Health Systems Manager - South Region

About Meridian:

Meridian Bioscience is a fully integrated life science company that develops, manufactures, markets and distributes a broad range of innovative diagnostic products. We are dedicated to developing and delivering better solutions that give answers with speed, accuracy and simplicity that are redefining the possibilities of life from discovery to diagnosis. We are looking for talented and passionate individuals that help drive our vision. Our innovative culture will allow interested candidates to discover and create, through collaboration, cutting edge solutions to tough problems.

The Health Systems Manager will be responsible for growing revenue by identifying, developing and managing the strategic relationships with key corporate leadership contacts within Health Systems. This position will need to develop, negotiate, implement, and evaluate contractual agreements to protect, grow and add new business.  Additionally, the Health Systems Manager will conduct regular business reviews designed to identify ongoing growth opportunities, introduce new Meridian platforms and solutions and maintain targeted, agreed upon goals. Successful candidate will own the Health System’s strategy in collaboration with Regional Sales Directors and their Account Executive sales teams to develop, communicate, and drive the execution of the sales growth strategies in Health Systems.

Tasks/Duties/Responsibilities:

• Identify and establish ongoing relationships at Health System’s corporate headquarters with the highest-level system contacts, i.e. C-Suite, VP of Lab Services/Operations, VP of Supply Chain/Materials Management, VP of Contracting, POC/Outreach, Urgent Care/Clinics, etc.
• Strong knowledge of C-level/VP buying influencers within Health Systems with ability to gain access to key decision makers.
• Prospect, develop and implement strategies to identify new Health Systems and introduce/make aware of Meridian solutions to grow, maintain and win new business.
• Gain and maintain C-suite, VP, Sr. Dir. corporate relationships. Regular cadence and ongoing quarterly communication/updates with key Health System decision makers.
• Facilitate the National or Regional rollout/launch of strategic Health System agreements.
• Provide coaching and strategic guidance to local Meridian Account Executives in collaboration/teamwork with their Regional Sales Directors.
• Develop Health System pricing/contracts strategies working closely with internal Sales Operations/Contracting teams that align with Meridian Bioscience, Inc. corporate initiatives.
• Conduct Quarterly/Semi-annual Business Reviews with contracted Health Systems
• Maintain proper reach and frequency into assigned Health Systems with established metrics and document the activity, meetings, strategy etc. in both CRM and Strategic Account plans
• Provide quarterly updates on Health System pipeline management, activity and new opportunities to include expected contracts/agreements, term and estimated annual revenue to be closed/won.
• Provide quarterly updates on assigned Health System’s performance to their year over year spend.
• Manage and report quarterly contract performance and compliance to signed contracts/agreements. Reporting and plans to gain compliance.
• Work with Marketing department and Product Managers as needed to develop campaigns/programs which promote Meridian's products.
• Regular updates and cadence to Health System’s corporate contacts on all new platforms, tests, FDA approvals, promotions, etc.
• Work with Regional Sales Directors and Account Executives to identify, develop, execute and track regional and local Meridian interest to Health System level opportunities.
• Develop Health System Strategies that include /enlist the support of other internal Meridian teams, i.e. ISR, TIS, Finance, etc.
• Negotiate contracts and committed agreements with Health Systems that provide profitable, long-term growth opportunities.
• Develop strategic relationships and alliances with our Distribution Partner’s Health System Executives to grow exsiting and secure new Meridian business and Health Systems.
• Develop selling strategies which incorporate and increase Health Systems’s partnership and drive revenue with Meridian’s strategic GPO partnerships.
• Work with Sales admin and finance in tracking sales revenues, profitability, and contract compliance to ensure maximization of contract opportunity.
• Input sales calls, contacts and account activities in CRM.
• Communicate with sales and marketing regarding GPO/Health System activity, competitive information, etc.
• Communicate with Sales Leadership and Operations/Finance regarding financial models relative to GPO/Health Systems’s strategies.

Other duties as assigned:

• Must be able to concentrate, analyze and solve complex issues throughout the course of the work shift.
• Ability to walk up and down several flights of stairs throughout the work day in a multi-location facility.
• Must be able to lift 20 lbs.
• Must be able to wear personal protective equipment (nitrile or latex gloves, face shields/safety glasses, etc.).
• Must be able to adhere to applicable biosafety practices when on the manufacturing floor or in laboratories.
• Ability to travel by air/car as needed.
• Ability to sit and stand for long periods of time, stoop, reach, bend, push and pull throughout the course of the work shift.

Minimum Education or Equivalent Experience Required/Preferred:

• Bachelor’s Degree in Business, Healthcare, or Science required
• 5-7 years sales experience or similar equivalent/background into laboratory and/or diagnostics market.
• Previous Sales Management / Sales matrix leadership required
• Successful experience working with Health Systems, Regional and National Accounts.
• Proven track record of closing Health System agreements/contracts.
• Recommedations from Regional Sales Directors for internal candidates required.

Competencies Required or preferred:

• Candidate must live in assigned territory
• Proven ability to develop and execute selling strategies which grow company’s Health System’s/GPO business and market share.
• Proven ability to analyze sales data, complex business contracts and develop solutions which maximize company’s profitability.
• Successful experience working with distribution channels.
• Must be detailed oriented with ability to negotiate and execute contracts.
• Must be proficient on Excel, Word, PowerPoint, and Outlook at intermediate level or higher.
• Must exhibit superior product knowledge across all product lines.
• Must possess excellent planning, organizational, and administrative skills.
• Ability to maintain regular attendance and punctuality requirements.
• May be required to work outside normal business.
• Strong written and verbal communication skills.
• Ability to work in a collaborative environment.
• Strong confidentiality and ethics required.

Required Travel %:

• 65% Travel

*We are proud to be an EEO/AA employer Minority/Female/Disability/Veteran. We maintain a drug-free workplace and perform pre-employment substance abuse testing. (USA Only)*