About Dynex: Founded 70 years ago, DYNEX® TECHNOLOGIES, Inc., is a leading designer and manufacturer of fully automated ELISA microplate workstations, laboratory instruments and associated consumables and accessories, seamlessly integrating advanced detection with fully automated sample handling. Our talented, multidisciplinary staff includes design and service engineers, applications scientists, marketing specialists and precision-manufacturing experts. All dedicated to perpetual innovation in product design and new application frontiers to deliver cutting-edge microplate processing systems that meet the rigorous demands of the most challenging applications and ultimately improve health outcomes and enhance life.
Job Summary: The Business Development Manager (BDM) is responsible for the direct sales of the Company’s products. This position covers the Eastern US/Canada territory promoting and selling the Company’s automated microplate analyzers including reagent test kits. This territory generally includes the following territories: Parts of Canada (QC, NL, NB, PE, NS), ME, VT, NH, MA, RI, CT, NY, NJ, PA, DE, MD, DC, WV, VA, NC, SC, GA, and FL (this list may not be all-inclusive). Prospect for new accounts in territory, as well as manage, and support existing accounts. Collaborate with sales and marketing teams as needed to provide insights from the field. Responsible for developing, selling, and protecting accounts within the territory.
The ideal candidate will be energetic, proactive, and self-directed with the ability to tap into both their analytical and creative sides to close new customers. The key focus of this position is on direct capital instrument sales and recurring reagent/consumable sales. The candidate must be able to target new opportunities, forecast new sales and close new customers with strategic focus. Experienced capital equipment sales professional with reagent experience needed to increase market share and profitability. This position will interact directly with senior leadership and internal and external customers.

MINIMUM QUALIFICATIONS/EDUCATION:

§ Preferred 7+ years of successful Clinical Diagnostic or Life Sciences sales experience.
§ Capital instrument sales experience.
§ Reagent/Consumable sales experience.
§ Microplate ELISA or chemiluminescent reagent experience preferred.
§ College degree preferred.

SKILLS AND COMPETENCIES:

• Sales Experience- preferable 7+ years in Clinical or Life Sciences Fields.
• Demonstrated success.
• Technical Skills in clinical diagnostics, life science or biology.
• Key understanding of ELISA (or similar) technology and microplate methodology.
• Proficient in presenting and discussing the technical aspects of instrumentation.
• Understanding of the Clinical Laboratory organizational structure of Hospitals and Ref labs.
• Ability to handle complex and often competing priorities in environment of continuous change.
• Customer management skills.
• Conflict Resolution skills.
• Travel management across the region.
• Ability to travel, some overnight - up to 75%+ on a routine basis.
• Ability to travel to company events and tradeshows that may include weekends.
• Analytical skills to monitor and assess current division opportunities.
  Computer Skills: Proficient in CRM-Salesforce.com, Word, Excel, Power Point, Outlook, and prospecting tools.
  Work Environment: Field/main office/laboratory conditions. Considerable travel (75%+).
  Physical Requirements: Must be able to meet National Institute for Occupational Safety & Health (NIOSH) Standards.

• Prospecting for new business within territory.
• Closing business with new and existing customers to meet revenue goals.
• Effectively manages real-time sales funnels using company CRM/Salesforce.
• Communicates information about the Company’s products and services.
• The art of consultative selling with a good balance of strong listening and presentation skills to advance the commercial relationship.
• Services the customer including; consulting on their problems, educating about new products, providing in-service support, and piloting financing options where necessary (leasing, etc.).
• Product expert who can illustrate the key features & benefits of the products in context with identified customer needs.
• Carries out market research and intelligence work and reports pertinent information to Sales Director in a timely manner.
• Manages all administrative duties in a timely and efficient manner to ensure best business practices are followed.
• Works closely with other sales representatives and in-house sales, marketing, and technical service departments. Autonomous contributor as well.
• Balanced attention to new business and maintenance of core base business. Proven planner who can manage a pipeline effectively.
• Regular (including some overnights), travel is required.
• Other duties as assigned.
  Supervisory Responsibilities: None.
  Success Factors: Proactive and self-directed with the ability to tap into both their analytical and creative sides to close new customers. The key focus of this position is on direct capital instrument sales. Must be able to target new opportunities, forecast new sales, and close new customers with strategic focus. Experienced capital equipment sales professional with the ability to increase market share and profitability. Needs to interact directly with senior leadership and internal and external customers. Team player with a can-do mentality is a must. Should possess analytical skills to monitor and assess current division opportunities.