Description

The Corporate Account Manager's main mission is to establish and develop long term business relationships with Integrated Delivery Networks (IDN), Health Systems, VISNs and other key accounts within a defined geographical region in order to sustainably achieve high performance in terms of customer satisfaction, revenue and profitability.

Primary Duties

Establish strong relationships with key stakeholders at assigned key accounts.

Assess, clarify, validate and quantify the customer's existing and unmet needs on an ongoing basis.

Prospect, develop and implement strategies to penetrate IDN and VISN customers to grow total business value throughout customer network.

Work cooperatively in a matrix environment with local sales teams, regional business managers, MELs and other colleagues in order to advance and close opportunities system wide.

Develop an Account Plan with a two-to-three year ambition for revenues and profitability in coordination with the local sales teams and key customer stakeholders.

Review and align on key projects and priorities with the customer. Identify and lead the resources and KPIs needed to meet the mutually identified objectives.

Proactively lead the execution of the plan with customer inputs where appropriate.

Negotiate and implement Master Supply Agreements, terms and conditions, pricing, etc. for the assigned customer and key accounts as required.

Ensure the compliance of business activities meet the most stringent requirements of legal and ethical standards and current company policies.

Ensure customer knowledge is available and shared by maintaining customer records in accordance with company guidelines and tools.

Organize and lead regular internal and customer facing business reviews to monitor performance, uncover new opportunities, and identify and implement corrective actions as needed.

Support and participate in relevant conferences, trade shows and symposia in coordination with sales leadership and marketing.

Perform all work in compliance with company quality procedures and standards.

Perform all other duties as assigned.

Education and Training
Bachelor's degree required in Business, Life Sciences, Social Sciences, or a related field.

Experience

Requires 7+ years of professional related experience which may include

• Proven success in In vitro Diagnostic (IVD) Capital Equipment sales experience
• Health System, National Accounts and IDN contract sales experience
• Sales management experience
• Experience in business-to-business and/or corporate account sales experience with strong understanding & integration of the strategic selling process and contract management
• Successful experience in territory sales and full knowledge of the product line(s) and applications.
• Demonstrated ability in meeting and exceeding defined goals and KPI's while gaining market share and driving profitable growth

Understanding the Business

• Functional skills including critical thinking, adaptability, time management, communication, problem-solving and digital literacy.
• Leading without authority through influence and guidance of others towards a common goal by using expertise, persuasion, and personal qualities to inspire action.
• Business acumen to understand how a business operates and how to make it successful. Intellectual Horsepower

• Understand complex information and interpret it accurately, often requiring critical thinking and analysis to grasp the full picture.
• Manage and meet competing deadlines, requiring careful prioritization and time management to ensure all tasks are completed on time.
• Critical thinking, using logic and reason to analyze information and make decisions in the workplace.

Maintaining Focus

• Make timely decisions by quickly choosing effective solutions in high-pressure situations for optimal outcome.
• Priority setting that align with business objectives
• Thriving in a fast-paced environment by managing tasks, multitasking, and adapting quickly to maintain productivity.

Getting Organized

• Organizing work and resources efficiently to ensure smooth operations
• Planning objectives and strategies to achieve them within a set timeline
• Practicing time management to allocate tasks, balance priorities, and meet deadlines efficiently

Focusing on the Bottom Line

• Drive for Results: Drive for Results while successfully removing barriers
• Action Oriented: Takes action even when facing challenges

Being Organizationally Savvy

• Ability to cooperate with others at all levels including leadership
• Ability to work cross-functionally allowing for better collaboration and communication when working across teams to achieve shared objectives

Communicating Effectively

• Effective Presentation Skills - including the ability to present technical data
• Written Communications - including the ability to communicate technical data in written form
• Effective verbal communication skills

Relating Skills

• Build and maintain positive, productive interactions with colleagues
• Easily accessible and open to communication
• Effectively navigate social interactions in the workplace

Acting with Honor and Being Open

• Consistently uphold and reflects the core ethical principles and values that bioMérieux promote
• Actively and attentively listen to others, ensuring a clear understanding of their messages, needs, and concerns.
• Emotional intelligence by having the ability to recognize, understand, and manage one's own emotions, as well as the emotions of others.
• Maintain composure by having the skill of staying calm, focused, and professional in high-pressure or stressful situations.

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.
• Domestic travel required 70 % of time
• Location dependent the selected incumbent will be required to be masked while working in client locations for extended periods when on site in hospitals.
• Ability to conduct client visits which entails the safe operation of motor vehicles, physically accessing customer facilities and frequent air travel

The estimated salary range for this field-based role is between $129,500 - $189,900. This role is eligible to receive a variable annual bonus based on company, team, and individual performance per bioMerieux's bonus program. This range may differ from ranges offered for similar positions elsewhere in the country given differences in cost of living. 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.

In addition, bioMérieux offers a competitive Total Rewards package that may include:

• 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

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