Area Sales Manager

Detroit, MI, USA

Full-time

Company Description

Eurofins Scientific is an international life sciences company, providing a unique range of analytical testing services to clients across multiple industries, to make life and our environment safer, healthier and more sustainable. From the food you eat, to the water you drink, to the medicines you rely on, Eurofins works with the biggest companies in the world to ensure the products they supply are safe, their ingredients are authentic and labelling is accurate.

Eurofins is the global leader in food, environment, pharmaceutical and cosmetic product testing and in agroscience Contract Research Organisation services. Eurofins is one of the market leaders in certain testing and laboratory services for genomics, discovery pharmacology, forensics, advanced material sciences and in the support of clinical studies, as well as having an emerging global presence in Contract Development and Manufacturing Organisations. The Group also has a rapidly developing presence in highly specialised and molecular clinical diagnostic testing and in-vitro diagnostic products.

In over just 30 years, Eurofins has grown from one laboratory in Nantes, France to 55,000 staff across a decentralised and entrepreneurial network of 900 laboratories in over 50 countries. Eurofins offers a portfolio of over 200,000 analytical methods to evaluate the safety, identity, composition, authenticity, origin, traceability and purity of biological substances and products.

Job Description

Eurofins Viracor LLC is an equal opportunity employer and encourages individuals from all backgrounds to apply. By submitting your application, you acknowledge and agree to the following conditions:

1. Drug Screen: Successful candidates will be required to pass a standard drug screen as part of the pre-employment process.

2. Background Check: A thorough background check will be conducted for all potential employees. This may include, but is not limited to, criminal history, education verification, and employment history.

3. Visa Sponsorship: Eurofins Viracor LLC does not sponsor employment visas. All candidates must have the legal right to work in Lenexa, KS without requiring sponsorship. Unless approved by HR and supporting parties.

Basic Function and Scope of Responsibility

The Area Sales Manager is primarily responsible for achieving the financial objectives of an assigned territory by effectively implementing Viracor-Eurofins’ sales and marketing strategies to grow test volume and revenue. Specifically, the Area Sales Manager will be responsible for expanding business in existing Accounts and securing business from new accounts.

Essential Job Duties

Area Sales Manager - Minimum Attainment

• Achieve 100% of sales quotas for assigned territory

Territory Management

• Analyze information and data to develop a territory plan to achieve financial objectives maximizing call schedules, targeting, and appropriate company and test positioning

• Spend appropriate number of overnights to effectively cover geographical territory responsibility

• Organize, prioritize and perform sales activities which must adhere to business needs and objectives set annually by Sales Management and will include territory routing, call activity and pre-call planning goals

Selling

• Develops and implements a territory and strategic sales plan involving multiple stakeholders in the growth of the Viracor-Eurofins product portfolio

• Responsible for maintaining and growing the base revenue stream and insuring client satisfaction through consistent and ongoing client contact

• Calls on prospective clients to create demand, communicate medical, clinical and patient outcome benefits, deliver product information, prepare quotes and proposals within company guidelines

• Promptly and efficiently move a client through the sales process from cold call to close and follow-through

• Effectively prepare and deliver formal sales presentations to clients

• Follow through after the close to ensure appropriate sales processes are in place to maximize test volume from an account and to ensure timely payment from account

• Conduct client business reviews, as dictated by annual goals, throughout the year to retain and grow client business

Administration

• Maintain and executive on an accurate, robust pipeline of sales opportunities indicating close date, staging, products/revenue for weekly department meetings and monthly review at executive level

• Perform routine weekly & monthly administrative duties by established due dates

• Enter call notes into Client Relationship Management ASAP but no later than Monday the week following call completion

• Submit expense reports within 30 days of being incurred

• Complete Media Lab and other assigned departmental training

Performance Expectations

• Develop and maintain an effective/professional working relationship with external customers and internal colleagues to provide the best service possible

• Represent department and organization professionally and favorably and in accordance with established Company standards and associate attributes at all times

• Other duties as assigned by management

Senior ASM – Fully Meets the Responsibilities of Level I Plus the Following

• Mentor/coach other Area Sales Managers

• Assist with training sessions for sales team members

• Perform appropriate ASM duties as required

• Assist marketing dept. with research opportunities, data collection, customer reviews and promotion development

Qualifications

Essential Knowledge, Skills and Abilities

Area Sales Manager - Minimum

• Bachelor’s degree in the sciences or business administration

• At least 3 – 5 years of direct sales experience, laboratory services or medical sales preferred

• Ability to travel up to 75%

• Customer service focused and professional attitude

• Ability to solve problems, prioritize and multi-task

• Goal oriented, with excellent time management and organizational skills

• Excellent interpersonal skills, with ability to interact effectively and work efficiently with people at all levels in an organization

• Excellent verbal & written communication skills

• Keenly attentive to detail

• Ability to keep sensitive information confidential

• High-level proficiency with PC based software programs, specifically Microsoft Excel, SF.com, iPad and associated apps

Senior ASM – Fully Meets the Qualifications of Level I Plus the Following

• 5+ direct sales experience required

• 2 years territory goal achievement in last 3 years

• Leadership course/class successful completion within last 3 years

• Work with minimum supervision on highly complex projects

*Exceptions to these qualifications must be pre-approved by hiring manager and HR.

Physical Requirements

• Physical dexterity sufficient to use hands, arms, and shoulders repetitively to operate a keyboard and other office equipment, use a telephone, access file cabinets and other items stored at various levels, including overhead

• Ability to speak and hear well enough to communicate clearly and understandably with sufficient volume to ensure an accurate exchange of information in normal conversational distance, over the telephone, and in a group setting

• Ability to continuously operate a personal computer for extended periods of time (4 or more hours)

• Mental acuity sufficient to collect and interpret data, evaluate, reason, define problems, establish facts, draw valid conclusions, make valid judgments and decisions

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

Additional Information

Schedule :

• Monday-Friday 9am-5pm

What we offer:

• Excellent full time benefits including comprehensive medical coverage, dental, and vision options

• Life and disability insurance

• 401(k) with company match

• Paid vacation and holidays

Eurofins USA Clinical Diagnostics is a Disabled and Veteran Equal Employment Opportunity employer.