POSITION SUMMARY:

As a member of the leadership sales team, this position is responsible for contributing to the development of the department’s key goals and initiatives. Responsible for adapting and executing on strategies to develop phase gated assay development as well as pre-clinical and clinical sample testing projects. This position will collaborate with a distributed network of account managers who manage designated industry accounts and other opportunities within assigned territories. 

DUTIES AND RESPONSIBILITIES: 

Strategic Sales

• Develop strategy for sales and support of services and related products and cascade them down to account managers.

• Lead the prospecting and managing of sales opportunities for key accounts and major customers

• Provide guidance to the worldwide sales team in developing opportunities in individual territories of team members.

• Ensure integration of Field Application Scientists and Internal Services Team in the strategic selling process to support customers.

• Work with other leaders of Strategic Sales, Life Sciences Research teams to ensure integration of local and regional representatives into other collaborative or service-based sales.

Sales support and management

• Work with sales leadership and training department to coordinate training and professional development opportunities for account managers.

• Allocate application support resources within territories as necessary.

• Maintain knowledge of company product lines and developing trends and initiatives in life sciences field. Attend conferences and trade shows as needed.

Product management and business functions

• Serve as a company spokesperson or advisor on company product lines to help manage business relationships with customers for service related products.

• Recommend product improvement and new product development to achieve greater customer experience and further development of sales opportunities.

• Partner with marketing department to develop sales and support collateral for services products.

• Provide strategic planning of service and support organization for services.

• Specific duties may vary depending upon departmental/territory requirements.

EXPERIENCE AND QUALIFICATIONS:

• Bachelor’s degree in Life Science, Engineering or related field.

• A minimum of 8 years of progressive experience in sales with specific selling expertise in the life sciences services and/or CRO field serving a multi-state/national/regional territory.

KNOWLEDGE, SKILLS AND ABILITIES:

• Extensive knowledge and experience with the sale of products in the assay development and sample testing services life sciences/diagnostic field. Knowledge of MSD products preferred.

• Expert technical knowledge as it relates to phase gated assay development, pre-clinical and clinical sample testing and bioanalysis (GLP/GCLP/GXP).

• Expert knowledge in drug development principles (pre-clinical and clinical toxicology, translational medicine, clinical biomarkers, etc.) as well as processes and personalized medicine initiatives.

• Strong business acumen, negotiation and mediation skills, as well as a demonstrated attention to detail and a focus on achieving quality outcomes. Ability to build/foster relationships.

• Strong assay development services and sample testing specific contact base and customer relationships with a demonstrated ability to grow sales and support customers.

• Superior communication (written and verbal) skills with the ability to translate information into a meaningful, understandable context and message, regardless of the format (e.g., documents, public speaking situations, presentations, etc.)The candidate must demonstrate superior competency in analytical skills.

• Proficiency in MS Office Suite and CRM software products (SalesForce preferred).

• Excellent organizational, planning, and time management skills with the ability to manage multiple and often changing priorities and issues of varying complexity, while meeting time-sensitive deadlines and deliverables.

• Ability to provide day to day guidance/mentoring to others in a consistently supportive and collaborative approach.

• Ability to travel extensively with some overnight stays.

• Ability to move/lift up to 20 pounds.

PHYSICAL DEMANDS:

• While performing the duties of this job, the individual is frequently required to sit, talk, and hear. The individual is occasionally required to walk; use hands and fingers to operate, handle, or feel objects, tools, or controls; reach with hands and arms. May be require to move/lift up to 20 pounds.

WORK ENVIRONMENT:

• This position is performed in a remote/home office environment, when on travel the environment can vary.