Regional Sales Manager

Job Title:

Regional Sales Manager

Department:

Sales

Reports To:

Director of US Sales

Pay Classification:

Exempt

Position Summary:

The Regional Sales Manager (RSM) will be responsible for selling the portfolio of existing products and the launch of new products into established and developing markets within the Chembio Diagnostics, Inc. portfolio. They will accomplish this by calling on Public Health Departments, Infectious Disease physicians, critical pathway and infectious control committees and clinical laboratories. Through these calls, strong relationships with key opinion leaders will be established creating a network of Infectious Disease experts. This position will also establish relationships at the executive levels of the respective institutions and present cost effective initiatives to improve patient care and outcomes. The RSM will be responsible for developing a system of “best practice” processes, which includes selling tools and proof sources which will build customer acceptance.

Duties & Responsibilities include but are not limited to:
    New Business Development:
  • Develop new business opportunities, serving as the business contact for Chembio Diagnostic’s products.
  • Working with the U.S. Director of Sales and Marketing partners, the RSM will identify and develop new customer relationships by utilizing strong product and market knowledge and sales experience to manage sales and resolve customer questions and concerns.
  • Qualified candidates will have a solid understanding of national contracts, IDN’s and GPOs and be able to utilize those respective resources to drive new business growth.
  • As disease experts, the RSM (in conjunction with Marketing) will build Chembio Diagnostic’s reputation by creating and presenting materials at trade shows, symposia, and society meetings.
  • Develop and maintain relationships with key and influential thought leaders and institutions to generate sales of both new and existing products.
  • Continually identifies and sets priorities for key account opportunities in the various market segments for account revenue growth
Business Management and Administrative:
  • Strong ability to analyze, develop and execute a territory plan
  • Create and manage a sales plan for targeted products, applying all sales tools to achieve financial goals.
  • Serve as a resource for current market dynamics (ie: financial environment, current reimbursement rates, codes, key payers, market trends.)
  • Maintain expenses within established guidelines.
  • Develop and submit sales reports, expense reports, forecasts and any other required documents or reports as requested. Must actively participate in utilizing company CRM system.
  • Build Chembio Diagnostic’s credibility by being responsive to customer requests (ie: return voicemail messages daily, follow up on requests, and coordinate with internal Chembio Diagnostic resources.)
  • Demonstrates commitment to the compliance of Chembio Diagnostic’s Quality Management System per ISO, FDA and other regulatory agencies.
  • Understands and is aware of the quality consequences which may occur from the improper performance of their specific job.
  • Must be willing and able to meet any and all of the Vendor Credentialing requirements that each institution deems necessary to gain access to their facility and employees.
  • Ability to travel within territory as necessary (up to 75% in territory) and attend company sanctioned meetings, training sessions and trade shows as needed.
  • Perform other duties and projects as assigned.
Qualifications Required
  • Bachelor’s Degree in Science or Business. Rapid test and Public Health experience preferred.
  • Minimum of 5 years successful sales experience; medical sales experience required and familiarity of the in vitro diagnostics industry or Public Health area is a plus. Expertise in the infectious disease discipline with a detailed understanding of critical pathways/disease state management is strongly desired. Demonstrated expertise in price – value contract negotiations.
  • Successful experience motivating and driving business through the distribution channel.
  • Thorough understanding of financial dynamics (pricing, profitability, contract management, opportunity costs as well as improved patient outcome through financial savings.)
  • Excellent oral, written and presentation communication skills.
  • Ability and flexibility to travel and work with customers throughout the assigned geographical territory. Overnight travel as necessary to complete business requirements.
  • Knowledge of sales process for tangible products, which includes extensive experience in cold calling.
  • Ability to operate independently without frequent supervision or guidance.
  • Personal attributes to enable success in a dynamic organization: work ethic, persistence, tenacity, creativity, confidence, positive attitude, energy, team player, customer focus, resilience, stress tolerance, problem solving, flexibility, persuasiveness and the ability to take risks.
  • Strong computer skills including Word, Excel and PowerPoint.
  • Ability to rapidly adapt to fluid product line changes.
  • Exemplifies Chembio Diagnostic’s values, behaviors and ethical standards

For immediate consideration, please send a resume to srivera@chembio.com Chembio is an Equal Opportunity Employer.