Director Strategic Accounts US, North East (IVD sales experience = required)

• The objective of the Director of Strategic Accounts US is to develop the US market and grow profitable sales in their assigned territory.
• The Director of Strategic Accounts US is responsible for developing and maintaining strong relationships with key opinion leaders, decision-makers, laboratory personnel, and physicians in targeted hospitals, laboratories, and Oncology centers.
• A successful Director of Strategic Accounts US will focus on growing profitable sales and achieving overall sales objectives as well as other defined performance metrics.
• The Director of Strategic Accounts US is responsible for driving growth by acquiring new business and expanding Biocartis’ footprint in the molecular diagnostics market within their assigned territory.

Accountabilities

Business Development

• Monitor sales performance and devise corrective action plans where necessary.

• Actively follow up on business leads.

• Maintain Strategic Account plans to maximize business at current and prospective accounts.

• Meet and exceed projected sales targets.

• Develop innovative proposals and deliver strategic sales presentations.

Drive sales growth, primarily through the following three vectors:

• New client acquisition

• Existing client menu expansion

• Existing client demand generation

Drive market penetration, new customer acquisition and demand among prospective clients, most notably:

• NCI cancer institutions

• IDN’s

• Tier 1 Hospitals

• High Complexity CLIA Laboratories

Relationship Development

• Identify and establish relationships with key stakeholders within both Oncology and Pathology departments at current and prospective clients, including healthcare providers.

• Increase the exposure of Biocartis by targeting decision makers (C-suite and leadership teams) of system headquarters for AMC, IDNs, regional reference labs and larger Regional Health Systems and clinicians.

• Coordinate and grow a network of KOL’s to support Biocartis’ commercialization efforts in US and coordinate interaction between this group and different Biocartis functions.

Business Planning, Pipeline Development, Forecasting

• Develop, maintain, and implement business development plans to achieve market growth targets.

• Keep all customer records accurate and up to date using the Company CRM.

• Generate new business leads and prospect effectively to generate new business opportunities and record appropriately within CRM.

• Manage and maintain opportunity funnel appropriately within CRM.

• Participate in industry conferences, trade shows, and networking events to promote the company's diagnostic solutions if/where required.

• Achievement of key sales KPIs set by management.

• Achievement of forecast accuracy of 90%.

Market Analysis and Strategy Development

• Analyze market data to develop insights and actionable strategies for market penetration and expansion.

• Collaborate with sales and marketing teams to create and execute go-to-market strategies for new and existing diagnostic products.

• Develop compelling value propositions and messaging for prospective clients and menu expansion.

• Identify potential market segments and evaluate their growth potential and alignment with company objectives.

• Become knowledgeable with NCCN guidelines and develop consultative sales relationship with clients.

Collaboration and Coordination

• Engage with other Directors of Strategic Accounts and other internal stakeholders to meet common team goals and objectives.

• Collaborate with cross-functional teams, including marketing, sales, GSP and regulatory affairs, to align market development efforts with overall company strategy.

• Coordinate with marketing teams to develop marketing materials, campaigns, and promotional activities.

• Work with regulatory affairs to ensure compliance with industry regulations and standards.

• Attend Sales Meetings.

• Identify and attend local trade exhibitions, targeting those with those of highest value.

Profile requirements

• Bachelor’s degree in a scientific orientation is required.
• Masters degree in a scientific or engineering orientation is preferred or similar through experience or training.
• An MBA degree is considered a major asset; with alliance management and negotiation skills training.
• 10+ years of combined commercial strategic sales and business development in a diagnostic field required;
• Minimum 7 years of experience in Molecular Diagnostics business development, incl. C-suite contacts;
• Proven track record of successfully developing and executing market strategies;
• Proven track record of successfully opening and closing business deals;
• Deep understanding of the molecular competitive landscape and knowledge of US oncology market is required;
• Proven track record of meeting or exceeding professional/work related objectives, goals and targets.
• Well-developed critical and strategic thinking skills with the ability to identify and capitalize on market opportunities;
• Excellent communication and interpersonal skills to build relationships with different stakeholders, incl. C-suite;
• Strong leadership skills with the ability to motivate others;
• Excellent listening skills;
• Strong business acumen: demonstrated skills in the design and execution of business plans and strategies (turning these into action);
• Excellent presentation and business writing skills; Ability to convey complex information to diverse audiences;
• Strong negotiation skills and comfortable with C-suite discussions;
• Ability to deliver against set objectives while operating on some occasions in stressful situations; stress resilient;
• Ability to manage expectations of leadership/clients and matrix manage cross-site stakeholders and deliverables;
• Ability to deal with shifting priorities and issues inherent to a growing organization;
• Ability to manage multiple opportunities at the same time and to make an impact;
• Self-starter and entrepreneurial attitude to reach success; ability and persistence to open and develop long term business relationships;
• Highly effective organizational and planning skills to apply daily in a multidisciplinary environment and to meet budget and timeline expectations;
• High integrity and professional ethics;
• Passionate about hunting and closing business deals - strive to make a difference;
• Thrives in a changing, multicultural and innovative environment;
• Engaging personality. Demonstrated ability to work across functions and business fostering open communication, constructive conflict resolution and mutual respect.

Our offering

Biocartis is committed to equal opportunity in the terms and conditions of employment for all employees and job applicants without regard to race, color, religion, sex, sexual orientation, age, gender identity or gender expression, national origin, disability or veteran status.

Biocartis complies with all applicable national, state and local laws governing nondiscrimination in employment as well as employment eligibility verification requirements of the Immigration and Nationality Act. All applicants must have authorization to work for Biocartis in the U.S.