Strategic Account Executive

, CA, United States

Overview:

As Strategic Account Executive you will sell to Life Science companies biologics used in their manufactured products. Your mission involves proactive territory and account management, engaging key partners through consultative selling, and offering expert technical support in molecular and immunological testing. You'll be pivotal in enlarging our market footprint by nurturing existing relationships and cultivating new partnerships, ultimately steering product advancement and overseeing account strategies. This position, which reports to the Sales Director for North America, is about inspiring growth and forging the path to success in our industry.

Responsibilities:

Responsible for developing new accounts and the growth of existing accounts through solid customer relationships, and communication of technical expertise related to immunological and molecular solutions.

Cold calling new business

Accountable for the development and delivery of the sales strategies and plans required to meet or exceed the revenue targets for the region

Responsible for managing all commercial opportunities within a large, high growth opportunity territory.

Deliver Sales Performance, brand KPIs, financial targets, marketing objectives, etc. in order to meet or exceed on those objectives

Create pre-call/visit plan using SMART objectives and execute post-call/visit evaluation to continuously improve sales performance.

Create and maintain Major Account Plans (MAPs) for large, complex customers and target accounts.

Establish or re-establish customer relationships by proactively calling and visiting new or inactive accounts/prospects. Specific functions may include introducing new products, sales programs, promotions, developing proposals, and contracts.

Utilize needs based and consultative selling techniques to determine product and service needs for both new and ongoing accounts/prospects.

Effectively handle objections, misunderstandings, concerns and consistently gain logical and reasonable calls to action to close on every sales call.

Proactively and continuously aspire to serve customer needs, customer expectations and challenges to build trusted customer relationships and to achieve win-win agreements between Meridian and customers.

Develop and execute a call plan that achieves set call metrics and optimizes coverage and frequency to key customers to maximize access and growth.

Maintain up-to-date relevant metrics for proposals, contracts, conversion rates, and revenues. Provide additional metrics, as requested.

Conduct lead generation activities as set by plan.

Contact/visit customers and conduct products promotion including sample activities, review and identify strategic direction, problem areas, and opportunities to promote sales growth.

Function as a “champion” for account base; address urgent issues with support from internal resources.

Develop and monitor customer forecasts vs. actual

Oversee collection of competitor and customer information for maintenance of customer databases.

Key Metrics for Success of the Demand Creation Process:

Full Pipeline Management with SFDC that includes:

Lead Conversion and Follow-up within 2 business days

Sample Placement and follow-up

Validation Support

Full Commercialization Support

Key Metrics that will be tracked:

Face to Face Visits

Business Reviews

New Business Meetings

Samples, Validations, and Commercialization of new business assays

Effectively present business gained & business lost.

Quarterly Territory Reviews to Sr. Leadership

Identifying and closing new customers

Forecasting for Territory with tracked accuracy

Total Sales

Sales growth per Territory & by Account

Qualifications:

Minimum – BSc in Biology, Molecular Biology or Life Sciences

Master’s or Ph.D. in Biology or Molecular Biology is preferred.

Genomic Experience Is Preferred

5 – 7 years’ experience in Sales at a Life Science company selling to Industry or IVD. Strong business acumen and proficient use of business tools

Proven sales experience within IVD market segments and a demonstrated track record dealing with high value IVD accounts

Proactively identifies customer style/behavior and adapts quickly in all aspects of the selling approach

Proven track record of double-digit growth.

Strategic, consultative, and relationship selling skills required.

CRM Pipeline Management experience – Salesforce preferred.

High sense of urgency to follow up with current and new clients.

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

Highly developed sales closing skills - must demonstrate with past results.

Strategic planning and execution skills.

Exceptional interpersonal, organizational and communication skills, integrity, respect for confidentiality, sound judgment and decision-making skills.

Strong written and oral communication skills. (Clear, Concise and Honest).

Good analytical and quantitative skills, leveraged by computer skills - MS Office (Word, Excel, PowerPoint.

Outstanding customer service skills required.

Ability to work well with other departments within the company

Ability to work well with Customer’s technical teams.

Deep understanding of all quality management and regulatory requirements.

Required Travel: >/= 50%

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