Sales Representative Clinical Microbiology

Qvella Corporation (Paris, France) Publié il y a 12 jours

An exciting opportunity as Sales Representative/Business Developer.  This is a permanent opportunity with Qvella Corporation with preference to candidates located in the Paris, France region.

Qvella is a start-up molecular diagnostics company building the infrastructure to commercialize and support transformational products in the microbiology diagnostics market segment in the coming years.  

We are looking for an ambitious, driven, relationship focused and experienced microbiology laboratory sales professionals with additional experience in interacting with clinicians, that want to work in a fast paced non bureaucratic environment. Required attributes include a positive attitude and flexibility to handle typical growing pains that a new company may experience.  What is certain in this role is change as we continue to add products and increase resources within our geographies.  Embracing this change will be the key to success for all of our team. 

Nature and Scope of Work:

The Sales Representative/Business Developer France, reporting into the Director of Sales, Europe, will be integral in both developing and maintaining QVELLA’s business. As a member of a team driven environment with a pioneering spirit, this position is responsible for developing its geography to introduce Qvella products based on the business plan priorities. This person will need to contribute to and execute the business plan to achieve or exceed territory development, growth, relationship building and revenue goals selling instruments and reagents.

While this role is largely autonomous with individual responsibility for one’s own geography, we are committed to offer our employees a working environment which encourages team spirit.  Priority is given to growth and development based on the success of the company.  Subject Master Expert support is provided by key medical executives and our engineering teams from our European head office in Mechelen, Belgium, HQ office in Richmond Hill, Ontario, Canada as well as from our Carlsbad, California office.   

This is a mobile role, currently covering an entire geography.  It is anticipated that the incumbent will be visiting hospitals (or similar medical facilities) within their geographic region.  They will spend time attending various local and National trade shows or visiting our European office in Mechelen, Belgium, our home office in Richmond Hill, ON, Canada as needed for training or meetings.  Travel of up to 80% is expected.

As there is no Qvella office in each country, the incumbent will need to take ownership of finding their own space, typically in their home, to set up as home office. 

To facilitate this mobility, incumbents will be provided a suitable laptop, printer, company car or car allowance, and expense reimbursement according to company policy. 

Note that we reserve the right at any time to redistribute geographic areas as we grow and develop the market though all reasonable efforts will be taken to ensure that individuals will be kept whole. 

Essential Duties and Responsibilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily:

  • Manage pipeline to ensure timing of closes that match forecast & business plans.
  • Prospection of customers and qualification of leads: contacts include laboratory managers as well as clinicians and any other function involved with antimicrobial stewardship
  • Identify target customers in geographical territories to fill the sales funnel.
  • Scoping the needs of the customers and translate those to a tailored product offer from QVELLA, thereby creating strong relationships and putting QVELLA top-of-mind
  • Develop strategy and individual responsibility to close profitable sales of all identified high value targets in direct sales territories.
  • Draft and present sales offers in line with company guidelines and profitability targets.
  • Learn and apply a comprehensive and novel sales process, install and maintain relationships and negotiate and close deals.
  • Help coordinate activity of Clinical Specialists in context of promotion, evaluation, training and customer satisfaction and helping customers with go live to report results.
  • Develop relationships with key customers/opinion leaders within defined territories and in influencing and supporting their efforts.
  • Identify, help in preparing and attend industry tradeshows and increase company and product awareness.
  • Using Spiro.com to track all information related to each sales call made to provide extensive account documentation for each client or potential client. 
  • Regular interaction with sales director, by telephone or in person and with other colleagues at the European or HQ office (marketing, technical service, R&D, clinical affairs, logistics, …)
  • Regular co-visits with Sales Director, Marketing, or any other person than can drive forward the sales process
  • Input in sales budget exercise when needed (yearly budget exercise, and interim forecast update exercises)
  • Monitor and report local market trends and actions by competition. (competitive intelligence)
  • Manage administrative duties as assigned: monitoring expenses to budget (free goods / samples), timely administrative and call reporting (weekly, monthly, …), funnel and competitive data entries, use and maintenance of Company assets and adhering to local regulations, as applicable, and all consistent with company policy.
  • Weekly product forecast updates based on last-minute knowledge of deal progression
  • Adherence to all guidelines and policies that relate to our behaviors as they relate to doing business with the medical industry
  • Other tasks, projects and duties related as may be assigned.

Qualifications and Requirements:

  • Significant and demonstrated sales excellence, key account management with both lab managers and clinicians with a demonstrated network in this area.
  • Experience in microbiology and molecular diagnostics space.
  • A demonstrated understanding of how hospitals operate with the ability to apply that to uncover and address their unmet needs.
  • Have an understanding of hospital antimicrobial stewardship, the members of the committee and how to reach and build relationships with them.
  • Experience with selling capital equipment to hospitals is considered a plus
  • The ability to understand and communicate outcome based economic modeling to justify hospital investment.
  • Experience with Spiro.com or similar CRM and accountable to daily adherence to the system.
  • Proven ability to identify and close ‘quick-wins’
  • Self-directing (including motivation and initiative)
  • Superior verbal and written communication skills including influencing and presenting, formal and informal styles
  • Mother tongue French
  • Fluent in English verbal and written
  • Integrity, credibility and trustworthiness
  • Organization ability to stay on top of all sales calls and back up documentation
  • Superior listening skills.
  • Team spirit

Education:

  • BS, MS in sciences, laboratory sciences, commercial degree or equivalent by relevant professional experience suitable to the product portfolio such as understanding laboratory microbiology techniques and processes, infectious disease patient flows, or other field that when combined with sales experience makes a candidate able to converse with medical professionals about our suite of products.

What are you waiting for? Apply Now!

Qvella is an equal opportunity employer. We are committed to a diverse and inclusive workplace for all.  If you are selected to participate in the recruitment process, please inform us of any accommodations you may require. Qvella will work with you in an effort to ensure that you are able to fully participate in the process. All accommodation information provided will be treated as confidential and used only for the purpose of providing an accessible candidate experience.

Must be legally eligible to work in Europe at the location(s) specified above.  Significant travel will be required throughout Europe as well as occasional travel to our locations in Canada and the United States of America.  Ability to legally meet the travel requirement is necessary for the incumbent for this role.

A complete background check will be completed for each selected candidate including references, education, criminal and credit check.

We thank all interested applicants; however, only those selected for an interview will be contacted.

Sales Representative Clinical Microbiology

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