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Responsible for managing and building long term strategic relationships with existing and new Direct Accounts, IDNs, Distributors and GPOs in the Healthcare and Public Health markets to support and grow the sale of Neogen products to designated markets and assigned territories. Responsible for ensuring the overall satisfaction and success of Customers and Distributors by providing timely updates on pricing, order status, product availability, assisting with bids, supporting the creation and execution of contracts, and management of rebate programs.
Essential Duties and Responsibilities:
- Build and maintain strong relationships with Customers and Distributors, understanding their business needs, and ensuring satisfaction with products or services.
- Identify and close new business opportunities with new and existing Customers and Distributors and strategize to expand the company's footprint in the market.
- Develop and execute strategic account plans to drive growth and maximize revenue from Customers and Distributors including development of distributor rep growth strategies.
- Conduct regular business reviews and performance analyses for IDN, Distributors and GPOs, providing valuable insights and recommendations to enhance channel partnerships.
- Negotiate and execute new and renewal contracts, and price agreements, ensuring mutually beneficial terms for both the company and IDN, Distributors and GPOs.
- Manage IDN, Distributor and GPO rebate programs in designated territory.
- Assist with building IDN, Distributors and GPO pricing strategy and programs (MAP and other)
- Monitor Customer and Distributor performance, providing updates on product availability, pricing changes, and market trends. Resolve issues and answer queries related to pricing, contracts, and order fulfillment. Collaborate with the sales, pricing, and operations teams to ensure accurate and timely processing of orders and quotes.
- Assist in the onboarding process for new Customers and Distributors, ensuring smooth transition and integration into the company’s systems and processes.
- Make presentations and assist in training Distributor sales force and end users on company products.
- Prepare bids, request for quotes (RFQs), requests for proposals (RFPs) and quotes for all new and existing contracts.
- Collaborate with internal teams, such as sales, marketing, and customer support, to deliver exceptional customer experience and meet client expectations.
- Analyze competitor activities and market dynamics, adjust account strategies accordingly to maintain a competitive advantage.
- Attend and analyze industry trade shows and meetings to (1) promote products and services; (2) increase market and competitive knowledge; and (3) identify new products for distribution, OEM, or development.
- Meets or exceeds budgeted sales revenues.
- Participate in annual business planning process and pipeline management.
- Analyze and control expenditures to conform to budgetary requirements.
- Assist Accounting in resolving billing or collection problems.
- Travels up to 35% of the time throughout assigned territory to call on regular and prospective customers to expand revenues and talk with customers and prospects by phone.
Education and Experience
- Bachelor’s degree in a related field such as Sales, Marketing, Life Sciences, Healthcare, Public Health, or related field.
- Minimum of 2 - 4 years of experience in sales and/or marketing products is required.
- Strong understanding of healthcare distribution/GPO management, including contracts, rebates and pricing is preferred.
- Excellent communication and interpersonal skills with demonstrated ability to present and influence credibly and effectively at all levels of the organization.
- Willingness to travel extensively within the assigned territory.
From inside the farm gate to our dinner plates, Neogen protects the world’s food supply. Through a variety of animal healthcare products, to food safety solutions for dangerous bacteria, allergens, toxins, drug residues and much more, Neogen is there — and you can be too.
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