Dionex embodies passion for the science of chromatography, delivers power in the technologies behind our products, and productivity for the industries that shape the world. We pursue a strategy of diversity in our products, markets, and geographic locations, leveraging our technologies to ensure consistent progress. Our technological strength and leadership are rooted in our customer focus. Dionex was founded to help chemists automate and eliminate repetitive, time-consuming tasks. Solutions are at the heart of everything we do.
Job Description Job Title: Strategic Account Manager, Laboratory Reports To: Regional Sales Manager, East Group/Division: SDG / IDD Career Band: Band 6 Job Track: Professional Position Location: Field Number of Direct Reports: 0 Day/Shift (if applicable): Day FLSA Status (Exempt/Non-Exempt): Exempt Position Summary The Strategic Account Manager, is responsible for maintaining reagent revenue in a prescribed group of laboratory accounts. The individual will be expected to maintain, defend, and grow existing laboratory business in these Reference, Hospital, and Health System Laboratory accounts. S/he is specifically accountable for the strategy development and tactical execution of the Autoimmunity and Allergy account retention in their given geography. They will also be expected to hold regular Customer Business Reviews to work with the commercial team to ascertain and act on opportunities for growth and optimized lab utilization; initiatives that could include profile normalization, sales/outreach training, cultivation of clinical champions, etc. Where such opportunities exist, the role will act as the primary liaison between the customer (procurement, lab administration, bench, Medical Director, Outreach, etc. ) and IDD Commercial personnel (RM s, HSE s, SAE s, TSS s). The individual is expected to have a solid working knowledge of the laboratory industry, laboratory sales (Strategic Selling), and an ability to communicate appropriate clinical messages related to IDD s assays. Accountabilities: The individual will be held accountable for Maintaining base business Achieving prescribed growth objectives Defending against competitive threat Orchestrating proper use of resources to ensure growth. This includes collaborative execution with RM s, HSE s, SAE s, TSS s and others where applicable. Holding regular Customer Business Reviews Providing business insight and value to retain customers and ensure customer relationships Leadership and decision making in adjusting strategy to account for local factors or market shifts The Strategic Account Manager will report to the Regional Sales Manager - Laboratory, and will be expected to work closely with Health Systems Executive s, Strategic Account Executives, Technical Sales Specialists and IDD s Commercial Personnel DSM s, HSS s and Kalamazoo to achieve revenue goals and excellence in customer service. Non-Negotiable Hiring Criteria (Required): B.S./B.A., preferably in life sciences or business Minimum of five years senior level sales experience in Diagnostics Sales Requirements/Qualifications: Diagnostics or Medical Device Sales Strategic Selling/complex selling skills Superior communication skills and demonstrated ability to work effectively in a matrix environment with multiple stakeholders. Results oriented Ability to lead without authority to achieve sales goals. Strong interpersonal skills Ability to assimilate information to garner support for resources, change, etc. Must understand the key market drivers and dynamics of the US healthcare market. Must be a key advocate/enforcer of our Corporate Compliance culture and policies. Must be a role model for the 4-I Values (Integrity, Intensity, Innovation and Involvement) Relocation: This position is not approved for relocation. Must live within the sales area preferably near a major airport. If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here for further assistance. SDL2017