Achieve financial plan and sales objectives for territory or accounts assigned for the Life Science unit through effective distribution channel management. This person will be responsible for implementing territory and account strategy with key accounts, offering consultative selling, and technical assistance for new & existing customers in the field of molecular and immunological testing. The successful candidate will actively work with the distributors within the assigned territories to maximize our client's market share. They will build a pipeline of sales opportunities by promoting product growth and providing development, management and account direction for the distribution network.
RESPONSIBILITIES
Territory and Account Sales: Achieve 100% or greater to Life Science sales plan
Responsibility for achieving or exceeding territory sales plan
Execute the company's marketing plan for achievement of product line sales plans and product launches
Coordinate all details relating to customer interactions at trade shows and conferences in territory.
Provide monthly sales forecasts and report monthly KPI’s for field sales activity to upper management
Maintain industry, company, and competitive product files
Analyze various market segments as new product opportunities present themselves for business considerations
Identify new opportunities that can significantly fuel growth
Maintain updated information on all customer contacts for our databases
Strategic management territory and accounts – partner with Inside Sales for the support and growth
Proactive selling and growth strategy implementation to accounts in territory
Establish or reestablish the customer relationships by proactively calling and visiting new or inactive accounts/prospects. Specific functions may include: introducing new products, sales programs, promotions, developing proposals and contracts.
Utilize needs based and consultative selling techniques to determine product and service needs for both new and ongoing accounts/prospects.
Direct customer complaints, billing issues, technical/quality problems, etc. to appropriate area or Inside Sales.
Keep relevant metrics updated related to distribution contracts and revenue goals and any additional requested metrics.
Conduct lead generation activities as set by plan.
Pricing coordination for assigned accounts.
Actively visit end-users along with distributors to build new business and support distributors on the ground.
Travel to customers >50% of time.
Develop and maintain business practices that minimize scrap and maximize product line profit margins
Obtain necessary approvals regarding pricing, margins, contract pricing.
Stay within sales expense budget
Monitor carefully territory expenses to minimize wasteful activities Achieve increased sales performance for Life Science through development of new opportunities with corporate accounts and distribution partners
Develop and maintain all contracts relating to key accounts and execute key account strategies and customer reviews.
Develop/maintain opportunities for sales growth in key corporate accounts and emerging market opportunities.
Consult with management any contracts before accepting terms or signing any quality agreements
Develop and maintain all pricing and business contracts in accordance with all company policies
Develop service programs to ensure positive customer relations with order entry, customer service, contract management, technical services, and sales
Accountable for any other duties and responsibilities as deemed appropriate by management.
KNOWLEDGE, SKILLS, ABILITIES AND PERSONAL ATTRIBUTES:
Proven sales experience within Life Science market and a demonstrated track record dealing with high value accounts
Excellent communication skills – both verbal and in written form
Ability to execute sound judgment and analyze complex issues
Ability to solve problems and make decisions
Strong interpersonal skills, with ability to interact with all levels within the company
Skills with Microsoft Office and a Customer Relationship Management platform such as SFDC Customer and market focused driven.
High need and proven ability to set and accomplish goals to deliver results.
Visionary and strategic, able to perceive growth opportunities.
Entrepreneurial, driven to successfully convert business opportunities into profit and value.
Innovative, creative, makes connections, curious and always learning.
Proactive, energetic, a self-starter.
Forms and values strong interpersonal relationships.
Attitude and ability to work in team environment, a team builder and effective collaborator.
Engaging, inspirational, enthusiastic and confident.
High integrity, sincerity, and standards.
Understanding of ISO13485, FDA and CE-IVD regulations with regard to complaint compliance, product distribution and sales and marketing activities.
Must maintain strict confidentiality of extremely sensitive data, records, files, conversations, etc.
Key Metrics for Success of the Demand Creation Process
Education and Experience:
BSc in Biomedical Sciences or related field
Masters or PhD Degree in a Biomedical Science, an MBA or equivalent would be advantageous
2 or more years’ experience in Sales within the life science industry is critical
Prior distribution management experience crucial
Other Requirements:
Ability to travel locally and internationally at least 50% of the time
Willing and able to travel and stay overnight at hotels in different cities