BioFire Defense

Account Manager

• Develop and execute a territory-specific business plan to increase share of wallet in the annually defined customer space, exceeding both specific growth targets and annual revenue goals.
• Identify and pursue High Value Targets (HVTs) to drive new instrument and reagent placements.
• Manage a robust opportunity pipeline, ensuring timing aligns with monthly forecasts and quarterly business objectives.
• Manage all aspects of the sales cycle, from lead generation to deal closure, and cultivating long-term customer relationships through post-sales support.
• Maintain and grow existing accounts to minimize lost business and ensure renewal of consumables and services.
• Operates in SalesForce CRM to document customer engagement, request support from BioFire stakeholders, manage leads, work opportunities, create quotes, maintain accurate funnels, and provide customer insights.
• Deliver effective product demonstrations and technical presentations.
• Stay current on the US Government procurement cycle, contracting vehicles, and how company product offerings can benefit DHA customers within the healthcare landscape.
• Analyze and communicate the ROI of BioFire solutions to clinical, administrative, and procurement stakeholders.
• Provide pre- and post- sales support and serve as a knowledge resource to customers.
• Develop and maintain strong relationships with key stakeholders, including laboratorians, clinicians, C-suite executives, and procurement officials.
• Document all customer engagement in CRM
• Conduct monthly and quarterly business reviews with internal teams and contribute to strategy adjustments.

US Government Account Manager – East

• Develop and execute a territory-specific business plan to increase share of wallet in the annually defined customer space, exceeding both specific growth targets and annual revenue goals.
• Identify and pursue High Value Targets (HVTs) to drive new instrument and reagent placements.
• Manage a robust opportunity pipeline, ensuring timing aligns with monthly forecasts and quarterly business objectives.
• Manage all aspects of the sales cycle, from lead generation to deal closure, and cultivating long-term customer relationships through post-sales support.
• Maintain and grow existing accounts to minimize lost business and ensure renewal of consumables and services.
• Operates in SalesForce CRM to document customer engagement, request support from BioFire stakeholders, manage leads, work opportunities, create quotes, maintain accurate funnels, and provide customer insights.
• Utilize the Miller Heiman Strategic Sales process.
• Deliver effective product demonstrations and technical presentations.
• Stay current on the US Government procurement cycle, contracting vehicles, and how company product offerings can benefit DHA customers within the healthcare landscape.
• Leverage knowledge of competitor offerings to shape proposals and defend pricing strategies.
• Analyze and communicate the ROI of BioFire solutions to clinical, administrative, and procurement stakeholders.
• Provide pre- and post- sales support and serve as a knowledge resource to customers.
• Partner with Director of Government Accounts and other internal teams to advance complex opportunities.
• Develop and maintain strong relationships with key stakeholders, including laboratorians, clinicians, C-suite executives, and procurement officials.
• Identify and engage with key opinion leaders within accounts.
• Represent the voice of the customer internally to influence product strategy and marketing enhancements.
• Serve as liaison between Sales and Marketing, ensuring field intelligence informs strategic direction.
• Document all customer engagement in CRM.
• Request team support in CRM.
• Maintain timely and accurate opportunity funnels in CRM.
• Participate in bi-weekly opportunity reviews with supervisor.
• Conduct monthly and quarterly business reviews with internal teams and contribute to strategy adjustments.
• Maintain accurate customer data and activities in CRM systems daily.
• Submit timely expense reports and forecasts in accordance with company policy.
• Ensure minimum forecast accuracy for revenue and units as defined in performance expectations.

US Government Account Manager – East

US Government Account Manager – West