Overview
The main function is to sell the Bio-Rad product line and meet sales goals for an assigned group of Key Accounts (multi-site laboratories with presence and activities spread over multiple sales areas and/or countries). It encompasses coordination of other Account Managers activities in relation with these customers (across the country and outside when applicable), qualification of opportunities, analysis of needs and proposal elaboration,sales negotiation and sales maintenance activities with customers to develop trust and business volume,
protecting margins and developing customers satisfaction and Bio-Rad’s brand image.
Responsibilities
Develops and executes a territory business plan; sells and promotes the Bio-Rad product line to meet sales goals for assigned Key Accounts; identifies and develops new client opportunities; negotiates offers and prices with Key Account top executives within defined range of responsibilities. Responsible for prioritizing project planning, meeting customer requests/deadlines, and organizing inter-territory management involving local Account Managers. Interacts with Field Specialists to organize demos, pre and post sales activities as appropriate.
Implements the Bio-Rad selling process including funnel and opportunity management in SFDC, reports
on activities as required by sales management
Elaborates and manages blue and gold sheets for Key Account management
Gives guidance and encourages other Account Managers involved with Key Accounts in other territories
Develops and demonstrates a thorough understanding of selling skills, sales forecasting, and budget tracking; monitors and evaluates competitive services, pricing and other activities Implements the Bio-Rad selling process including funnel and opportunity management in SFDC, delivers oral and written communications in a highly professional and coherent manner
Recognizes and demonstrates Bio-Rad’s complete commitment to customer satisfaction by providing prompt resolutions of customer problems or concerns; understands and upholds the Bio-Rad quality policy
Takes ownership of personal development and continuous learning; attends required sales training, seminars, and tradeshows
Works in conjunction with marketing and other sales teams to develop and implement sales and
marketing plans.
Monitors and evaluates competitive services, pricing and other activities.
Conducts targeted market research using a customer contact database.
Runs reports to identify customers without service coverage or who purchase specific categories of products to identify sale opportunities.
Provides support functions associated with sales, including the customer contact database and other records.
Supports and contributes to the development of marketing and sales tools and programs designed to boost sales (Advertising, internal and external promotions, customer surveys contest, ECT).
Qualifications
Bachelor’s degree or equivalent in a life science or related field.
5+ years of sales experience selling products in the medical instruments marketplace or equivalent combination of education and experience
Strong quantitative skills
Excellent written and verbal communication and presentation skills
Ability to produce results while working with multiple projects under tight deadlines
Demonstrated ability to operate effectively with diverse professionals in a team environment
May require basic laboratory skills, including sample preparation
Basic computer skills including Microsoft Office
Requires extensive travel – including overnights
