• Channel Partner Account Executive (Account Executive II)

    Location US-IL
    Requisition ID
    2018-9046
    # of Openings
    1
    Category
    Sales
  • Overview

    The Channel Partner Account Executive (CPAE) has primary responsibility for developing and implementing specific tactical plans to increase sales revenue with identified channel partners. The role will focus on providing account executive management and field sales execution for Bio-Rad’s Channel Partners - Distributor, IVD and B2B customer segments. The position will work closely with CDG's US field sales, Global and US marketing teams to create, implement, and direct marketing and sales promotional programs in collaboration with each channel field sales team to increase sales leads, increase qualified customer opportunities and secure new profitable business.

     

    This position offers a sales executive career opportunity with a stable company working in a field-based environment. Enterprise systems, sales tools, and extensive training are readily available to facilitate job duties.

    Responsibilities

    • Drives field level execution of channel partner tactics in collaboration and cadence with channel partners to ensure Bio-Rad’s sales and revenue goals are met.
    • Coordinates sales tactics between Bio-Rad’s field sales and channel partner’s field sales teams and/or primary business partners.
    • Shares best practices and provides guidance to Bio-Rad’s field sales teams on how best to strengthen business partnership and field execution with channel partners.
    • Works with field sales Account Managers to increase sales by securing new customers, increasing the numbers of purchased SKUs per account and improve contracting terms with current customers.
    • As their primary point of contact, builds relationships with Distributor’s Regional Sales Managers and IDN Managers.
    • Coordinates and manages request from Channel Partners to support new customer opportunities including RFIs, RFPs and RFQs.
    • Works in collaboration with Bio-Rad’s Customer Service, Regulatory Compliance and Marketing organizations to meet Channel Partner’s request for information.
    • Provides required maintenance and request for information as outlined in Bio-Rad / Channel Partner agreements.
    • Works in collaboration with US and Global Marketing to create promotional sales and customer training programs for channel partner segment.
    • Coordinates weekly field travel with Account Managers to participate in channel partner customer meetings.
    • Participates in Regional Business Reviews to provide channel partner updates to field sales teams.
    • Works with Bio-Rad’s Channel Partner Sales Manager to identify field sales tactics that supports Bio-Rad’s Channel Partner strategies.
    • Works with Channel Partner Sales Manager to build relationships with the US IVD business contacts in coordination with the Global BDT (Business Development Team) in order to drive regional execution of global IVD partner agreements.
    • Attends diagnostic industry conferences and channel partner annual customer conferences.
    • Communicates regularly with Bio-Rad and Channel Partner field sales teams.

    Qualifications

    • Bachelor’s degree in life science or medical diagnostics is required. MBA is a plus.
    • 5+ years related experience as field Account Manager, Account Executive or IDN Manager is required.
    • Field sales experience working in the IVD Distributor market is a plus.
    • Experience managing health-system, IDN and GPO level accounts is necessary.
    • Experience negotiating customer contracts is required.
    • Full understanding of distributor sales model is a plus.
    • Knowledge of specific market (Distributor, IVD, Government, GPO) is required.
    • Capital Equipment sales experience is a plus.
    • Technical knowledge of Quality Controls products is a plus.
    • Comprehensive knowledge and experience using CRM tool. Experience and knowledge of SFDC is a plus.
    • Experience generating territory business plans and performing territory sales analysis is required.
    • Full knowledge of company or industry related products, marketing, procedures, and methodologies.
    • Communication, computer, project management, and presentation skills.
    • Field Based: 75% Travel is Required; Must located near a major airport.

     

    About Bio-Rad:

     

    Bio-Rad is a global leader providing a broad array of clinical diagnostics and life science research products. With a team of more than 7,800 employees and a global network of operations serving our customers, we help people live longer, healthier lives.

     

    Bio-Rad was founded over six decades ago and has continued to provide the healthcare industry with innovative and useful products that help life science researchers accelerate the discovery process and medical diagnostic labs obtain faster, better results.

     

    EEO/AA Employer/Veterans/Disabled/Race/Ethnicity/Gender/Age

     

    Agency Non-Solicitation:

     

    Bio-Rad does not accept agency resumes, unless the agency has been authorized by a Bio-Rad Recruiting Representative. Please do not submit resumes unless authorized to do so. Bio-Rad will not pay for any fees related to unsolicited resumes.

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