Director, of Business Development, Clinical Diagnostics

SUMMARY: The Director of Business Development, Clinical Diagnostics will be responsible for driving business with an identified group of clinical customers and/or target clinical customers.

The Director will be instrumental in developing a business strategy to help achieve the sales and profitability targets for the Regions and the Company, and will be responsible for creating and implementing strategies to sell a diverse product portfolio that is comprised of scientific laboratory supplies, equipment, chemicals and safety items used in clinical diagnostics and reference laboratories.

ESSENTIAL DUTIES AND RESPONSIBILITIES including the following.

Other duties may be assigned.

Negotiate multi-site national contracts with large dollar customers.

Drive corporate customer relationships and hold both accountable for commitments.

Work with the Sales Team to meet/exceed annual Sales and Gross Profit growth goals.

Support the Account Managers with problem solving skills and solution development.

Understand and manage customer lifecycle and contract timeframe and plan and act accordingly.

Provide strategic direction for the review and completion of RFP / RFQ bid opportunities.

Own the implementation process to commercialize new Master Supply agreements.

Help manage SFDC funnel for the Clinical account targets in the region and move opportunities successfully through the pipeline.

Coordinate needs and perform opportunity assessments across all locations to drive business growth and increase market-share at all locations.

Works in conjunction with the Regional Sales Teams to drive implementation and support contracts to drive growth.

Travel with Account Managers on a regular basis to provide training and drive corporate initiatives with clinical customers.

Attend quarterly leadership meetings to share best practices with peers.

Develop and strengthen manufacturer and key customer relationships.

Prepare annual sales and gross margin forecasts for the Clinical Division and monitor performance to plan throughout the year.

Successfully work with the internal operations team to ensure customer support is provided.

Set strategic direction for the Account Managers with the PEAK and CE teams in the Clinical Division to help drive cross-selling initiatives and strengthen the Thomas value proposition.

Perform other duties as required.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED To perform this job successfully, and individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skill, and/or ability required.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Bachelor’s degree (BA or BS) from a four-year college or university.

Advanced degree preferred.

5 – 10 years of sales and sales management experience preferred.

Preferred experience working for and/or through distribution.

Proficient use of Microsoft Office products and a CRM tool.

Excellent interpersonal and problem-solving skills.

Ability to read, analyze, and prepare RFP responses using a defined selling process.

Ability to write reports, business correspondence, and procedure manuals.

Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the sales team.

Ability to work with mathematical concepts such as probability and statistical inference.

Ability to apply concepts such as fractions, percentages, commissions, ratios, discounts, gross profit, and proportions to practical situations.

Strong desire to serve customers (internal and external) by going the extra mile.

SUPERVISOR RESPONSIBILITIES: This position does not have direct reports.

Must be able to work across a matrix organization to manage all aspects of the customers to ensure we are bringing value to the organization.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.

The employee must frequently lift and/or move up to 25 pounds.

Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

The employee will also be required to drive a car to meet with clients.

MENTAL DEMANDS: Must be able to manage multiple projects and tasks Must pay close attention to detail This position has a predictable work schedule This position has frequent deadlines This position has a high level of decision-making ability This position works closely with others There is a lot of record-keeping and routine paperwork WORK ENVIRONMENT: The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· This position has no exposure to environmental conditions such as chemicals or extreme weather conditions.