Director, Regional Business Development (Remote - Northeast)

Essential Duties and Responsibilities

• Leads regional sales strategy implementation within overall BioIVT sales strategy and matrix organization structure
• Core member of BioIVT commercial leadership team, participating in team strategy and review meetings
• Leads regional weekly and monthly demand management meetings with balanced scorecard dashboard
• Leads customer relationship management and commercial transaction processes
• Actively participates in annual BioIVT global sales strategy decision making processes
• Implements agreed annual BioIVT sales strategy at regional and global strategic account level
• Champions sales team matrix structure to deliver BioIVT sales strategy objectives
• Role model for co-ordination between regional team and other matrix colleagues/stakeholders

Field Sales and Client Relationship Management

• Manages and grows the regional revenue as defined in annual planning process
• Builds executive relationships with key customer decision makers
• Leads negotiation with key customer deals
• Responsible for client pricing approvals within approved pricing authority levels
• Strong advocate for application of knowledge management approaches (Salesforce.com CRM processes and system) to sales team decision making
• Utilizes available data resources to drive funnel management reviews and manage regional and strategic account assignment responsibilities, to develop and close sales opportunities
• Fact-based and data driven leadership underpinned by Salesforce.com, Sage X3 and financial system performance and activity data output
• Champions disciplined usage of Salesforce.com across sales-team matrix, emphasizing timely entry of both quantitative and qualitative data
• Acts as voice of the customer, providing timely market, customer and competitor feedback
• Achieve annual regional and strategic account sales performance targets

Implement and Support an Effective Sales Team Matrix Selling Structure

• Align with Senior Director of North American Sales and the BioIVT commercial leadership team to establish a sales matrix structure and effective working processes
• Co-ordinate and communicate effectively with all sales management leaders to create an efficient sales-team matrix organizational structure
• Assists in recruitment of top selling talent to BioIVT sales team
• Works with the Senior Director of North American Sales and other sales leadership peers and marketing to develop effective selling skills and product training programs
• Develops product knowledge across BioIVT portfolio to support in coaching team

Recruit, Train, Mentor and Coach

• Lead the recruitment process for regional team hires
• Establish a training, assimilation, and development program for the team
• Work in partnership with other BioIVT sales leaders to optimize sales competences and performance
• Organize and lead focused trainings at global and regional sales/marketing meetings
• Team orientation and matrix management ability (including 360-degree feedback)
• In consultation with Senior Director of North American Sales, sets annual sales goals for assigned geographic territory and strategic accounts
• Participates in periodic sales/operations forecasting meetings
• Collates and represents regional revenue forecast
• Weekly regional sales team and strategic account matrix co-ordination call
• Role model for SFDC matrix knowledge management for the region
• Timely entry and sharing of actionable customer information into SFDC system

Qualifications

• BS in Biology or basic science related field, plus 5 years commercial life science leadership experience
• Advanced degree (MBA or PhD) preferred
• Experience setting goals and managing by metrics
• Proficient in Managing Effective Sales Team Processes and Control Mechanisms
• Experience developing Sales Strategy, Sales Team Structure and Reinforcing Roles

Knowledge, Skills & Abilities

• Champions strong sales driven, customer-oriented culture
• Change management focus establishing adaptable sales team and sales processes
• Mutual respect, team orientation and matrix mentality
• Personal development-oriented culture – self and team
• Excellent written and verbal communication skills
• Proficient with Microsoft Excel, Word, and Outlook
• Organizational skills with great attention to detail
• Exceptional problem-solving skills
• Ability to effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help support our clients' needs
• Able to articulate and understand BioIVT's portfolio
• A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need
• A demonstrated ability to understand people and communicate clearly
• Demonstrable teamworking skills within a complex commercial environment