Director, Sales Point of Care

Meridian Bioscience, Inc.

21d

About The Position

Meridian Bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic products. We 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 diagnosis. We are looking for talented and passionate individuals that help drive our vision. Our innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems. Job Summary The position performs many functions in the sales department that directly relate to growing the business and supporting our customers, our sales force, and our internal customers. The position requires the necessary leadership skills that will help lead Meridian Bioscience, Inc. to meet andexceed the company’s goals in the area of sales and profits.

Requirements

Bachelor’s Degree in a business or science-related field required.
Minimum of 10-15 years of Regional Sales Management experience, selling in complex situations.
Diagnostic market experience preferred.
Candidate must live in assigned territory.
Strong leadership, motivational and supervisory abilities.
Working knowledge of GPO’s, IDN’s and Distribution Management.
Ability to read, understand and follow all company Standard Operating Procedures (SOPs) and guidelines.
Must be able to empathize with the customer, understand customer needs, act in an urgent manner to resolve customer issues and raise issues internally to the appropriate people to resolve customer issues.
Familiarity with scientific principles. Microbiology knowledge is especially helpful.
Excellent problem solving and troubleshooting skills.
Excellent interpersonal, organizational, written, and oral communications skills.
Ability to maintain regular attendance and punctuality requirements.
Must be able to work additional hours outside the course of the normal work day (evenings and weekends) to support department needs.
Ability to work independently as well as collaboratively in a team setting with peers and colleagues in a cross functional setting.
Must be a self-starter, able to prioritize and handle multiple tasks and ability to meet strict deadlines and perform under pressure in a fast-paced work environment.
Travel: Up tp 60%

Nice To Haves

Preferred: 3+ years experience in Marketing, Training and/or Corporate Accounts in a leadership capacity.

Responsibilities

Attain or exceed 100% of the national adjusted sales plan.
Contribute to the development and implement the Sales and Marketing Plan at the national level and furnish feedback to the home office on field-level activities.
Take ownership of achieving national sales goals by supporting each representative in reaching their individual territory sales targets
Cultivate customer relationships within each region, encompassing hospitals, reference labs, distributors, Key Opinion Leaders, and other stakeholders. Execute new product launches to ensure full participation among representatives and attainment of national objectives.
Strive to maintain or enhance average selling prices of products to directly impact company profitability.
Accept fiduciary responsibility for Sales, communicate, and uphold adherence to Meridian's corporate policies and procedures.
Ensure ongoing development of personnel.
Develop each representative to their fullest potential through effective management skills, including interpersonal, listening, pre- and post-call analysis, coaching, counseling, and sales leadership.
Train and coach the sales force, actively participating in the execution and maintenance of the sales training program.
Conduct joint sales calls during field travel with representatives, aiming for collaboration at least once per quarter.
Provide evaluations of sales calls during field travel, offer necessary feedback using the Field Travel Report, and develop action plans for each representative.
Establish and maintain open and frequent communication with each representative, Sales Leadership, and corporate personnel, holding weekly conversations as a minimum.
Foster a sense of teamwork, leading by example as a positive role model.
Conduct regular performance appraisals with representatives, with formal appraisals for merit increases done annually.
Take timely corrective measures related to performance or behavioral problems.
Recruit, interview, and hire field sales personnel, maintain relationships with recruiters and keeping a backlog of candidates to minimize downtime
Ensure timely and accurate completion of administrative duties for both representatives and self.
Assist in developing the annual sales department expense budget and monitor sales expenses versus budget once finalized.
Aid in developing and implementing salary and bonus compensation packages.
Maintain comprehensive current records on each representative, including strengths, areas for development, and territory sales plans.
Approve and administer all special pricing agreements.
Schedule and lead sales meetings as needed, participating in the planning and leading of national meetings when appropriate.
Ensure compliance with CRM, logging and updating sales calls, meeting notes, and opportunities as required.
Manage a sales opportunity pipeline or forecast to ensure achievement of the sales plan.
Uphold adherence to the company’s policies and procedures
Develop and execute a personal development plan annually.
Provide and accept critical assessment and feedback.
Possess a strong working knowledge of products and competition to assist the sales force in their knowledge.
Perform other duties as assigned.