Sr. Director, Area Sales - Southeast

About the position

The Senior Director, Area Sales will manage, develop, and direct the assigned Area clinical sales force to achieve sales revenue objectives, profitable growth, and assigned OPEX budget within the defined US geographical area. Directs strategic sales activities and manages multiple Regional Sales Directors within the sales area. Designs and executes clinical sales initiatives while establishing short and long term strategic sales objectives. Evaluates and implements new sales processes and tactics to increase the level of employee engagement and sales effectiveness. Recommends product and/or service enhancements to improve customer satisfaction and conversions of new business. Continuous review and improvement of sales processes, sales force vitality and employee professional development within the bioMérieux sales excellence environment. The Senior Director provides the necessary dynamic leadership, business acumen, emotional intelligence, and motivational impact critical to the growth, performance, and engagement of the team by setting the overall vision, providing strategic guidance, and creating an environment of robust performance.

Responsibilities

• Achievement of area revenue and profitability objectives.
• Validate regional sales information and recommendations to governing strategic plans and marketing reviews.
• Preparing and completing area sales action plans.
• Implementing quality and customer-service standards.
• Expedite resolving of problems.
• Identifying trends and determining regional sales system improvements.
• Constructively implementing change.
• Achievement of area operational objectives.
• Recruiting, selecting, orienting, training, and mentoring direct sales management reports and sales personnel.
• Communicating job expectations and planning, monitoring, and reviewing job contributions.
• Planning and reviewing compensation actions.
• Enforcing all corporate policies and procedures.
• Establishes area sales objectives by creating a dynamic sales plan and quotas for assigned regions and sales personnel.
• Maintains and expands customer base by supporting Full Potential sales activities.
• Building and maintaining rapport with key customers.
• Identifying new customer opportunities and developing relationships with new Key Opinion Leaders.
• Updating job knowledge and product knowledge by participating in educational opportunities.
• Performing all work in strict compliance within the guidelines of the bioMérieux Quality System.
• Oversight of the Regional Sales Directors' leadership and implement and monitor Professional Developmental Plans.
• Review and approve talent recruitment for open sales positions.
• Directly manage and proliferate the collaboration with all internal support functions.
• Develop, monitor, and manage the overall team's performance.
• Maintains an accurate monthly instrument and reagent forecast.
• Demonstrates collaborative Role Model Leadership.
• Performs other duties as assigned by the Sr. Director, Field Sale of US Clinical Sales.
• Responsible for directly supervising Regional Sales Directors geographically positioned across the Sales Area.
• Regional, National, and International travel will be required.

Requirements

• Bachelor's degree required.
• Minimum of 4 year Bachelor degree in business, economics, healthcare or similar required.
• Advanced degree in business management preferred.
• Proficient software training and utilization in Salesforce.com, Microsoft Word, Microsoft Excel, Microsoft Outlook, Microsoft Teams, Tableau and PowerPoint software programs.
• Minimum of 5 years field based sales team management/leadership experience.
• Minimum of 5 years field sales representative experience, including corporate account management experience.
• Experience as an effective sales leader in a matrixed environment.
• Proven track record of 10+ years of field based sales management and/or corporate account management with exceptional sales record preferred.
• Building and developing professional teams that report into a commercial organization.