Sr. Manager, Inside Sales-Service (Raleigh/Durham)

Description

The Sr. Manager Inside Sales Service is responsible for the leadership and management of the Inside Sales Service Team and responsible for all Service revenue and profitability metrics for all US Clin Ops customers and Industry Service Sales. This individual will manage, develop, and direct the Inside Sales Service team responsible for owning and managing all service agreements and service revenue accounts across the US.

The Sr. Manager Inside Sales Service is responsible for the management, coaching, and professional development and success of the Inside Sales Service team. The individual in this role will develop tactics and processes by which the Inside Sales Service team will achieve company goals by delivering on service agreement execution with the US install base, leading to increased revenue and margin while working collaboratively and cross-functionally as a team to ensure a world-class business experience for our customers.

Primary Responsibilities

1. Achievement of all revenue and profitability objectives that pertain to Service sales across all bioMerieux product lines in all CVM segments. Develop, implement and manage strategic business plan to exceed all goals related to Service revenue
2. Hire, develop and manage a team of Inside Sales Service representatives
3. Effectively leads Inside Sales Service team and is responsible for training, development and commercial execution of the team to drive Service Sales Opportunities forward
4. Implements strategic plans unique to the Inside Sales Service team and developed to leverage the unique skill sets of the team
5. Collaborates with Finance, Marketing and the senior leadership team to create sales objectives and forecasts while driving business to achieve and exceed targets
6. Manages Service Sales and profitability data on a daily basis and can effectively communicate details on Service sales goals, trends and competitive market data both to company leadership and to the leaders of their given team
7. Experienced in leading and coaching on lead management tools and utilizes and trains on CRM to ensure Inside Sales Service team is creating a strong funnel of Opportunities and working through the sales cycle
8. Collaborates with Inside Sales Director and L&D team to create and execute ongoing training and education for Inside Sales Service team to ensure world class customer support of bioMerieux customers
9. Tracks customer contact results and outcomes through CRM and utilizes appropriate tools and dashboards to monitor and report out on trends and opportunity development
10. Provides consistent updates to Director, Inside Sales on current trends and execution in the US market as well as business and personnel updates that pertain to the goals and success of the Inside Sales Service Team
11. Delivers business reviews covering the trends and success of Inside Sales Service guided by the Director, Inside Sales and develops strategic plan to exceed goals and mitigate any business risks
12. Collaborates with Area Directors on best practices for engagement of accounts and collaboration between the Regional teams and Inside Sales Service
13. Demonstrates strong understanding of sales accountability metrics and can effectively coach leaders on Sales Call Management, Opportunity Management, Pipeline Management and Forecast Accuracy
14. Provides performance reviews and developmental plan for each direct report to include written annual goals with quarterly reviews
15. Perform other duties as assigned
16. Perform all work in compliance with company policy and within the guidelines of bioMerieux Quality System

Training and Education

Bachelor's degree required.

Experience

1. Minimum 8-years professional experience, with increasing scope of responsibility
2. Proven track record of field based sales management leading successful teams preferred
3. Lead, training and/or project management experience preferred
4. Experience and knowledge of the regulations and healthcare trends in the IVD market is strongly desired
5. Strong ability to lead and influence people utilizing strategic thinking, coaching and development

Knowledge, Skills, and Abilities

1. Demonstrates intimate knowledge of the diagnostics market and healthcare sector
2. Ability to effectively communicate with internal stakeholders across all business units
3. Highly skilled in Miller Heiman Strategic and Conceptual Selling
4. Excellent written and oral skills in all internal and external communication
5. Skilled presenter and motivator with experience in public speaking preferred
6. Strongly skilled in operation of Microsoft Windows and Office Suite of products
7. Highly proficient in Salesforce CRM
8. Skilled in identifying and solving problems. Anticipates problems, establishes priorities, analyzes relevant factors and develops action plans
9. Demonstrates a high level of business acumen. Understands the "give and take" in a business environment and is able to achieve "win/win" solutions
10. Displays decisive leadership and enthusiasm when appropriate. Ability to bring individuals and groups together to accomplish common goals.

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.

Domestic travel required 10% of time.

Supervisory Responsibilities

Direct supervision 8 employees.

This is a hybrid position. The selected candidate must be able to commute to our Morrisville, NC office as needed.