Life Science Business Development Manager- Bay Area

About the role

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.

Responsibilities

• Develop and manage new accounts and the growth of existing accounts through solid customer relationships and communication of technical expertise related to immunological and molecular solutions.
• Manage all commercial opportunities within a large, high growth opportunity territory.
• Deliver Sales Performance, brand KPIs, financial targets, marketing objectives, etc. in order to meet or exceed on those objectives.
• Create pre-call/visit plan using SMART objectives and execute post-call/visit evaluation to continuously improve sales performance.
• Create and maintain Major Account Plans (MAPs) for large, complex customers and target accounts.
• Proactively sell and grow market share in existing and new accounts and sales opportunities.
• Establish or re-establish customer relationships by proactively calling and visiting new or inactive accounts/prospects.
• Introduce new products, sales programs, promotions, develop proposals, and contracts.
• Utilize needs-based and consultative selling techniques to determine product and service needs for both new and ongoing accounts/prospects.
• Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action to close on every sales call.
• Proactively and continuously aspire to serve customer needs, customer expectations and challenges to build trusted customer relationships and to achieve win-win agreements between Meridian and customers.
• Create and monitor customer forecasts vs. actual.
• Oversee collection of competitor and customer information for maintenance of customer databases.

Qualifications

• Minimum – Bachelor's Degree
• 5 – 7 years’ experience in Sales at a Life Science company selling to Industry or IVD.
• Strong business acumen and proficient use of business tools.
• Preferred – Masters or PhD Degree in Biology, Molecular Biology, an MBA or equivalent would be advantageous.
• Genomic Experience Strongly Preferred
• Proven sales experience within IVD market segments and a demonstrated track record dealing with high value IVD accounts.
• Proactively identifies customer style/behavior and adapts quickly in all aspects of the selling approach.
• Proven track record of double-digit growth.
• Strategic, consultative, and relationship selling skills required.
• CRM Pipeline Management experience – Salesforce preferred.
• Strong time management and organizational skills.
• Must be able to assess the importance of phone calls, emails, or documents and take appropriate action to involve the appropriate people quickly and accurately.
• Maintain strict confidentiality of extremely sensitive data, records, files, conversations, etc.
• Highly developed sales closing skills - must demonstrate with past results.
• Strategic planning and execution skills.
• Exceptional interpersonal, organizational and communication skills, integrity, respect for confidentiality, sound judgment and decision-making skills.
• Strong written and oral communication skills.
• (Clear, Concise and Honest).
• Good analytical and quantitative skills, leveraged by computer skills - MS Office (Word, Excel, PowerPoint).
• Outstanding customer service skills required.
• Ability to work well with other departments within the company.
• Ability to work well with Customer’s technical teams.
• Deep understanding of all quality management and regulatory requirements.