Job Summary
The Senior Regional Point of Care Specialist is responsible for driving profitable Point of Care growth within an assigned territory, with particular emphasis on complex health-system opportunities and enterprise-wide LeadCare II standardization. The position leads multi-stakeholder sales initiatives involving clinical, laboratory, supply-chain, administrative and executive decision-makers. The Senior Specialist develops and executes strategic growth plans with distribution partners and cross-functional Meridian teams. As a senior individual contributor, the position also mentors field colleagues, leads selected commercial initiatives and contributes expertise to regional and national sales strategy.
Territory will cover: TX, LA, OK, AR, MS
Key Duties
]Tasks/Duties/Responsibilities:
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 company27s resources in a judicious manner.
- Strive to achieve sales plan in all POC product categories.
- Lead complex, enterprise-wide LeadCare II standardization initiatives across large health systems, IDNs and affiliated non-acute locations.
- Develop strategic account plans that address executive alignment, clinical adoption, contracting, distribution fulfillment, implementation and long-term utilization.
- Establish regional distributor growth strategies and influence distributor leadership to prioritize LeadCare II.
- Lead cross-functional teams through complex, multi-stakeholder sales opportunities without direct authority.
- Mentor Regional POC Specialists and share best practices in health-system selling, distributor engagement and standardization
Leadership and Strategy:
- Lead and assist the development and execution of point of care strategies within the assigned region.
- Lead cross-functional account teams and recommend regional strategy.
- Collaborate with senior leadership to align regional POC initiatives with broader organizational goals and vision.
- Serve as a product expert, providing high-level insights and guidance on emerging trends, technologies, and competitors related to point of care diagnostics.
Team Management and Development:
- Mentor Regional POC Specialists, providing guidance, training, and professional development opportunities.
- Support the team in identifying and resolving complex challenges and developing innovative solutions.
- Conducts ride-alongs and supports onboarding.
Client and Stakeholder Engagement:
- Foster relationships with key healthcare providers, decision-makers, and stakeholders within the region to promote POC services.
- Conduct high-level presentations and product demonstrations for executive-level clients, showcasing the value and impact of POC solutions.
- Partner with Health System Manager and Marketing teams to develop tailored solutions that meet client needs and enhance patient outcomes.
Process Improvement and Innovation:
- Identify opportunities for process improvements that drive operational efficiency across regional POC programs.
- Stay updated on the latest industry trends and technologies, introducing innovative solutions to enhance the effectiveness of POC services. Using industry data and knowledge to help drive growth strateg
- 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, Health System Managers, marketing, technical support customer service sales leadership and other RPOC27s 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.
- Attend regional and territory meetings and conference calls to increase visibility of MBI27s POC product line.
- Develop routing strategy for region
- Prioritize territory accounts and allocate selling time
- Develop account and distributor action plans
- Coordinate Customer evaluations and implementations
- 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
- Make the required minimum number of sales calls per week (15 meetings/calls per week) to maximize sales productivity and business opportunity.
- 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 sales tools/equipment on time, clean, and in the same condition under which it was received.
- Complete and submit weekly, monthly, and quarterly reports to the Sr. Director, Global POC and as required.
- Provide constructive feedback when requested.
- Shares best practices and provides field insight to leadership
- Leads selected training sessions and national sales meeting content
- 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 in National Sales Meeting, during regional conference calls, regional or training meetings.
- Represent MBI at Regional and National Trade-Shows
Qualifications
- Bachelor27s Degree in Business, Healthcare, or Science required
- 8+ years sales experience or similar equivalent/background in laboratory and/or diagnostics market.
- 5+ years distribution sales experience
- Proven IDN Standardization Success,
- Demonstrated ability to lead cross-functional initiatives and influence others without direct authority
- Successful experience working with Health Systems, Regional and National Accounts. Sales experience within a complex selling environment, laboratory diagnostics 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.
- Travel: 65%
