Health Systems Manager - South Region

Major Duties

• Identify and establish ongoing relationships at Health System’s corporate headquarters and/or other developing market segments with the highest-level system contacts, i.e. C-Suite, VP of Lab Services/Operations, VP of Supply Chain/Materials Management, VP of Contracting, POC/Outreach, Urgent Care/Clinics, Government etc
• Strong knowledge of C-level/VP buying influencers within Health Systems with ability to gain access to key decision makers
• Lead and assist the development and execution of strategies to identify new Health Systems and introduce/make aware of Meridian solutions to grow, maintain and win new business
• Collaborate with senior leadership to align regional initiatives with broader organizational goals and vision
• Serve as a product expert, providing high-level insights and guidance on emerging trends, technologies, and competitors
• Gain and maintain C-suite, VP, Sr. Dir. corporate relationships
• Regular cadence and ongoing quarterly communication/updates with key Health System decision makers
• Facilitate the National or Regional rollout/launch of strategic Health System agreements
• Provide coaching and strategic guidance to local Meridian Account Executives in collaboration/teamwork with their Regional Sales Directors
• Develop Health System pricing/contracts strategies working closely with internal Sales Operations/Contracting teams that align with Meridian Bioscience, Inc. corporate initiatives
• Conduct Quarterly/Semi-annual Business Reviews with contracted Health Systems
• Maintain proper reach and frequency into assigned Health Systems with established metrics and document the activity, meetings, strategy etc. in both CRM and Strategic Account plans
• Provide quarterly updates on Health System pipeline management, activity and new opportunities to include expected contracts/agreements, term and estimated annual revenue to be closed/won
• Provide quarterly updates on assigned Health System’s performance to their year over year spend
• Manage and report quarterly contract performance and compliance to signed contracts/agreements. Reporting and plans to gain compliance
• Work with Marketing department and Product Managers as needed to develop campaigns/programs which promote Meridian's products
• Regular updates and cadence to Health System’s corporate contacts on all new platforms, tests, FDA approvals, promotions, etc
• Work with Regional Sales Directors and Account Executives to identify, develop, execute and track regional and local Meridian interest to Health System level opportunities
• Develop Health System Strategies that include enlist the support of other internal Meridian teams, i.e. ISR, TIS, Finance, etc
• Negotiate contracts and committed agreements with Health Systems that provide profitable, long-term growth opportunities
• Develop strategic relationships and alliances with our Distribution Partner’s Health System Executives to grow exsiting and secure new Meridian business and Health Systems
• Develop selling strategies which incorporate and increase Health Systems’s partnership and drive revenue with Meridian’s strategic GPO partnerships
• Work with Sales admin and finance in tracking sales revenues, profitability, and contract compliance to ensure maximization of contract opportunity
• Communicate with sales and marketing regarding GPO/Health System activity, competitive information, etc
• Communicate with Sales Leadership and Operations/Finance regarding financial models relative to GPO/Health Systems’s strategies
• Input sales calls, contacts and account activities in CRM
• Other duties as assigned.

Qualifications

• Minimum Education or Equivalent Experience Required/Preferred: Bachelor’s degree in Business, Healthcare, or Science required
• Successful experience working with National Reference Labs, Health Systems, Regional and National Accounts
• 6-8 years sales experience or similar equivalent/background into laboratory and/or diagnostics market
• Previous Sales Management / Sales matrix leadership required
• Proven track record of closing Health System agreements/contracts

Competencies

• Candidate must live in assigned territory
• Proven ability to develop and execute selling strategies which grow company’s Health System’s/GPO business and market share
• Proven ability to analyze sales data, complex business contracts and develop solutions which maximize company’s profitability
• Successful experience working with distribution channels
• Must be detailed oriented with ability to negotiate and execute contracts
• Proficient on Excel, Word, PowerPoint, and Outlook at intermediate level or higher
• Possess excellent product knowledge across all product lines
• Possess excellent planning, organizational, and administrative skills
• Able to maintain regular attendance and punctuality requirements
• May be required to work outside normal business
• Strong written and verbal communication skills
• Able to work in a collaborative environment
• Strong confidentiality and ethics required

Required Travel %

65%