Regional Business Manager

Summary

As a successful Regional Business Manager, you will increase instrument revenue through market penetration and promotion of ELITechGroup's (Bruker) portfolio of hematology testing services. You will advocate the clinical and financial benefits of our products to all levels and relevant call points in the hospital. The successful candidate will need a level of sophistication to handle customer relationships and manage the dynamics between the technical decision makers in the lab and administrative management to drive a highly complex sale to closure.

Essential Duties and Responsibilities

• Strategic Account Management through identification, analysis and prioritization of accounts in the region, including the evaluation of competitive activity, identification of key opportunities, and development of relationships with large hospital systems within the region.
• Develop and support proposed pricing, contracting, and marketing business initiatives in order to solve marketplace/customer problems while managing the company's financial and legal exposure.
• Manage a large, multi-state region.
• Focus on closing new customers that do not currently use ELITech (Bruker) Products.
• Develop and implement customer -specific action plans.
• Strong analytical and presentation skills.
• Minimum required travel at lease 50%.

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Highly Proficient in Excel and PowerPoint skills - Will need to have firm understanding on how to manipulate a given data set and extracting detail from internal databases

Communication – able to communicate clearly in written and oral format to a variety of audiences; represents the company with external parties in collaborative and negotiated relationships.

Detail Oriented – double-checks the accuracy of information and work product to provide accurate and consistent work; expresses concern that things be done right, thoroughly, or precisely; completes all work according to procedures and standards.

Interpersonal Skills - focuses on solving conflict; maintains confidentiality; listens to others without interrupting; remains open to others' ideas and tries new things.

Judgment - ability to work independently; displays willingness to make decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions.

Organizational Support - follows policies and procedures; completes administrative tasks correctly and on time; supports organization's goals and values.

Planning/Organizing - prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans.

Professionalism - approaches others in a tactful manner; reacts well under pressure; treats others with respect and consideration; follows through on commitments.

Teamwork - balances team and individual responsibilities; exhibits objectivity and openness to others' views; gives and welcomes feedback; contributes to building a positive team spirit.

Proficient in using Excel, PowerPoint, Microsoft Word, Email, basic accounting and finance, and other computer systems

Qualifications

• Bachelor's degree with 5+ years of related healthcare sales experience, preferably in, laboratory diagnostics, Lab distribution, clinical laboratory and/or medical device market.
• Strong track record of sales success selling a broad portfolio of laboratory testing to different medical specialties.
• Expertise with demand creation in a large geography.
• Experience with customer base within territory is a plus.
• Strengths in networking and relationship development.
• Strong oral and written communications skills.
• Some formal sales training experience such as SPIN Selling or PSS.
• Strong time and territory management skills.
• Lives in the designated region.
• Skilled in Microsoft Word, Excel, PowerPoint application.

Preferred Qualifications:

• Contracting experience.
• Proficient using a CRM system.
• Experience engaging call points within life sciences and pharma markets.