Account Manager - Kansas City

Account Manager

The Account Manager is responsible for maintaining and growing the Microbiology, Immunoassay, Molecular and Vision Suite customer base. This role will focus on creating new business opportunities through the placement of instruments, reagents and services leading to increased revenues for the company within a designated Region. The Account Manager is directly responsible for achieving the territory sales goals and maintaining existing customers within their assigned territory in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability. The Account Manager acts as the direct contact to the customer and is accountable as the point person for all communication both internally and externally.

Primary Responsibilities

Business Development and Execution:

• Create and execute business plan to achieve or exceed territory growth per company plan and drive new business revenue through selling new instruments and reagents
• Develop strategy and individual responsibilities to close sales of all high value targets
• Maintain existing customer business to minimize lost business
• Manage pipeline to ensure timing of closes matches Monthly Forecast & Quarterly Business
• Coordinate activity of other field sales personnel in context of business plan
• Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages towards goal achievement
• Deliver effective Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy

Product and Technical Sales:

• Provide technical expertise/assistance in product line as required in sales process
• Support and/or deliver key sales presentations/demonstrations where required
• Communicate with customers on product line technical issues where required
• Work collaboratively in a matrix environment with Regional and US Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Vision Suite
• Leverage timely and effective engagement of Product Specialists, Service, Marketing and other internal personnel to progress, advance and close Opportunities within Region

Relationship Management:

• Develop relationships with key customers/opinion leaders within defined territory.
• Establish relationships with these identified opinion leaders/reference accounts.
• Leverage relationships to expand existing business within defined region.
• Channel competitive information gathered in field to marketing and sales teams.
• Implement and participate in pilot projects with new product launches.

Administrative Responsibilities:

• Conduct quarterly business reviews with the Product Specialists and other supporting sales associates.
• Submit expense reports on a weekly basis.
• Maintain customer records in CRM on a daily basis for all accounts in their database.
• Close all appointments with notes and update milestones on a daily basis.
• Achieve minimum forecast accuracy for US dollars on a monthly basis performance expectations.
• Perform all work in compliance with company quality procedures and standards.
• Performs other duties as assigned.

Education and Experience

• Associates degree in Business or Life Sciences field and a minimum of 4 years of professional sales experience OR Bachelors degree in Business or Life Sciences field and a minimum of 2 years of professional sales experience required.
• Bachelors degree with 4 years of customer facing experience within the IVD market in lieu of professional sales experience will receive consideration.
• Capital and Reagent sales experience within clinical laboratory preferred
• Proven and documented track record in exceeding territory Capital and Reagent goals
• Proven and documented track record of consistent top finishes within sales team

Knowledge, Skills, and Abilities

Business Skills:

• Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
• Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
• Business acumen to understand how a business operates and how to make it successful.

Intellectual Horsepower:

• Effective and efficient problem analysis that leads to high-quality decisions.
• Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
• Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.

Creating the New and Different:

• Influence change using skills and relationships to persuade others to adopt new ideas, behaviors, or processes.
• Perspective to see the world from another person's viewpoint thus gaining new insights and finding creative solutions to challenges.
• Effectively deal with ambiguity requiring adaptability, critical thinking, and proactive communication to navigate situations with limited details

Maintaining Focus:

• Make timely decisions by quickly choosing effective solutions in high-pressure situations for optimal outcomes
• Priority setting that align with business objectives
• Thriving in a fast-paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity.

Getting Organized:

• Organizing work and resources efficiently to ensure smooth operations
• Planning objectives and strategies to achieve them within a set timeline
• Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently

Getting Work Done Through Others:

• Informing others by sharing clear, timely information to ensure alignment.
• Managing and measuring work by tracking progress, performance, and goal achievement using metrics and KPIs.

Managing Work Processes:

• Collect and analyze data to drive informed decision-making to improve performance and identify issues
• Dealing with Complex Situations
• Communicates instructions clearly and effectively
• Demonstrates assertiveness and confidence in the face of a challenge

Focusing on the Bottom Line:

• Drive for Results: Drive for Results while successfully removing barriers
• Action Oriented: Takes action even when facing challenges

Being Organizationally Savvy:

• Ability to cooperate with others at all levels including leadership
• Ability to work cross-functionally allowing for better collaboration and communication when working across teams to achieve shared objectives

Communicating Effectively:

• Effective verbal communication skillsWritten Communications - including the ability to communicate technical data in written form
• Effective Presentation Skills - including the ability to present technical data

Relating Skills:

• Build and maintain positive, productive interactions with colleagues
• Easily accessible and open to communication
• Effectively navigate social interactions in the workplace

Acting with Honor and Being Open:

• Consistently uphold and reflects the core ethical principles and values that bioMérieux promotes
• Actively and attentively listen to others, ensuring a clear understanding of their messages, needs, and concerns.
• Emotional intelligence by having the ability to recognize, understand, and manage one's own emotions, as well as the emotions of others.
• Maintain composure by having the skill of staying calm, focused, and professional in high-pressure or stressful situations.

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
• Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
• Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel in performance of assigned duties.

The estimated salary range for this field-based role is between $82,000 - $134,500. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMerieux's bonus program. This range may differ from ranges offered for similar positions elsewhere in the country given differences in cost of living. Actual compensation within this range is determined based on the successful candidate