Molecular Account Executive - Cleveland

Diasorin•Cleveland, OH

9d•Remote

About The Position

The Molecular Account Executive will ensure assigned territory meets or exceeds Diasorin sales objectives. Work with Regional Sales Director to identify and evaluate market opportunities and sales potential, and establish and achieve sales objectives within assigned accounts. Negotiate contracts with customers, and drive high customer satisfaction through collaboration with support teams. Territory includes all of Ohio, except Toledo and Cincinnati. Candidate can live in or near Columbus or Cleveland.

Requirements

Bachelor's Degree
Minimum B.A./B.S. is required, with B.S. preferred or equivalent business experience of 10-15+ years
Minimum 5 years’ experience in healthcare related field (diagnostics, pharmaceutical or consulting) with at least 3 - 5 years combined in sales and marketing (Molecular preferred)
Demonstrated leadership experience
Familiarity with key accounts in defined territory and established relationships with key opinion leaders in an industry related to Luminex.
Knowledge of market and industry drivers
Strong interpersonal and communication skills with a solid track record of building both internal and external relationships and teams
Knowledge of internal/external market factors, interpretation and impact to industry
Excels at planning and organization, project management, and achieving results through complex, matrixes environments
Ability to foster and sustain strong interpersonal relationships with internal/external customers
Business Acumen
Negotiation Skills
Strategic Thinking
Capital Equipment Sales Skills

Responsibilities

Achievement of Diasorin’s annual financial goals and profitable revenue growth as assigned within the defined geographic territory.
Primary ownership of assigned customer targets within geographic territory.
Achievement of annual Instrument and Reagent sales objectives consisting of Infectious Disease, Genetics product lines in all targeted Diasorin markets.
The advancement of Diasorin’s Molecular Diagnostics' business objectives within our clinical diagnostic customers and is responsible for developing, implementing, and executing strategic business plans and at the executive level within the key accounts and with key opinion leaders within our diagnostic markets.
Leading the critical stages of the Sales Lifecycle within assigned customer base.
Identifying opportunities through gathering key decision-making criteria, qualifying, and gaining customer understanding (personal & professional goals).
Developing product and financial solutions for customers by thoroughly understanding their specific goals and laboratory situations.
Conducting and presenting appropriate workflow analysis, product information, and financial justification to create customer value and commitment.
Acting as Diasorin’s primary business consultant in actively leading the full spectrum of sales activities and the required internal, and external, negotiations. These negotiations should result in the desired outcomes for Diasorin and in win-win, solutions-based recommendations for our stakeholders.
Gaining agreement from the customer and Diasorin by following the Contract Department's policies and procedures.
Supporting the implementation of specified product lines from order to go-live and beyond.
Working collaboratively with Molecular Applications Specialists, Strategic Accounts, and Scientific Affairs to grow reagent sales and address ongoing customer needs.
Building and managing customer relationships within assigned geography.
Prepare accurate Salesforce.com forecast and account data as well as territory business plans and sales reports to achieve assigned sales quota and product mix objectives.
Meet or exceed the annual revenue goals in the geographic territory by developing and executing regional business plans that incorporate account specific business plans, strategies and knowledge of business drivers within region
Ability to plan and organize a total territory coverage/management strategy
The strategies and tactics outlined in the business plan should reflect the collective engagement and contributions of sales leadership, Strategic Accounts and Regional Marketing
Demonstrate ownership and accountability in the coordination and deployment of all Diasorin resources in accordance with the business plan to achieve financial and strategic objectives
Lead the development of key stakeholder relationships, scientific and executive, that enhance the overall value for our customers to conduct business with Diasorin that enables profitable growth
Lead and direct the development and implementation of specific territory strategies and tactics that achieve overall annual growth objectives
Develop long term Customer alliances to further support and drive capital sales based activities: prospecting, qualifying, account management, and providing sales support to customer base
Work with the Mdx Regional Sales Director, Strategic Account team (as necessary), and other relevant functions to define territory segment strategies and tactics for all Infectious Disease, and Genetics and product lines.
Acts as project manager to drive sales and marketing activities directly with Diasorin customers in the form of, but not limited to, technical education and training, collaborative customer meetings, sales and marketing collateral utilization, outreach opportunities, and research and study opportunities
Responsible for the promotion, pricing, and positioning of Diasorin molecular portfolio
Execute customer experiences and events designed to grow/stabilize, operationalize, or drive market development regionally and nationally
Drive to achieve organizational goals and objectives as Molecular Account Executive
Work with Molecular Applications Specialist to grow reagent sales and accelerate Instrument & Reagent go-lives
Assist Regional Marketing colleagues with the development of Diasorin’s strategic positioning which leads to sustainable competitive positioning and market development.
Routine forecasting, account profiling, record keeping and database management within Salesforce.com is required on a weekly/ongoing basis
Satisfy administrative requirements on time (e.g. Expense Reporting, Weekly Activity Reports, Business Plans, Forecasts, etc.)
Other duties as assigned.