Sr Director, Distribution

Company: bioM--rieux SA
Location: Salt Lake City
Posted on: September 21, 2023

Job Description:

Description PRIMARY PURPOSE AND OVERALL OBJECTIVE:The Sr. Director, Distribution Strategy will ensure that company distribution sales objectives are met by creating and implementing the overall Distribution Strategy for NORAM ClinOps ensure the success of and support to the distribution sales channels. It will involve management of the national distributor relationships and assigned resources to achieve US Clinical sales, profit, and strategic objectives. This position will report to the VP of US Clinical Sales and work closely with the Channel Partnership team to achieve the distribution channel goals.

• Develop and implement short and long term strategy for distribution channel management
• Determine viability of combatable projects and companies which will enhance bioMerieux sales into the Distribution channel
• Partner with global partners (DCM) to align the US Distribution business, when appropriate, with global projects and policies including Quality coverage, reporting, master data and contracting.
• Proactively lead distribution partner planning process that develops mutual performance objectives with criteria that includes financial targets, MPR and critical milestones.
• Deploy and manage distribution partner information sharing strategy, eg sell out, inventory, budget, forecasting and participate in the development of new solutions to improve distributor data management
• Grow sales of bioMerieux products through the distribution channel to meet or exceed annual sales objectives.
• Coordinate Sales and Service efforts between distribution sales force and bioMerieux field representatives
• Implement new distribution contracts and manage sales activities relative to those contracts.
• Develop and implement Sales and Marketing programs with distributors
• Form strategic alliances with local and national distributors
• Manage operational aspects of new distribution agreements and optimize activities relative to the commercial execution of these agreements.
• Achieve annual sales objectives of equipment, reagent and service sales through the distribution channel
• Develop implement and maintain functional plans for each distributor which contain a financial analysis, strategies/tactics and timelines that are consistent with company goals and within assigned guidelines.
• Coordinate cross-functional teams as necessary to implement the business plan.
• Update business plans on a quarterly basis to track new business and maintain existing business
• Take corrective action where actual results are inconsistent with the projections of the business plan
• Maintain an accurate 30-60-90 day Equipment Forecast and Rolling-12 month pipeline to be provided to the VP of US Sales and US Marketing on a monthly basis
• Support other bioM--rieuxSales and Marketing efforts such as trade shows, national distribution conventions, and regional sales meetings.
• Lead the distribution strategy team. Participate in the recruitment, selection, development and retention of talent. Manage and develop the team by ongoing mentoring and coaching. EDUCATION:
• BA in science required. Advanced education in sales, marketing, business management highly preferred.KNOWLEDGE AND EXPERIENCE REQUIRED:
• 8-12years' experience in sales, sales channel/distribution management, or related fields within In Vitro Diagnostics.
• Financial Knowledge necessary to run a profitable business, i.e. managed a multimillion dollar P&L.
• Knowledge of all bioMerieux products and markets they are sold in preferred
• Experience selling into a Distributor network
• Computer skills required, including Microsoft Word, Excel PowerPoint, Teams, and Outlook
• Minimum of 50% travel required
• Valid driver's licenses requiredSKILLS AND QUALIFICATIONS:
• People Management skills
• Coaching and developing sales professionals, experience with Korn Ferry methodology strongly preferred
• Strong leadership on inclusion, collaboration, engagement, retention, motivation, accountability and development to drive alignment within the team and across functions.
• Successful large scale project management experience and exposure to complex initiatives
• Advanced negotiation skills
• Excellent communication and presentation skills
• Willing to challenge the status quo while leveraging internal and/or external resources
• Strong influencing skills
• Conflict resolution
• Critical Decision Making
• Follow through
• Capacity to drive a multidisciplinary exercise
• High level of partner relationship, solutions development, analytical and organization skills
• Multidisciplinary knowledge and understanding highly valued (sales, finance, marketing, supply chain, legal)
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Keywords: bioM--rieux SA, Salt Lake City , Sr Director, Distribution, Professions , Salt Lake City, Utah