Regional Point of Care Specialist - Mid-Atlantic

About Meridian:

Meridian Bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic products. We are dedicated to developing and delivering better solutions that give answers with speed, accuracy and simplicity that are redefining the possibilities of life from discovery to diagnosis. We are looking for talented and passionate individuals that help drive our vision. Our innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems.

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.

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 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 70% 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

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 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 70% 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

Oter Duties:

• Must be able to concentrate, analyze and solve complex issues throughout the course of the workday.
• Loading/unloading vehicles with literature, manuals, and demo kits.
• Set-up and tear-down of exhibit booths.
• Based on territory assignment – must be able to travel by air/car on average 25-50% of time.
• Ability to work on a PC including repetitive use of a keyboard and mouse routinely throughout the course of the workday.
• Ability to sit/stand for long periods of time, reach, bend, stoop and lift throughout the course of the workday.

Minimum Education or Equivalent Experience Required/Preferred:

• A minimum of a Bachelor’s Degree in a business or science related field is required.
• Min of 2 years field sales experience in a complex selling environment.

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 %: 

• 25-50%

*We are proud to be an EEO/AA employer Minority/Female/Disability/Veteran. We maintain a drug-free workplace and perform pre-employment substance abuse testing. (USA Only)*