Job Title: BUSINESS DEVELOPER

1. Main Mission and Job Objective

The primary mission is the execution of the commercial strategy within the assigned territory, as established by the Sales Manager and the subsidiary leadership team. For the clinical area, this role works closely with the established commercial cell (but not exclusively) composed of Application Specialists, IT and Data Specialists, CIM, etc., while also achieving the defined commercial and strategic objectives.

The main responsibility of this role is to serve as an expert in bioMérieux’s specific solutions and deliver the value proposition throughout the sales cycle to identified decision makers and stakeholders (particularly the laboratory, but also the client’s clinical teams and industry) within the institutions in the assigned territory.

In addition, this role is responsible for identifying new growth opportunities within accounts and the defined territory.

Furthermore, this position is responsible for ensuring and supporting the organization’s Quality Management System.

2. Main Responsibilities

• Lead the delivery of the solution value proposition, manage the sales process, handle customer concerns and objections, with the objective of ensuring customer satisfaction within the territory in coordination with other members of the commercial cell, focusing on the development of key accounts.

• Opportunity and Objective Management: Develop knowledge of opportunities (analyze decision makers and needs, competitive presence, bioMérieux strengths and vulnerabilities, blocking points) and update customer information as needed in Salesforce, for both existing customers and prospects, in coordination with other members of the commercial cell.

• Develop a culture of interdisciplinary work within the team by conducting monthly reviews of progress on strategic projects while scheduling the corresponding monthly territory meetings.

• Lead the implementation of strategic initiatives (Full Potential) within the territory, such as developing a model center, increasing cross-selling, improving the maturity level of customers, and ensuring effective new product launches (Clinical area).

• Report sales results monthly to the territory and sales management; also report the monthly sales forecast.

• Keep account and opportunity information updated in Sales Force Automation (customer address, contacts, opportunities, activities, objectives) as an integral part of daily management.

• Execute action plans from the SBO meeting as agreed with Sales Management.

• Ensure that sales activities comply with legal and ethical standards as well as company policies.

3. Education, Experience, Skills, and Qualifications

3.1 Education & Experience

• A bachelor’s degree in health sciences or a related field is required.

• Postgraduate degree in business/marketing 

• Management of critical Key Account Manager clients.

• Significant sales experience:

  • Minimum 5 years

  • preferably in the Life Sciences environment, with knowledge of bioMérieux’s portfolio and competitor offerings.

• English proficiency:

  •  Fluent / Intermediate

3.2 Skills and Qualifications

• Strong business acumen combined with a proven work ethic, integrity, and professional conduct.

• Ability to convince, persuade, and influence in sales situations.

• Ability to adapt in a constantly changing environment.

• Ability to develop solid territory and opportunity plans and execute strategies to achieve objectives.

• Ability to assess competitive responses to sales strategies and make appropriate adjustments.

• Strong interpersonal skills and good communication and presentation abilities.

4. Scope, Indicators, Key Contacts

• Scope and resource responsibility: N/A

• Financial indicators (revenue, budget, etc.): sector portfolio depending on the country.

• Key Performance Indicators (KPIs): commercial targets A/B, sales growth, customer satisfaction, profitability, market share evolution, pipeline evolution, forecast accuracy.

• Key contacts and interfaces:

  • Internal: sales, marketing, services, supply chain, legal, quality teams.

  • External: customers, IVD industry players.

5. Languages

• Language A: English – Fluent / Intermediate 

• Language B: Spanish – Fluent