Create and execute business plan to achieve or exceed territory growth per company plan and drive new business revenue through selling new instruments and reagents:
Develop strategy and individual responsibilities to close sales of all high value targets.
Maintain existing customer business to minimize lost business.
Manage pipeline to ensure timing of closes matches Monthly Forecast & Quarterly Business Plan.
Coordinate activity of other field sales personnel in context of business plan.
Monitor monthly sales as reported in Tableau for accuracy and adjust action plans to account for shortages towards goal achievement.
Provide technical expertise/assistance in product line as required in sales process.
Support and/or deliver key sales presentations/demonstrations where required.
Communicate with customers on product line technical issues where required.
Work collaboratively in a matrix environment with Regional and US Product Specialists for all product franchises including Microbiology, Molecular, Immunoassay and Vision Suite.
Leverage timely and effective engagement of Product Specialists, Service, Marketing and other internal personnel to progress, advance and close Opportunities within Region.
Relationship Management
Develop relationships with key customers/opinion leaders within defined territory.
Identify and develop key opinion leaders/reference sites within defined region.
Establish relationships with these identified opinion leaders/reference accounts.
Leverage relationships to expand existing business within defined region.
Channel competitive information gathered in field to marketing and sales teams.
Implement and participate in pilot projects with new product launches.
Collaborate and coordinate in order to close business system wide.
Abilitytodescribeandexplainhighlydetailedtechnicalinformationtomultiplebuyinginfluencesincluding laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers