Business Development Manager, Northeast

at Meridian Bioscience in Memphis, Tennessee, United States

Job Description

Job Summary:

The Business Development Manager will achieve financial plan for territory or accounts assigned for the Life Science unit. This person will beresponsible for positioning and selling Meridian Bioscience’s portfolio of molecular biology regents, antigens and antibodies, and services tocommercial partners. To accomplish these goals, the successful candidate will utilize effective territory and account management strategies andutilize his/her technical background in a consultative selling manner in order to drive revenue growth with companies developing and building testsand assays in the human diagnostic, animal diagnostic and environmental testing markets. The successful candidate will maximize Meridian’s LifeScience market share in existing and new accounts and sales opportunities by promoting product growth and providing development, managementand account direction for assigned territory.

Key Duties/Responsibilities include:

Territory and Account Sales:

Achieve 100% or greater to Life Science sales planResponsibility for achieving or exceeding sales plan

+ Execute the company’s marketing plan for achievement of product line sales plans and product launches

+ Coordinate all details relating to customer interactions at trade shows and conferences in territory.

+ Provide monthly sales forecasts and report monthly KPI’s for field sales activity and sampling

+ Maintain industry, company, and competitive product files

+ Analyze various market segments as new product opportunities present themselves for business considerations

+ Identify new opportunities that can significantly fuel growth

+ Maintain updated information on all customer contacts for our databases

+ Strategic management territory and accounts – partner with Inside Sales for the support and growth

+ Proactive selling and growth strategy implementation to accounts in territory

+ Establish or reestablish the customer relationships by proactively calling and visiting new or inactive accounts/prospects.

Specificfunctions may include:

introducing new products, sales programs, promotions, developing proposals and contracts.lUtilize needs based and consultative selling techniques to determine product and service needs for both new and ongoingaccounts/prospects.lDirect customer complaints, billing issues, technical/quality problems, etc. to appropriate area or Inside Sales

+ Keep relevant metrics updated related to proposals, contracts, conversion rates and revenues and any additional requested metrics.

+ Conduct lead generation activities as set by plan.

+ Pricing coordination for assigned accounts.

+ Contact and visit customer and conduct products promotion including sample activities, review and identify strategic direction, problemareas and opportunities to promote sales growth.

+ Travel to customers >50% of time.

+ Develop and maintain business practices that minimize scrap and maximize product line profit margins

+ Obtain necessary approvals regarding pricing, margins, contract pricing.

+ Stay within sales expense budget

+ Monitor carefully territory expenses to minimize wasteful activities

Achieve increased sales performance for Life Science through development of new opportunities with corporate accounts and distribution partnersDevelop and maintain all contracts relating to key accounts and execute key account strategies and customer reviews.

+ Develop/maintain opportunities for sales growth in key corporate accounts and emerging market opportunities.

+ Consult with management any contracts before accepting terms or signing any quality agreements

+ Develop and maintain all pricing and business contracts in accordance with all company policies

+ Develop service programs to ensure positive customer relations with order entry, customer service, contract management, technicalservices, and saleslAccountable for any other duties and responsibilities as deemed appropriate by management.

Desirable Knowledge, Skills, Abilities and Personal Attributes:

Proven sales experience within the life sciences market selling molecular and/or immuno products to human IVD companies.

Preferred:a demonstrated track record closing B2B deals with the top human IVD accountslExcellent communication skills – both verbal and in written formlAbility to execute sound judgement and analyse complex issues

Ability to solve problems and make decisions

+ Strong interpersonal skills, with ability to interact with all levels within the company

+ Skills with Microsoft Office and a Customer Relationship Management platform such as SFDC Customer and market focused driven.

+ High need and proven ability to set and accomplish goals to deliver results.

+ Visionary and strategic, able to perceive growth opportunities.

+ Entrepreneurial, driven to successfully convert business opportunities into profit and value.

+ Innovative, creative, makes connections, curious and always learning.lProactive, energetic, a self-starter.

+ Forms and values strong interpersonal relationships.

+ Attitude and ability to work in team environment, a team builder and effective collaborator.

+ Engaging, inspirational, enthusiastic and confident.

+ High integrity, sincerity, and standards.

+ Preferred Understanding of ISO13485, FDA and CE-IVD regulations with regard to complaint compliance, product distribution and salesand marketing activities.

+ Must maintain strict confidentiality of extremely sensitive data, records, files, conversations, etc.

Key Metrics for Success of the Demand Creation Process:

+ Face to face visits to customers

+ Samples placed with customers

+ Follow up on Sample feedback

+ Closure of the opportunity into an Order

+ Business gained & business lost

+ New customerslSales & Margins

+ Sales growth per Account

BSc in Biomedical Sciences or related field

Masters or PhD Degree in a Biomedical Science, an MBA or equivalent would be advantageous

1-3 year experience in Sales at a Life Science company selling to industry and human IVD companies.

Other Requirements:

Ability to travel locally and internationally at least 50% of the time

Willing and able to travel and stay overnight at hotels in different cities

Company: Meridian Life Science, Inc.

External Company Name: Meridian Bioscience, Inc.

External Company URL:

Street: 5171 Wilfong Road

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Job Posting: JC227295958

Posted On: Oct 28, 2022

Updated On: Dec 18, 2022

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