General SummaryThe OEM Sales Director is responsible for various tasks related to business development and managing OEM partners. The primary focus will be driving new business and protecting existing business for a set of OEM customers. They include building a funnel, building relationships at various levels, learning, and understanding their operations, bringing the necessary technical support in, and various responsibilities working with in house team members to support your efforts. This position will define and drive the commercial initiatives for OEM channel partners, ensuring alignment of these initiatives with the overarching objectives of the business.
Duties and Responsibilities1. Achieve OEM sales plan.
a. Develop business growth plans and initiatives through existing OEM accounts. Protect existing accounts while finding new opportunities to grow their business.
b. Develop and sign contracts with existing customers.
c. Conduct regular business reviews. Alignment between the Finance, Marketing and Sales leadership and executes plans to realize growth opportunities.
- Achieve quarterly, and annual sales goals set for the position.
- Develop strong relationships and drive to understand customer needs.
- Learn our products - Review available technical literature to maintain an awareness of current products.
- Prepares weekly/monthly action plans and goals and review in weekly one on ones with VP of OEM sales.
- Annual Pricing: Support Annual pricing reviews with OEM partners. This includes working with Finance team.
2. Drive and close new OEM accounts.
- Call on key OEM account targets where SLMP currently has no business.
- Key targets will be in the microbiology, cytology, chemistry, molecular diagnostics as well as histology space.
- Build a sales funnel of new opportunities.
- Utilize the key manufacturing sites to conduct customer VIP visits.
- Strategize with senior leadership to identify opportunities, gaps, objections.
3. Administrative duties
a. Prepare presentations, proposals, and sales contracts.
b. Review contracts with internal team and legal representatives.
c. Identifies and resolves OEM client concerns.
d. Communicates new product and service opportunities, special developments, information, or feedback gathered through field activity to appropriate OEM partners.
e. Participates in marketing events such as seminars, trade shows, and telemarketing events.
f. Perform other duties as assigned.
g. Performs in a manner consistent with company core values and purpose.
h. Demonstrates independent thinking and initiative on a consistent and regular basis.
i. Be relentless and driven to exceed goals.
j. Provides excellent customer service.
k. Always demonstrates teamwork.
l. Follows other policies and procedures such that there are no verbal or written warnings during the evaluation period.
The duties described above are not inclusive. Additional duties may be permanently assigned or required from time to time due to the need to respond to customer needs and remain competitive in the marketplace.
Minimum Knowledge, Skills, and Abilities RequiredWork environment characteristics described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
1. 10+ years of commercial sales experience and understands large account complex selling.
2. Minimum of bachelor's degree in biology, chemistry, or other relevant business field
3. International experience in Europe and NA would be desirable. Coverage will be across both regions and potentially extended.
4. Understand financial basics and be adept in Excel - Work on margin, cost positioning and understand OEM needs to capture market share.
5. Ability to examine documents for accuracy and completeness.
6. Must possess a current, valid drivers' license for state of residence.
7. Must be able to travel up to 50% of the time.
8. Must work from a home office and be able to work on a regular basis during regular business hours.
9. Skilled in use of computer and software, including Word, Excel, and Outlook.
10. Ability to read, analyze, and interpret general business documents, technical procedures, and policy instructions.
11. Ability to write routine reports, and general business correspondence.
12. Ability to effectively present information and respond to questions from managers, vendors, and OEM customers.
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