Senior Regional Point of Care Specialist - South Central

Meridian Bioscience, Inc.•, LA

About The Position

The Senior Regional Point of Care Specialist drives profitable Point of Care growth across an assigned territory covering Texas, Louisiana, Oklahoma, Arkansas, and Mississippi. The role focuses especially on complex health-system opportunities and enterprise-wide LeadCare II standardization. It leads multi-stakeholder sales initiatives involving clinical, laboratory, supply-chain, administrative, and executive decision-makers, and develops growth plans with distribution partners and cross-functional Meridian teams. As a senior individual contributor, the specialist mentors field colleagues, leads selected commercial initiatives, and contributes to regional and national sales strategy. The position requires travel throughout the region, including some overnight stays, and up to 65% travel. The specialist manages territory sales activities and account plans to achieve revenue and profit goals; develops new business; coordinates customer evaluations and implementations; and works with distributors, health-system managers, marketing, technical support, customer service, sales leadership, and other Regional POC Specialists. The role also maintains CRM records and forecasts, completes required reports and sales administration, supports onboarding and field training, represents Meridian at trade shows and sales meetings, and assists with customer inquiries and issue resolution.

Requirements

Bachelor’s degree in Business, Healthcare, or Science.
At least 8 years of sales experience, or similar equivalent/background in the laboratory and/or diagnostics market.
At least 5 years of distribution sales experience.
Proven success with IDN standardization.
Demonstrated ability to lead cross-functional initiatives and influence others without direct authority.
Successful experience working with health systems, regional accounts, and national accounts; experience selling in a complex environment, preferably laboratory diagnostics.
Ability to establish and maintain favorable external and internal customer relationships and exercise good judgment.
Professional, consultative selling skills and knowledge of sales and marketing in the diagnostics industry.
Intermediate computer proficiency, including Word, Excel, and CRM.
Excellent interpersonal, organizational, written, and oral communication skills, including ability to interact effectively at all organizational levels.
Self-starter with attention to detail, strong organization and prioritization skills, and ability to balance workloads, meet critical deadlines, and perform under pressure in a fast-paced sales environment.
Highly motivated and adaptable to changing priorities; able to manage time, set priorities, and achieve sales plans.
Ability to maintain regular attendance and punctuality.
Ability to work outside normal workday hours, including evenings or weekends, to achieve sales goals.
Ability to cover the entire assigned region, including overnight stays, and travel up to 65%.
Ability to translate a high-level vision or strategy into a people strategy or plan that achieves results.

Responsibilities

Manage the assigned territory to maximize Point of Care sales revenue and profit, identify and close new business, and achieve sales plans across product categories.
Lead complex, enterprise-wide LeadCare II standardization initiatives across health systems, IDNs, and affiliated non-acute locations.
Develop strategic account plans covering executive alignment, clinical adoption, contracting, distribution fulfillment, implementation, and long-term utilization.
Develop regional distributor growth strategies and influence distributor leadership to prioritize LeadCare II.
Lead cross-functional teams and account initiatives, recommending regional strategy and aligning initiatives with organizational goals.
Mentor Regional POC Specialists, share field best practices, conduct ride-alongs, support onboarding, and lead selected training sessions and national sales meeting content.
Build and maintain relationships with healthcare providers, decision-makers, distribution partners, Health System Managers, marketing, technical support, customer service, sales leadership, and other Regional POC Specialists.
Deliver executive-level presentations and product demonstrations and partner with Health System Manager and Marketing teams on tailored client solutions.
Identify process improvements and use industry data, trends, technology, and competitive knowledge to improve regional programs and drive growth.
Use the Meridian Selling Process to prioritize accounts, develop regional growth plans, build account strategies, and meet revenue plans.
Develop account-specific objectives for top accounts, account and distributor action plans, territory routing strategies, and territory priorities and allocate selling time.
Coordinate customer evaluations and implementations; manage the contract process; and develop selling skills and appropriately sized, accurately forecasted opportunity funnels.
Record business activities, account profiles, opportunities, next steps, and contact information in CRM; maintain account records and use monthly CRM forecasts to track and plan opportunities.
Make at least 15 sales calls or meetings per week and attend regional and territory meetings and conference calls.
Maintain the company car, sales samples, literature, and sales tools and equipment; complete inventories and order replacement materials as needed.
Submit weekly, monthly, and quarterly reports to the Sr. Director, Global POC, and other required recipients; provide constructive feedback and field insights to leadership.
Plan regional coverage and submit itineraries to the National Sales Director, POC, within the specified timeframe.
Work outside normal business hours, including evenings or weekends, when needed to achieve sales goals; travel throughout the region, including overnight stays, up to 65%.
Represent Meridian Bioscience at regional and national trade shows and take a leadership role in national sales meetings, regional conference calls, and training meetings.
Assist with customer inquiries and resolution as needed and perform other duties as assigned.