Director, Sales BioPharma Life Science

Job Overview

As part of the LS leadership team, the Director, Sales is responsible for providing executive leadership and management to the BioPharma and Sterile Transfer Territory Managers for Life Science team in North America. The focus is to ensure the Territory Managers meets and/or exceeds sales and profitability objectives.

Job Responsibilities and Essential Duties

• Responsible for all short- and long-term strategic planning including sales, financial performance, new product development, resource requirements, operational functions, and establishing goals and objectives required to promote clear direction and meet business, market share and profitability objectives.
• Lead annual budget, quarterly, and monthly forecasting processes (including human and material resources, and capital expenditures) with a strong focus on improving forecast accuracy and process improvement.
• Reviews analyses of activities, costs, operations and forecast data to determine organizations progress toward defined goals and objectives.
• Provide local market intelligence to BA with respect to market forecasts, changing dynamics and competitive landscape, and product development
• Utilize established corporate values and leadership models to recruit personnel (consistent with published employment procedures), coach and develop organizational talent. Evaluate the performance of direct reports, coaching and mentoring, cooperatively seeking opportunities for training and development to achieve optimal levels of performance and accomplishment, provide feedback to reward effectiveness and address areas of misalignment.
• Provide leadership and guidance to staff who exercise significant latitude and independence in their assignments towards achieving departmental and organizational objectives.
• Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.
• Keep the organization’s vision and values at the forefront of decision-making and action.
• Demonstrate effective change leadership, and responsible for the development, management and execution of organizational and operational processes and policies.
• Provide leadership and guidance in maintaining partnerships with 3rd party sales companies by providing performance feedback, training and proper sales tools
• Collaborate on business planning with the LS BA to define and drive plans to maximize customer satisfaction and profitability by fostering an effective relationship between all operational groups.
• Represent the company at various community and/or business meetings to promote the company and promote positive relations with partners, vendors, and distributors.
• Participates in all reasonable work activities as assigned by management.

Minimum Requirements

• Bachelor’s Degree in business or related field or equivalent combination of education and experience
• Master’s degree preferred.
• Minimum of 3 years Sales Management experience in medical device capital sales.
• Minimum of 7 years’ experience in a technical sales or business development role with high-level decision-making and strategy development responsibility.

Required Knowledge, Skills and Abilities

• Excellent verbal and written communication skills.
• Demonstrated record of success or achievement in sales management positions.
• CRM experience from the user perspective.
• Experience in strategic planning and execution. Knowledge of contracting, negotiating, and change management.
• Knowledge of structuring sales quota goals and revenue expectations.
• Displays a leadership style to motivate teams in a field sales organization.
• Practical business understanding to help define the appropriate sales model to deliver results, having demonstrated strong business acumen and professionalism.
• Prior experience affording the individual a broadbusiness perspective, as well as the ability to anticipate critical issues for the organization.
• Track record of success in identifying and implementing “Best In Class” management processes as it relates to the development of sales organization
• Strong operational experience with high emphasis on analytics and field sales management, which was developed by having leadership experience across multiple range of product lines.
• Preferred experience with other market-leading Biotech companies.
• Prior experience at installing organizational controls and systems necessary for measured, deliberate and effective execution.
• Experienceworking in other organizations that can effectively manage change and has the ability to identify steps that need to be taken in order to execute decisions.
• Intermediate to advanced Microsoft Officeskills in Excel, Word and Outlook and familiarity with Customer Relationship Management (CRM) tools.
• #LI-JW1

Supervision/Management of Others

Responsible for the development and management of the Teririoty Managers for BioPharma and Sterile Transfer

The total compensation range (base plus at plan target incentive/commission) is between $265,000 – $295,000 per year with a six month guarantee depending on experience and location with a company vehicle.