Outpatient Specialist - Bay Area, CA

About the role

The Outpatient Specialist’s main mission is to maintain and grow the current customer base while creating new opportunities through selling the BIOFIRE product line. This includes the sales of instruments, reagents, and other services to drive increased adoption and market share within a defined geographical region. The Outpatient Specialist is directly responsible for achieving the territory sales goal through outpatient clinics affiliated with IDNs and clinics not affiliated with IDNs within their assigned territory. Additionally, the Outpatient Specialist will manage both direct sales as well as sales through distribution partners to achieve high performance in customer satisfaction, revenue, and profitability.

Responsibilities

• Deliver effective sales call management, opportunity management, pipeline management, and forecast accuracy.
• Identify and establish relationships with key customers and opinion leaders within defined territory.
• Establish and maintain relationships with distribution partners to support and advance opportunities and closes.
• Assess, clarify, validate, and quantify the customer’s existing and unmet needs on an ongoing basis.
• Identify high-value targets within assigned territory and develop strategies to close new business in those accounts as part of the Regional Sales team.
• Maintain existing customer business to minimize lost business.
• Work cooperatively in a matrix team and with other colleagues to advance and close opportunities.
• Serve as a liaison between the Outpatient market and Marketing, channeling competitive intel from the field to Marketing and participating in marketing projects and new product launches as needed.
• Identify key opinion leaders (KOLs) within defined territory.
• Manage opportunity pipeline to ensure the timing of closes matches the monthly forecast as represented in the CRM tool and related dashboards.
• Ensure compliance of business activities with legal and ethical standards and current company policies.

Requirements

• Bachelor’s degree in Business, Life Sciences, Biology, Microbiology, Molecular Biology, Chemistry, Clinical Laboratory Science, Healthcare Administration, or a related field.
• Minimum of 2 years of related professional experience, which may include sales, customer-facing commercial support, field application support, clinical laboratory consulting, technical support, or other customer engagement experience within the in vitro diagnostics (IVD), medical device, life sciences, or healthcare industry.
• In lieu of a Bachelor’s degree, 4 additional years of related professional experience (as defined above) will be accepted.
• Infectious disease market experience preferred.
• In vitro diagnostic (IVD) capital equipment experience preferred.
• Point-of-care (POC) sales experience preferred.
• Distribution-sales experience preferred.

Skills

• Critical thinking, adaptability, time management, communication, problem-solving, and digital literacy.
• Ability to lead without authority through influence and guidance of others toward a common goal.
• Business acumen to understand how a business operates and how to make it successful.
• Effective problem analysis leading to high-quality decisions.
• Ability to understand complex information and interpret it accurately.
• Manage and meet competing deadlines through prioritization and time management.
• Make timely decisions in high-pressure situations.
• Communicate instructions clearly and effectively.
• Assertiveness and confidence in the face of challenges.
• Drive for results while successfully removing barriers.
• Action-oriented, taking initiative even when facing challenges.
• Ability to cooperate with others at all levels, including leadership.

Working Conditions

• Ability to remain in a stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.
• Ability to adjust or move objects up to 50 pounds in all directions.
• Location-dependent masking while working in client locations for extended periods, especially in hospitals.
• Safe operation of motor vehicles, physically accessing customer facilities, and frequent air travel.
• Domestic travel required: 70% of time.
• International travel required: 0% of time.

Pay

The estimated salary range for this field-based role is between $101,000 - $164,400. Actual compensation within this range is determined based on experience. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMerieux’s bonus program.

Benefits

• A choice of medical (including prescription), dental, and vision plans providing nationwide coverage and telemedicine options.
• Company-provided life and accidental death insurance.
• Short and long-term disability insurance.
• Retirement plan including a generous non-discretionary employer contribution and employer match.
• Adoption assistance.
• Wellness programs.
• Employee assistance program.
• Commuter benefits.
• Various voluntary benefit offerings.
• Discount programs.
• Parental leaves.