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.

Job Summary

The Health Systems Manager will be responsible for managing and growing key account revenue within the medical diagnostics space. This role is key in 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, Account Executive and Regional Point of Care sales teams to develop, communicate, and drive the execution of the sales growth strategies in Health Systems. Major Duties

Key Duties

Tasks/Duties/Responsibilities:

• Identify and establish ongoing relationships at Health System’s corporate headquarters and/or other developing market segments 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, Government etc
• Strong knowledge of C-level/VP buying influencers within Health Systems with ability to gain access to key decision makers.
• Lead and assist the development and execution ofstrategies to identify new Health Systems and introduce/make aware of Meridian solutions to grow, maintain and win new business.Collaborate with senior leadership to align regional initiatives with broader organizational goals and vision.
• Serve as a product expert, providing high-level insights and guidance on emerging trends, technologies, and competitors.
• 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.

Qualifications

Minimum Education or Equivalent Experience Required/Preferred:

• Bachelor’s degree in Business, Healthcare, or Science required
• Successful experience working with National Reference Labs, Health Systems, Regional and National Accounts.
• 6-8 years sales experience or similar equivalent/background into laboratory and/or diagnostics market.
• Previous Sales Management / Sales matrix leadership required
• Proven track record of closing Health System agreements/contracts.

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

*All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, or other legally protected status. (USA Only)*