Regional Sales and Strategic Support Manager – Transfusion

Overview

Job Summary

 

This position will report to the Transfusion Area Business Director (ABD) and assist the business area by providing technical and strategic expertise for the transfusion product line to Corporate Account Directors (CAD), Blood Bank Business Managers (BBBM), and Blood Bank Technical Specialists (BBTS). This position will work with strategic competitive customers to drive revenue growth in mid/high volume accounts and support the retention of key large current accounts as set forth by the Area Business Director (ABD). The activities of this position are directly tied to increasing new blood bank automation placements and P&E in accordance to the current company goals.

 

This position will provide on-going strategic directive and tactics specific to the Transfusion product line and may be assigned additional duties to support the Transfusion infrastructure as needed.

Responsibilities

Key Accountabilities:

• Identify key growth opportunities within assigned accounts to assist in the development and implementation of effective sales strategies.
• Develop relationships with key stakeholders within the account that are critical to the development and execution of the sales cycle which include but not limited to: Lab Director, Medical Director, VP of Laboratory Services, Blood Bank Supervisor, Supply Chain, etc.
• Manage sales cycle and implement Key Performance Indicators (KPIs) as needed for assigned strategic accounts to ensure that Werfen products and services meet customer needs and expectations, offering customer-based solutions that drive business growth.  These activities may include RFPs, demonstrations, site visits, road shows, education days, lunch and learns, side-by-side evaluations, customer VIPs, and trade show meetings. 
• Displacing competitive automation systems.
• Retaining key current customers.
• Expanding automation test menu of current customers.
• Increasing manual reagent utilization within current and competitive customers.
• As needed, coordinate with Blood Bank Business Managers (BBBM) to develop and execute local activities which include, but not limited to: sales calls, formal customer lectures, webinars, lunch and learns.
• Assist team, including but not limited to: ABD, CAD, BBBM, BBTS, Contract Administration, Customer Solutions, Finance, and Marketing Departments with the development of multi-year contract strategies within key accounts.
• Provide on-going support to the team to help effectively negotiate major account contracts that have positive impact on sales and margin objectives.
• Lead the negotiation of any Transfusion-only specific contract, both internally and externally and when appropriate present to the Strategic Contract Board (SCB).
• Responsible for providing technical and strategic expertise to field staff and key strategic accounts as agreed upon by Area Business Director (ABD) and field staff.
• Assist Area Business Director with providing accurate sales forecasting and business reports to Werfen leadership.
• Maintain knowledge of current industry trends, competitive information and technical proficiency.  Routinely provide industry and account updates & reports to the organization and relevant teams.
• Enhance Werfen’s image as an innovative leader by representing the Transfusion Business Unit at relevant meetings and tradeshows.
• In conjunction with Area Business Director (ABD), mentor new area Blood Bank Business Managers (BBBMs) through regular communication and field travel.
• Manage business area and serve as primary point of contact in absence of Area Business Director (ABD).
• Performs other duties as assigned.
• Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

Networking/Key Relationships

 

The role will interact with every department in the company worldwide as well as customers, vendors and visitors.

Qualifications

Minimum Knowledge & Experience required for the position:

• Minimum of 5-years of experience in medical sales or marketing; preferably at a management level.
• Prior lab (Blood Banking) experience preferred
• Extensive knowledge of transfusion medicine and selling blood banking reagents, automation and software solutions within Immunohematology laboratories and donor centers. 
• Excellent written and verbal communication skills.
• Must have the business acumen to develop, create and drive strategies with a positive impact on sales and margin.
• Experience in project management and proven strategic and innovative thinking.
• Excellent leadership and negotiation skills.
• Capab