Strategic Business Executive 8/31/2016
JOB DESCRIPTIONAPPLY The Strategic Business Executive (SBE) will be responsible for leading the sales process for priority products at POC. The target market for the SBE will be within key/strategic facilities and IDNs. The SBE will be expected to develop KOL relationships and references and key/strategic Opportunities with help from appropriate AEs, TC/CC, and the RSD. This may include other responsibilities.
Achieve Sales Objectives Per Compensation Plan for Acute Care Solution Group
o Build strong knowledge of call points, stakeholders, personal win-statements for each and actions to create a win-win for stakeholders and the Company
o Contribute to organizational sales goals thru key/strategic closes of priority products.
o Management of the complex sales process, while interacting with appropriate AE, CC/TC, and RSD
o Create a cadence of accountability around the sales opportunities the SBE owns, for all members of the sales and support team. Proficiency in SFDC, 4DX and/or other accountability tools are expected to drive results
o Funnel and opportunity development 3x quota (TAM) within first 3 months to achieve annual goal
o Impacts organizational revenue within 3 to 6 months
o Demonstrates face to face presentation skills for all focused products by end of formal Training
o Manages business objectives in accordance with the Radius program and priorities.
Effectively Develop and Cultivate Sales Pipelines to meet Individual and Organizational Sales Goals
o Quickly identify, prospect and penetrate key targeted accounts with identified sales objective
o Build relationships with KDMs and Stakeholders to develop a Diamond Committee for each sales objective
o Work with local team to move sales process forward, document progress utilizing cadence of accountability and tools including but not limited to SFDC, 4DX templates
o Prioritize regional opportunities to focus on closure of best few, and to shorten then sales cycles for each
o Identify, develop and drive Clinical, Economic and Operational Champions in complex closes and regional IDN opportunities
Effectively Develop References
o Build relationships with regional KOLs to leverage strength in base placements as well as for reference to current and future prospects
Effective Time and Territory Management
o Maintain a field travel schedule of 2-3 overnights per week, or as required by the needs of the organization
o Identify and manage GAP analysis to targeted sales opportunities for focused products
o Establish and manage key opportunities
North Texas Territory
Alere,Inc. is an equal employment/affirmative action employer of Minorities/Females/Protected Veterans/Disabled. If you need accommodation for any part of the employment process because of a disability please send an email to email@example.com to let us know the nature of your request.
Minimum of 7-10 years medical sales experience with proven capital sales success
Demonstrated leadership qualities problem solving, conflict resolution, complex selling, planning, execution
Excellent interpersonal skills and documented success in team selling environment
Proficiency in MS Office Suite, as well as iOS software and components, as well as CRM Management and Forecasting Tools