Business Development Manager-Southern California - Meridian Bioscience

About Meridian

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. Our innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems.

Job Summary

This position will be responsible for achieving financial plan for territory or accounts assigned for the Life Science unit by effectively managing territory and account strategy implementation with key accounts, consultative selling, and providing technical assistance for new & existing customers in the field of molecular and immunological testing; maximizing Meridian’s Life Science market share in existing and new accounts and sales opportunities by promoting product growth and providing development, management, and account direction for assigned territory.

Key Duties

Tasks/Duties/Responsibilities:

• Responsible for the development of new accounts and the growth of existing accounts through solid customer relationships, and communication of technical expertise related to immunological and molecular solutions.
• Accountable for the development and delivery of the sales strategies and plans required to meet or exceed the revenue targets for the region
• Responsible for managing 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.
• Proactive selling and growth strategy development and implementation.
• Establish or re-establish customer relationships by proactively calling and visiting new or inactive accounts/prospects. Specific functions may include introducing new products, sales programs, promotions, developing 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.
• Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and growth.
• Maintain up-to-date relevant metrics for proposals, contracts, conversion rates, and revenues. Provide additional metrics, as requested.
• Conduct lead generation activities as set by plan.
• Contact/visit customers and conduct products promotion including sample activities, review and identify strategic direction, problem areas, and opportunities to promote sales growth.
• Function as a “champion” for account base; address urgent issues with support from internal resources.
• Develop and monitor customer forecasts vs. actual
• Oversee collection of competitor and customer information for maintenance of customer databases.

Key Metrics for Success of the Demand Creation Process:

• Full Pipeline Management with SFDC that includes:
• Lead Conversion and Follow-up within 2 business days
• Sample Placement and follow-up
• Validation Support
• Full Commercialization Support
• Key Metrics that will be tracked:
• Face to Face Visits
• Business Reviews
• New Business Meetings
• Samples, Validations, and Commercialization of new business assays
• Effectively present business gained & business lost.
• Quarterly Territory Reviews to Sr. Leadership
• Identifying and closing new customers
• Forecasting for Territory with tracked accuracy
• Total Sales
• Sales growth per Territory & by Account

Other Duties and Physical Requirements

• Ability to walk up and down several flights of stairs throughout the workday in a multi-location facility.
• Must be able to adhere to applicable bio-safety practices when on the manufacturing floor or in laboratories
• Ability to stand, stoop, reach, push and pull carts throughout the course of the work shift
• Must be able to analyze and interpret data.
• Must be able to concentrate and problem solve routinely.

Qualifications

• Minimum – BSc in Biology, Molecular Biology or Life Sciences
• Preferred – Masters or PhD Degree in Biology, Molecular Biology, an MBA or equivalent would be advantageous
• Genomic Experience Strongly Preferred
• 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 
• 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.
• Must have 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.
• Must 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.
• Required Travel: >/= 50%

Key Stakeholders

• Inside Sales, Customer Service, Production, R&D, QA/RA, Finance, HR, Production Management, Business Leaders
• External: Vendors and government agencies, customers.
• Line Management
  • Reports to: Sales Director, North America, Life Sciences

Compensation Range: 

• $125,000 - $170,000 base + commission

*We are proud to be an EEO/AA employer Minority/Female/Disability/Veteran. We maintain a drug-free workplace and perform pre-employment substance abuse testing. (USA Only)*