To fulfill its mission to improve public health worldwide, bioMérieux is present in more than 150 countries through 41 subsidiaries. Its world headquarters are located in the Lyon area in France.
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As part of the sales team, the Clinical Implementation Manager (CIM) will be working to achieve a clinical close in the targeted accounts for the Immunoassay product line. This will include evaluating current institutional treatment guidelines, recommendations on improving these through the use of biomerieux products and providing education on the clinical utility of bioMerieux’s Immunoassay diagnostic product line to current and future customers. Adoption of recommended clinical pathways is key to providing maximum customer value. Additionally, support of sales team will be provided through clinically based training and education on utilization of diagnostic results. The CIM has shared responsibility with the Immunoassay Specialist for achieving the territory sales goals and maintaining existing customers within a territory as defined by bioMerieux.
1) Create new revenue opportunities.
a) Provide expertise necessary to achieve the clinical close portion of the sale working with the Immunoassay Specialist
b) Prospect and qualify leads for new instrument and reagent revenue.
c) Promote bioMérieux products and services through product demonstrations, evaluations, or site visits.
d) Develop strategy for ongoing client satisfaction, retention and testimonials.
e) Capitalize on relationship opportunities for cross selling bioMerieux products.
f) Analyze region for revenue opportunities.
2) Provide education to hospital personnel on clinical pathways and clinical utility of Immunoassay products
a) Focus areas of Emergency Medicine, ICU, Pulmonology, Cardiology, Laboratory, Risk Management and Administration.
b) Provide formal presentations as well as informal trainings.
c) Facilitate intradepartmental communication to maximize patient solutions within institution.
d) Conduct In-Servicing at key sites
3) Support development of Key Opinion Leader Network
a) Develop relationships with key regional institutions.
b) Gain acceptance and implementation of recommended clinical pathways at such sites.
c) Foster relationships with key personnel to serve as references.
d) Establish centers of excellence as benchmark for other customer sites to model.
e) Assist in development of evaluation criteria at such sites evaluating bioMerieux solution.
4) Territory Management
a) Coordinate and track book-to-live process of Technical Consultants.
b) Increase adoption of suggested clinical pathway(s) in existing customer base.
c) Track critical and lost accounts.
d) Assist in developing and executing retention plan at critical accounts.
e) Coordinate with Technical Consultant(s) to troubleshoot process and product issues.
f) Design and coordinate solutions for client.
g) Provide evaluation support for product comparisons.
h) Report industry and market trends.
i) Report client satisfaction and needs.
j) Track Territory disposable revenue by Account and implement action plans in any account whose YTD sales may be down versus the previous year. Primary focus should be in the territories Top 20% of accounts that generate 80% of the territory revenue.
5) Assist in field based training of Immunoassay Specialists.
a) Clinical background and context of disease states associated with bioMerieux product line.
b) Implications to patient and physician of adopting different clinical pathways.
c) Sharing best practices for gaining access to and influencing key clinical decision makers.