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Molecular Business Manager, Miami

Luminex Corporation

The Molecular Business Manager is responsible for the achievement of Luminex’s annual financial goals and profitable revenue growth as assigned within the defined geographic territory.  Primary ownership of assigned customer targets within geographic territory.  Achievement of annual ARIES®instrument and reagent sales objectives consisting of Infectious Disease, Genetics and ARIES® product lines in all targeted Luminex markets.  The Molecular Business Manager is accountable for the advancement of Luminex Molecular Diagnostics’ business objectives within our clinical diagnostic customers and is responsible for developing, implementing, and executing strategic business plans and at the executive level within the key accounts and with key opinion leaders within our diagnostic markets.

 

Lead the critical stages of the Sales Lifecycle within assigned customer base.  Identify opportunities through gathering key decision-making criteria, qualifying, and gaining customer understanding (personal & professional goals). Develop product and financial solutions for customers by thoroughly understanding their specific goals and laboratory situations.  Conduct and present appropriate workflow analysis, product information, and financial justification to create customer value and commitment.  Act as Luminex’s primary business consultant in actively leading the full spectrum of sales activities and the required internal, and external, negotiations.  These negotiations should result in the desired outcomes for Luminex and in win-win, solutions-based recommendations for our stakeholders.  Gain agreement from the customer and Luminex by following the Contract Department’s policies and procedures.  Support the implementation of specified product lines from order to go-live and beyond.

 

Work collaboratively with Molecular Applications Specialists to grow reagent sales and address ongoing customer needs.  Build and manage customer relationships within assigned geography. Prepare accurate Salesforce.com forecast and account data as well as territory business plans and sales reports to achieve assigned sales quota and product mix objectives.

 

ESSENTIAL JOB DUTIES

Key Responsibilities of the Job:

Meet or exceed the annual revenue goals in the geographic territory by developing and executing regional business plans that incorporate account specific business plans, strategies and knowledge of business drivers within region
Ability to plan and organize a total territory coverage/management strategy
The strategies and tactics outlined in the business plan should reflect the collective engagement and contributions of sales leadership and Regional Marketing
Demonstrate ownership and accountability in the coordination and deployment of all Luminex resources in accordance with the business plan to achieve financial and strategic objectives
Lead the development of key stakeholder relationships, scientific and executive, that enhance the overall value for our customers to conduct business with Luminex that enables profitable growth
Lead and direct the development and implementation of specific territory strategies and tactics that achieve overall annual growth objectives
Develop long term Customer alliances to further support and drive capital sales based activities: prospecting, qualifying, account management, and providing sales support to customer base
Work with the Area Business Director, Corporate Account team (as necessary), and other relevant functions  to define territory segment strategies and tactics for all Infectious Disease, Genetics and ARIES®product lines.  Manage local IDNs as needed.
Acts as project manager to drive sales and marketing activities directly with Luminex customers in the form of, but not limited to, technical education and training, collaborative customer meetings, sales and marketing collateral utilization, outreach opportunities, and research and study opportunities
Responsible for the promotion, pricing, and positioning of Luminex portfolio
Execute customer experiences and events designed to grow/stabilize, operationalize, or drive market development regionally and nationally
Drive to achieve organizational goals and objectives as Molecular Business Manager
Work with Molecular Application Specialist to grow reagent sales and accelerate Instrument & Reagent go-lives
Assist Regional Marketing colleagues with the development of Luminex’s strategic positioning which leads to sustainable competitive positioning and market development.
Routine forecasting, account profiling, record keeping and database management within Salesforce.com is required on a weekly/ongoing basis
Satisfy administrative requirements on time (e.g. Expense Reporting, Weekly Activity Reports, Business Plans, Forecasts, etc.)
JOB REQUIREMENTS

Competencies

Accountability – Thrive in a culture that values integrity, execution, teamwork and creativity
Communication – Open, honest, clear and effective written and verbal skills
Business Acumen – Understanding the organizational business and financial requirements
Learning on the Fly—learns quickly/open to change
Team Player – Establishes and maintains effective and positive working relationships
Organizational Agility—knows how to go through the proper channels to get things done
Planning—sets specific goals and objectives, ability to plan for the length and difficulty of assignments, ability to break down projects into specific tasks/steps
Priority Setting—focuses on what is most important
Problem Solving— identifies complex problems and reviews related information to develop and evaluate options and implement solutions
Process Management—ability to simplify complex processes and to organize people and activities
Required Education/Training:

Minimum B.A./B.S. is required, with B.S. preferred
Required Certifications/License/Special Skills:

Strong interpersonal and communication skills with a solid track record of building both internal and external relationships and teams

Knowledge of internal/external market factors, interpretation and impact to industry
Excels at planning and organization, project management, and achieving results through complex, matrixes environments
Ability to foster and sustain strong interpersonal relationships with internal/external customers
Business Acumen
Negotiation Skills
Strategic Thinking
Capital Equipment Sales Skills
Required Work Experience:

Minimum 5 years experience in healthcare related field (diagnostics, pharmaceutical or consulting) with at least 3 – 5 years combined in sales and marketing (Molecular Preferred)
Demonstrated leadership experience
Familiarity with key accounts in defined territory and established relationships with key opinion leaders in an industry related to Luminex.
Knowledge of market and industry drivers
WORKING CONDITIONS

Must work onsite at Luminex office 0% OFFSITE POSITION
Travel may be required approximately:70%
Ability to handle pressure of meeting tight deadlines
When not traveling to a customer site, work is normally performed in a home office environment

***Successful candidate will live in or near Miami***

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