Regional Sales Director - Ohio

About the role

The Director of Regional Sales will manage, develop, and direct the assigned regional US ClinOps sales team to achieve regional sales revenue objectives, profitable growth, and manage the assigned OPEX budget within the defined US geographical area. The role directs strategic sales activities and manages multiple Account Managers and Product Specialists within the sales region, executing sales initiatives while establishing strategic sales objectives aligned with the US ClinOps strategy. The Director implements new sales processes, strategies, and tactics to increase employee engagement and sales effectiveness, and recommends product and/or commercial service enhancements to improve customer satisfaction and new business conversions. Continuous review and improvement of sales processes, sales force vitality, and employee professional development are expected within the bioMérieux sales excellence environment. The individual provides dynamic leadership, business acumen, emotional intelligence, and motivational impact critical to the growth, performance, and engagement of the regional sales team by setting the overall vision, providing strategic guidance, and fostering a high-performance environment. The Director is responsible for achieving US ClinOps sales objectives across the entire bioMérieux portfolio of Equipment, Reagents, and Data & IT Solutions while collaborating cross-functionally to ensure a world-class customer experience.

Responsibilities

• Achieve regional revenue and profitability objectives; validate local Account Manager and Product Specialist sales information and recommendations; prepare and complete regional sales action plans; implement quality and customer-service standards; expedite problem resolution; identify local market trends; determine regional sales system improvements and implement change.
• Achieve regional operational objectives including recruiting, selecting, orienting, training, and mentoring direct reports and other Regional Sales Directors; communicating job expectations; planning, monitoring, and reviewing job contributions; planning and reviewing compensation actions; enforcing corporate policies and procedures; establishing fluid teamwork with cross-functional teams.
• Establish regional sales objectives by creating a dynamic sales strategy based on Cross Selling/Full Potential initiatives and developing relevant sales quotas for assigned Account Managers and Product Specialists in support of annual US ClinOps market commercial objectives.
• Maintain and expand the customer base by supporting Full Potential sales activities; building and maintaining rapport with key customers; identifying new customer opportunities; developing relationships with new Key Opinion Leaders within the assigned sales region.
• Update job and product knowledge by participating in educational opportunities, reading professional publications, and maintaining professional networks.
• Perform all work in strict compliance with the bioMérieux Quality System, US Regulatory, Human Resources policies, and Corporate Compliance requirements for this commercial job function.
• Implement and monitor Professional Development Plans for all assigned team members in GPS.
• Actively engage in talent recruitment for open sales positions in the sales region.
• Proactively manage and strengthen collaboration with all internal support functions (commercial and non-commercial).
• Develop, monitor, and manage the overall regional team’s performance per the corporate performance management process.
• Focus on delivering world-class customer experience with bioMérieux in alignment with the US ClinOps Sales organization’s annual goals and objectives.
• Utilize CRM to maintain an accurate monthly instrument and reagent forecast based on prescriptive opportunity and pipeline management within the assigned region.
• Demonstrate collaborative Role Model Leadership by cultivating a highly motivating sales excellence work environment.

Qualifications

• Education: Bachelor’s Degree in Business, Life Sciences, Biology, Microbiology, Molecular Biology, Chemistry, Clinical Laboratory Science, Healthcare Administration, or a related field.
• Experience: Minimum of 6 years field sales representative experience required, including demonstrated ability to lead others; experience as an effective sales leader in a matrixed environment; proven track record of field-based sales management and/or corporate account management with exceptional sales record; experience managing team OPEX expense and travel budgets per corporate guidelines; expertise presenting in-vitro diagnostic technical and clinical information to diverse audiences in an on-label compliant manner.

Knowledge, Skills, and Abilities

• Business acumen to understand how a business operates and how to make it successful.
• Functional skills including critical thinking, adaptability, time management, communication, problem-solving, and digital literacy.
• Flexibility, adaptability, and resilience to thrive in a dynamic work environment.
• Effective problem analysis leading to high-quality decisions.
• Learning agility to apply knowledge from experiences to new situations.
• Problem solving to address complex business challenges.
• Critical thinking using logic and reason to analyze information and make decisions.
• Manage competing deadlines with careful prioritization and time management.
• Detail orientation to complete tasks without errors and produce high-quality work.
• Analyze data and make decisions using data to guide recommendations and improvements.
• Understand and interpret complex information accurately.
• Influence change using skills and relationships to persuade adoption of new ideas, behaviors, or processes.

Supervisory Responsibilities

• Directly supervises approximately 7 employees; no indirect supervision.

Working Conditions

• Ability to remain in stationary position, often standing, for prolonged periods.
• Domestic and international travel required: 70% of time.

Pay

The estimated salary range for this field-based role in Ohio is between $140,000 and $197,500. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMérieux’s bonus program. Actual compensation within this range is determined based on the successful candidate’s experience and will be presented in writing at the time of the offer.

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.