Job type full-time
Full job description
About meridian: meridian bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic productsWe are dedicated to developing and delivering better solutions that give answers with speed, accuracy and simplicity that are redefining the possibilities of life from discovery to diagnosisWe are looking for talented and passionate individuals that help drive our visionOur innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems.
Job summary: the business development manager will achieve financial plan for territory or accounts assigned for the life science unitThis person will be responsible for positioning and selling meridian bioscience’s portfolio of molecular biology regents, antigens and antibodies, and services to commercial partnersTo accomplish these goals, the successful candidate will utilize effective territory and account management strategies and utilize his/her technical background in a consultative selling manner in order to drive revenue growth with companies developing and building tests and assays in the human diagnostic, animal diagnostic and environmental testing marketsThe successful candidate will maximize meridian’s life science market share in existing and new accounts and sales opportunities by promoting product growth and providing development, management and account direction for assigned territory.
Key duties: responsibilities include:
Territory and account sales: achieve 100% or greater to life science sales plan_
Responsibility for achieving or exceeding sales plan
Execute the company`s marketing plan for achievement of product line sales plans and product launches
Coordinate all details relating to customer interactions at trade shows and conferences in territory.
Provide monthly sales forecasts and report monthly kpi’s for field sales activity and sampling
Maintain industry, company, and competitive product files
Analyze various market segments as new product opportunities present themselves for business considerations
Identify new opportunities that can significantly fuel growth
Maintain updated information on all customer contacts for our databases
Strategic management territory and accounts – partner with inside sales for the support and growth
Proactive selling and growth strategy implementation to accounts in territory
Establish or reestablish the customer relationships by proactively calling and visiting new or inactive accounts/prospectsSpecific functions may include: introducing new products, sales programs, promotions, developing proposals and contracts.
Utilize needs based and consultative selling techniques to determine product and service needs for both new and ongoing accounts/prospects.
Direct customer complaints, billing issues, technical/quality problems, etcTo appropriate area or inside sales.
Keep relevant metrics updated related to proposals, contracts, conversion rates and revenues and any additional requested metrics.
Conduct lead generation activities as set by plan.
Pricing coordination for assigned accounts.
Contact and visit customer and conduct products promotion including sample activities, review and identify strategic direction, problem areas and opportunities to promote sales growth.
Travel to customers >50% of time.
Develop and maintain business practices that minimize scrap and maximize product line profit margins
Obtain necessary approvals regarding pricing, margins, contract pricing.
Stay within sales expense budget
Monitor carefully territory expenses to minimize wasteful activities
Achieve increased sales performance for life science through development of new opportunities with corporate accounts and distribution partners_
Develop and maintain all contracts relating to key accounts and execute key account strategies and customer reviews.
Develop/maintain opportunities for sales growth in key corporate accounts and emerging market opportunities.
Consult with management any contracts before accepting terms or signing any quality agreements
Develop and maintain all pricing and business contracts in accordance with all company policies
Develop service programs to ensure positive customer relations with order entry, customer service, contract management, technical services, and sales
Accountable for any other duties and responsibilities as deemed appropriate by management.
Desirable knowledge, skills, abilities and personal attributes: _
Proven sales experience within the life sciences market selling molecular and/or immuno products to human ivd companiesPreferred: a demonstrated track record closing b2b deals with the top human ivd accounts
Excellent communication skills – both verbal and in written form
Ability to execute sound judgement and analyse complex issues
Ability to solve problems and make decisions
Strong interpersonal skills, with ability to interact with all levels within the company
Skills with microsoft office and a customer relationship management platform such as sfdc customer and market focused driven.
High need and proven ability to set and accomplish goals to deliver results.
Visionary and strategic, able to perceive growth opportunities.
Entrepreneurial, driven to successfully convert business opportunities into profit and value.
Innovative, creative, makes connections, curious and always learning.
Proactive, energetic, a self-starter.
Forms and values strong interpersonal relationships.
Attitude and ability to work in team environment, a team builder and effective collaborator.
Engaging, inspirational, enthusiastic and confident.
High integrity, sincerity, and standards.
Preferred understanding of iso13485, fda and ce-ivd regulations with regard to complaint compliance, product distribution and sales and marketing activities.
Must maintain strict confidentiality of extremely sensitive data, records, files, conversations, etc.
Key metrics for success of the demand creation process
Face to face visits to customers
Samples placed with customers
Follow up on sample feedback
Closure of the opportunity into an order
Business gained & business lost
Sales & margins
Sales growth per account
Qualifications: education and experience:
Bsc in biomedical sciences or related field
Masters or phd degree in a biomedical science, an mba or equivalent would be advantageous
1-3 year experience in sales at a life science company selling to industry and human ivd companies.
Ability to travel at least 50% of the time
Willing and able to travel and stay overnight at hotels in different cities
We are proud to be an eeo/aa employer minority/female/disability/veteranWe maintain a drug-free workplace and perform pre-employment substance abuse testing.*
Job type: full-time
Work location: multiple locations