NA Pharma Sr. Business Development Mgr

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A family-owned company, bioMérieux has grown to become a world leader in the field of in vitro diagnostics. For almost 60 years and across the world, we have imagined and developed innovative diagnostics solutions to improve public health. Today, our teams are spread across 44 countries and serve 160 countries with the support of a large distribution network. This includes our SLC site, formerly known as BioFire Diagnostics.

Description

We are seeking a highly performing, results-driven and strategic-minded Business Development Manager to join our North America team to launch a disruptive solution bringing traditional microbiology into a new era of digitalization and laboratory automation.

The successful applicant will be responsible for identifying, creating and nurturing new business opportunities, ultimately contributing to the growth and success of our organization with our state-of-the-art 3P ENTERPRISE solution. 

The targeted market for this solution is the Pharmaceutical manufacturing industry (Bioproduction, Cell & Gene Therapies, Small Molecules injectables), with a wide variety of stakeholders up to C-suites.

If you are eager to be a game changer in the Quality Control market, and if you are keen on the concepts of Industry 4.0, Automation, Environmental Monitoring, Data Integrity, Operational Efficiency, Workflow management, Quality Control, Modern Microbiology… this is the job for you 

Primary Purpose and Overall Objective of the Job : 

Reporting to our North America Pharmaceutical Quality Control Senior Director, this position will drive our digital transformation strategy across our Pharma customers in North America to improve their lab automation and processes efficiency. 

The targeted market for this position will be North America (US and Canada). 

Build a strong pipeline of opportunities and manage complex mid- and long-term sales strategies with multiple stakeholders within each site / company to secure the adoption of our lab automation solution.

Focus on an excellent sales process: customer discovery, project qualification, lead management, building sound business case justifications with customers, sales support and project coordination with the Global Implementation Team. Inspire and coach local sales teams to accelerate their knowledge & capabilities to discover opportunities for the 3P ENTERPRISE solution.

Main Accountabilities : 

1. Own this state-of-the-art solution on a business standpoint at North America level (value proposal knowledge, value based selling and be able to answer initial technical questions about the solution). 

2. Map, analyze and prioritize potential clients with a market penetration strategy. 

3. Analyze strategic decision making at customer level and deeply understand and map customer stakeholders and their needs to deliver the right value to generate leads (use of CRM and other customer mapping software). 

4. Manage the client relationship and commercially lead our single- or multi-site corporate account strategies around our lab automation solution to identify gaps and build action plans. 

5. Develop and present compelling Business Cases for potential clients, taking into account the needs of the different stakeholders up to C-suite, with the help of a cross-functional team to create a tailored offer that will deliver the value described in business cases.

6. Jointly with local sales team, prepare the final proposal to the customer once configurations and scope of works have been agreed, negotiate, and close each deal. 

7. Work with the implementation team ensure the smooth transition to implementation of the solution at customer sites (installation, validation, routine use).

8. Ensure Customer Satisfaction and address customer concerns pre- and post-sale and go-live, at regular intervals. 

9. Coordinate all along the process internally with global and regional Strategic and Global Key Account teams, Marketing teams, Finance, Customer Service, Global Implementation team, Customer Support, Field Service, to develop and deliver compelling value propositions for the customers. 

10. Follow our Commercial policy and Sales Excellence good practices from lead generation to sales closing to ensure KPIs are tracked. 

Required Skills / Experience: 

Minimum 5 years of B2B sales experience, with a proven track record of results in sales of complex solutions or capital equipment to multiple stakeholders across different functions. 

Strong sales acumen and leadership in complex solution selling and value selling capabilities with new solutions. 

Strong communication, negotiation and influencing skills by articulating a persuasive “value proposition” to different internal / external stakeholders. 

Experience in pharmaceutical automation / industry fields will be a plus. 

Working knowledge of Microbiology in Pharmaceutical Quality Control and Environmental Monitoring will be desirable. 

Problem solving and teamwork abilities; ability to work within and leading a team (by influence). 

Good command of MS Office tools (Word, Excel, PowerPoint). 

English will be mandatory, any other language will be a plus. 

60% expected travelling across the region. 

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Please be aware that recruitment related scams are on the rise. Fraudulent job postings are being placed on other websites, and individuals posing as bioMérieux Talent Acquisition team members are reaching out via email or text message in an attempt to collect your personal and confidential information. In some cases, these scammers are also conducting bogus interviews prior to extending fraudulent offers of employment. Beware of individuals reaching out using general phone numbers and non-bioMerieux email domains (i.e. Hotmail.com, Gmail.com, Yahoo.com, etc.). If you are concerned that an interview experience or offer of employment might be a scam, please make sure you are searching for the posting on our careers site https://careers.biomerieux.com/ or contact us at recruitment@biomerieux.com.

BioMérieux Inc. and its affiliates are Equal Opportunity/Affirmative Action Employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. Please be advised that the receipt of satisfactory responses to reference requests and the provision of satisfactory proof of an applicant’s identity and legal authorization to work in the United States are required of all new hires. Any misrepresentation, falsification, or material omission may result in the failure to receive an offer, the retraction of an offer, or if already hired, dismissal. If you are a qualified individual with a disability, you may request a reasonable accommodation in BioMérieux’s or its affiliates’ application process by contacting us via telephone at (385) 770-1132, by email at recruitment@biomerieux.com, or by dialing 711 for access to Telecommunications Relay Services (TRS).

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