The Regional Point of Care Specialist (RPOCS) is a results-oriented professional responsible for driving growth and achieving sales plan in the LeadCare and other rapid point of care diagnostic product lines within assigned region.

Territory will cover: TX, LA, OK, AR, MS

Sales Growth Achievement

• Organize, manage, and work respective territory in such a way as to maximize growth in sales revenue and profit:
• Successfully identify and close new business POC opportunities within the assigned geographical territory
• Understand and incorporate the Group Purchasing, IDN, National Clinical Reference Lab and Local Health Delivery Network strategy into the POC sales strategy and revenue growth plan.
• Use the company’s resources in a judicious manner.
• Strive to achieve sales plan in all POC product categories
• Make the required number of sales calls per week (15 meetings/calls per week) to maximize sales productivity and business opportunity
• Use Meridian Selling Process to determine priorities, develop regional POC growth plan, build account strategies and tactics to achieve revenue plan.
• Develop and maintain working relationships with Distribution partners within region.
• Develop and drive account specific objectives in top accounts to expand business.
• Learn and maintain in depth understanding of competition.
• Record daily all business account related activities, next steps, account profile information, Opportunities, and key contact information in CRM and maintain its accuracy.
• Use the CRM monthly forecast as a tool to measure, track, and plan the new business opportunities.
• Represent MBI at trade shows and conventions when necessary.
• Cooperate with other departments within the company as needed.
• Attend regional and territory meetings and conference calls to increase visibility of MBI’s POC product line.
• Build relationships with physicians, laboratorians, and other key decision influencers in the region to support the expansion of MBI POC product line.
• Develop and maintain excellent selling skills, including cold calling, lead follow up and qualification, selling presentations and demonstrations, objection handling, quoting, negotiating, closing and account management.
• Develop appropriately sized funnel and forecast new business closes accurately.
• Understand and efficiently manage the contract process.
• Learn and incorporate the Meridian Leadership Attributes.

Sales Administrative Duties

• Maintain Sales Tools / Equipment
• Maintain company car in mechanically sound, clean and safe condition.
• Maintain an adequate supply of sales samples and literature in a neat, clean condition. Take inventories and order replacement materials when needed.
• Maintain account information in CRM and up to date including Account location, key decision makers, current competitive profile, and opportunities. This information is the property of Meridian Bioscience.
• Maintain and be responsible for returning equipment on time, clean, and in the same condition under which it was received.
• Complete and submit weekly, monthly, and quarterly paperwork to the Sr. Director, Global POC and as required.
• Provide constructive feedback when requested.
• Interface with customer on the resolution of customer inquiries on an as needed basis.
• Plan regional coverage to allow submission of itinerary to National Sales Director, POC within specified time frame.
• Must have the ability to cover entire region, which will include some overnight stays and up to 65% travel.
• Other duties as assigned.
• Conduct field training sessions/ride-along with new hires.
• Take leadership role on regional conference calls and regional meetings.
• Play a role in National Sales Meeting and various training meetings.
• Represent MBI at Regional and National Trade-Shows

Minimum Education or Equivalent Experience Required/Preferred:

• Bachelor’s Degree in Business, Healthcare, or Science required
• 4+ years sales experience or similar equivalent/background in laboratory and/or diagnostics market.

Competencies Required or preferred:

• Establish and maintain favorable customer (external and internal) relationships.
• Demonstrate good judgment.
• Professional and consultative selling skills
• Computer proficiency at intermediate level (Word, Excel) along with CRM.
• Excellent interpersonal, organizational, written and oral communication skills and interact effectively with all levels of an organization.
• Be a self-starter, detail oriented, organized and able to prioritize and balance workloads and meet strict critical deadlines along with performing under pressure in a fast-paced sales environment.
• Highly motivated, readily adapts to changing priorities, effectively manages own time, sets priorities for successful achievement to sales plan.
• Strong attention to detail.
• Ability to maintain regular attendance and punctuality requirements.
• Must be able to work hours outside the normal workday to achieve sales goals (including evenings or weekends).
• Proven ability to take a high-level vision/strategy, then develop and implement a people strategy/plan that gets results.
• Knowledge in sale and marketing in diagnostics industry.

Required Travel %: 

• 65%