Sales Director - East

Mission

Drive the commercialization and adoption of the Pattern System in the US market by establishing and developing long-term business relationships with Integrated Delivery Networks (IDNs), Health Systems and other key accounts within a defined geographical region to sustainably achieve high performance measured by customer satisfaction, revenue and profitability.

How You Will Contribute

• Grow sales of Pattern products and services in the assigned territory and other assigned accounts in accordance with annual sales growth objectives.
• Deliver a compelling value proposition for the Pattern System and navigate complex sales cycles, including capital justification, value analysis committees, contracting and implementation.
• Prospect, develop and implement strategies to penetrate Integrated Delivery Networks (IDNs) and Health Systems in the territory to grow and maintain a prominent business presence.
• Develop a sound business plan for the assigned territory.
• Forecast, plan and execute business objectives to meet and exceed sales goals.
• Consistently and accurately forecast Capital and Reagent revenue for each assigned account monthly and maintain a structured and detailed sales opportunity funnel in CRM.
• Gain and maintain key C-Suite and KOL relationships.
• Create, retain and grow relationships with critical buying influences across C-Suite, Laboratory leadership, Stewardship, ID, and Critical Care at each assigned account.
• Be the senior point of contact for Pattern within each account.
• Bridge the gap between the customer and internal teams, including Marketing, R&D, Service, Customer Support, Finance, Quality and Legal.
• Work closely with the Pattern technical support, field application and service teams to ensure successful early adoption by Pattern users from commercial accounts with a strong emphasis on rapid Go-Live's.
• Develop and maintain key customer reference sites and relationships.
• Hold high-level business reviews with key decision makers at all IDNs within the territory.
• Travel extensively (up to 90%) to conduct customer visits, including frequent air travel, safe operation of motor vehicles, and extended time on site in hospital laboratory environments.

Other Opportunities

• Work collaboratively with Marketing and commercial leadership to strategize and plan the expansion of the Pattern sales team.
• Provide knowledge transfer to other team members through early Pattern best practices during initial site adoption of the system.
• Provide feedback to Customer Support, Marketing, Product and Sales on customer feedback from early adopters of the Pattern System.
• Support Pattern sales efforts such as regional and national trade shows, GPO conventions, and regional and national sales meetings.

We'd Love to Hear from You If You Have

• A proven and documented track record of exceeding territory Capital and Reagent goals and consistent top finishes within your sales team.
• Can explain, and translate as needed, highly detailed technical information to multiple buying influences, including laboratorians, C-Suite, physicians, stewardship teams, IT, and other buyers.
• Can engage and influence senior-level clinical, operational, and financial stakeholders.
• Navigate complex sales processes with multiple buying influences.
• Are an excellent integrator and negotiator, able to judge competitive response to sales strategy and make appropriate adjustments.
• Demonstrate a high level of business acumen, understand the "give and take" in a business environment, and achieve "win/win" solutions.
• Bring exceptional strategic planning, negotiation, and forecasting skills.
• Operate in an organized manner in an autonomous work environment without direct daily supervision.
• Exhibit high intellectual curiosity in the field of microbiology, antimicrobial stewardship, and how Pattern's solutions positively impact patient care.
• Retain optimal productivity while working in the field during extensive customer travel.
• Have excellent written and oral skills in all communications.

Desired Education and Experience

• Minimum: BS/BA in a business or science-related field, plus 7 years' experience in laboratory diagnostic sales that includes successful experience in territory sales over a large geographic area and full knowledge of the product line(s) and applications.
• Graduate degree preferred.
• Proven track record and documented success selling diagnostic capital equipment and reagent/consumables.
• Experience with selling into Microbiology labs; Health System, National Accounts and IDN contract sales; and documented success in new product launches.
• Experience in business-to-business and/or corporate account sales with strong understanding and integration of the strategic selling process and contract management.
• Expertise in developing and executing account-based strategies that align capital and reagent pull-through and share of wallet growth.
• Proficient in CRM tools, including pipeline and opportunity management.
• Fundamental knowledge of the principles and practices of laboratory operations.
• Competency in Miller Heiman Strategic and Conceptual Selling a plus.
• Experience leading or developing sales professionals a plus, whether through direct management or informal leadership.
• Valid driver's license in state of residence.

Details

Location: Field-based, United States; home base near a major airport with access to assigned accounts; up to 90% travel. Type of Position: Full-time.