimum of three to five relevant sales/marketing and/or business development experience in the clinical diagnostics space.
  • Ability to work under a sales metrics structure with well-defined goals and delegated responsibility to meet those goals.
  • Ability to profile the needs and preferences of prospective clients and integrate this information into selling strategy.
  • Strong presentation skills.
  • Aptitude and interest to stay current on advances in product development and trends in the Diagnostics industry, leveraging this knowledge in communicating with clients.
  • B.S. or equivalent medical/sales/marketing experience.
  • Hold a valid full driving license valid for driving in the US.

Personal Characteristics:

  • Excellent cross-functional team participation skills.
  • Consistently displays a positive, patient attitude and extends respect and courtesy toward Supervisors and peers alike.
  • Highly organized and detail-oriented.
  • Results and goals oriented.
  • Excellent written and oral communications.
  • Ability to work in a fast-paced and changing environment; flexible and quickly adaptable to changing priorities.
  • Having integrity and a strong work ethic.
  • Passionate for both personal and corporate success.
  • Ability to work independently with minimal supervision and as a member of a team.
  • Commitment to quality.
  • Enthusiasm, attention to detail, the ability to meet aggressive deadlines, and ability to work effectively with others in a fast paced, highly-productive environment.

MENTAL AND PHYSICAL REQUIREMENTS/WORKING CONDITIONS

  • To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Mental Requirements:

  • Ability to solve practical problems in standardized and non-standardized situations.
  • Ability to perform standard mathematical calculations: add, subtract, percentages.
  • Ability to read and understand general business documents.

Physical Demands:

  • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • While performing the duties of this position, the employee is regularly required to talk, hear, sit, and use hands to finger, handle, or feel. The employee is frequently required to stand, walk, and reach with hands and arms. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 30 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Working Conditions:

Works in a remote environment, healthcare facilities and various forms of travel.

JOB SUMMARY

 

The Account Executive is responsible for the promotion and selling of the company’s products in the designated territory. Responsibilities include promotion and selling of existing and future focus product lines, both capital equipment and reagents, to new and existing customers while maintaining the current customer base.

ESSENTIAL DUTIES AND RESPONSIBILITIES

 

  • Meet or exceed annual placement goals for instrumentation and reagent sales forecasts.
  • Maintain current customers and increase sales of The company’s products to reference labs, hospital labs, physician’s office labs, and research / industry labs defined region.
  • Focus on the development of repeat business in the clinical laboratory marketplace and to increase market share of key product groups.
  • Follow up on leads generated by advertising, mail shots, trade shows, etc. in a timely fashion.
  • Provide required territory information to the Marketing Specialist to generate leads for designated territory and for regional Directors of Scientific Affairs.
  • Promote and sell all relevant Binding Site product groups to both current customers and new prospects by visiting all appropriate departments (Lab, Purchasing, Administration, Pathology etc) within each facility and follow up appropriately to ensure growth.
  • Keep up-to-date records in the Customer Management Database to ensure accurate communication of the activities and needs of the territory. Enter all necessary marketing information to assist marketing in targeting mail shots to potential customers.
  • Attend trade shows when required by the organization; for example the AACC meeting.
  • Provide prospects and customers with professional sales communications and written price quotes to assist in the promotion and selling of all products.
  • Provide technical support and customer service in conjunction with the technical service department to ensure all customer complaints are resolved to both customer and company satisfaction.
  • Maintain personal product knowledge and to update yourself on new product information, technical updates, company policies, discount strategies, etc. as they become available.
  • Make effective and productive use of the time by using both face to face and telephone contact in performing the sales process.
  • Work with regional Directors of Scientific Affairs to achieve territory and national goals for Freelite.
  • Coordinate the development and execution of Outreach Programs at regionally agreed upon accounts.
  • Coordinate the education of clinicians at Key Accounts to drive increased utilization of the company’s products

QUALIFICATIONS AND REQUIREMENTS

 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

 

  • BA/BS degree in Medical Technology or Scientific discipline (biological or chemistry based science) strongly preferred, or equivalent education and work experience
  • Experience in selling instrument and reagent solutions to the clinical laboratory within designated territory with proven track record of outstanding sales performance within the last 3 years required
  • Experience in capital equipment sales and strong closing skills required
  • Experience in Consultative Selling preferred.
  • Travel required could be substantial with average of 4 days a week in the field per week and 2-3 overnights each week.

 

 

PHYSICAL DEMANDS AND WORK ENVIRONMENT

 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

  • The employee will be required to stand and/or walk up to 5 hours a day and sit for up to 8 hours a day; use hands to handle or feel objects including keyboard and telephones.
  • Employee must be able to travel by various forms of transportation, most frequently car and airplane, to visit customers face to face. May require long period of time sitting while traveling.
  • May need to reach with hands and arms; climb stairs; balance, stoop, kneel, or crouch;
  • The employee will be required to talk and hear and have specific vision abilities include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus
  • The employee may occasionally lift and/or move up to 20 pounds. May be required to lift larger amounts when traveling (i.e. luggage).
  • The noise level in the work environment will vary by location but is usually moderate.

Summary:

The Strategic Business Executive-Molecular will be responsible for the achievement of Molecular sales goals for an assigned national territory within the company’s Infectious Disease division.  Position reports to the National Molecular Sales Director. The SBE-Molecular will coordinate sales efforts between the ID Acute & POL field team to achieve molecular ID Now goals. The SBE will be accountable to develop KOL relationships, Regional References, Key Strategic Opportunities and to meet stated sales goals with help from appropriate ID Account Executives, Technical Consultants, Clinical Consultants and the Regional Sales Director. Responsible for providing ongoing support to high value customers within a geographical area / market. Main activities in scope are implementing business strategies to achieve profitable business relationships and identifying new revenue opportunities with major accounts. Help ensure that the customers receive high quality customer service.

 

Tasks and responsibilities:

  • Ownership and achievement of Regional Molecular ID NOW sales goals, assigned MBOs and ID sales goals.
  • Work with the AE’s to help develop & accelerate the sales process of molecular opportunities to meet regional targets.
  • Develop regional Molecular support and training strategy
  • Obtain certification within the Vendor Credentialing requirements by being in compliance with current immunizations, required training, background checks and competency assessments
  • Travel is at least 60%
  • Must live within the designated region and proximity to major airport

 

 

  1. Provide strategic positioning for different types of molecular sales
  • Large, enterprise-wide sales
  • Target high-influence departments (ED, POCC, C-Suite)
  • Target with the assistance of POL AE on large Physician office and urgent Care groups (10+ offices)
  • Installed base new analytes expansion
  1. Involvement in training, both technical and sales
  • Provide a consistent knowledge base for sales by highlighting key skill sets
  • Focus on key differentiators
  • Positioning against competition
  • Process analysis (by site and interview)
  1. Utilize sales metrics to document the sales process
  • provide a common language for sales efforts
  • provide a roadmap to success while minimizing wasting time in less interested accounts
  • document progress and sales cycle
  • identify best opportunities for success
  • identify common sources of delay and failure
  • qualify potential targets
  1. Standardization of sales tools
  • Process improvement (conventional systems)
    • Lab process improvement
    • Clinical area process improvement
  • Cost advantage demonstrated through use of competitive ROI models.
  • Message standardization (process sale strategy)
  • Power Point presentation with key message
  • Key influencers and decision-makers identification
  1. Key account strategy
  • Identify key account opportunities in each region
  • Establish strong relationships with stakeholders in Area’s largest accounts.
  • Site-visit location
  • Peer reference
    • Lab
    • Clinical ( MD, RN, RT, etc)
  1. Market share strategy
  • Establish plan to increase market share
  • Provide ready sites for new analytes (ED & POCC)
  1. GPO’s/IDN’s
  • Candidate will have a solid understanding of National Accounts and GPO’s and be able to utilize those respective resources to drive new business growth.
  • Establish executive level IDN relationships to drive system standardization through an extension of GPO agreements or through establishment of local agreements.  This may include the negotiation and leverage of other ID company portfolio business outside of the product responsibility of the SBE Molecular.
  • Carries out duties in compliance with established business policies.
  • Demonstrates commitment to the development, implementation and effectiveness of company Quality Management System per ISO, FDA, and other regulatory agencies.
  • Responsible for exhibiting professional behavior with both internal/external business associates that reflects positively on the company and is consistent with the company’s policies and practices.
  • Understands and is aware of the quality consequences which may occur from the improper performance of their specific job. Has awareness of device defects that may occur in their area of responsibility, including product design, verification and validation, manufacturing and testing activities.
  • Perform other duties & projects as assigned.

Required Educational background:

  • BA/BS in sales, marketing, business management or related coursework.
  • Additional training in laboratory product sales and the diagnostics industry.

 

Preferred experiential background:

7-10 Years of proven POC or related successful Sales Experience. Minimum 2 years of related Capital Sales Experience. Demonstrated leadership experience – problem solving, conflict resolution, complex selling, planning and execution. Excellent interpersonal skills and documented success in team selling environment.

 

Tools and Equipment Used:

Basic business computer skills – SFDC, Sales Reports and Pivot Tables, Microsoft Suite, WebEx, iPad