Head of Sales, Contract Testing Services - Central/West Time Zone Location
Merck Healthcare KGaA
Summary
The Head of Sales - Contract Testing Services (CTS) is a field based commercial role leading a team of Business Development Managers, each responsible for a sales territory, and reports to the Head of Commercial for North America. The sales region spans over multiple states, selling BioReliance Biosafety Testing Services. BioReliance is the world's largest provider of pharma and biopharma GMP manufacturing and biologics safety testing.
Job description
You will:
- Reach or exceed quarterly and yearly sales targets
- Monitor and improve the region's sales performance, identify gaps, and implement actionable plans with clear milestones and owner accountability
- Lead, mentor, and develop the sales team through regular, structured coaching; establish and communicate best practices for forecasting, deal execution, and customer relationship management
- Provide clear focus and prioritization to your team
- Ensure accurate and timely forecasting; maintain a robust, properly staged pipeline; implement rigorous review cadences with leadership and account teams
- Develop a comprehensive sales plan within the region focusing on growth activities and based on a target account list for each territory within the region
- Provide feedback and recommendations on the workforce and support required for the success of the plan
- Track pricing and price increase success within the region to protect business profitability
- Develop relationships with key decision-makers at target accounts within the region as well as foster the networking activities of the Account Managers at these customers
- Support Business Development Managers (BDM) during specific situations where an escalation process is needed to either solve a significant issue or protect/win a significant piece of business
- Represent the team in key meetings and calls to ensure visibility and impact
- Evaluate individual performance at mid-year and year-end
- Work collaboratively with business partners (customer service, technical service, field marketing, technology management, demand planning, etc.)
Minimum Qualifications:
- Bachelor's Degree in Biology, Biochemistry, or related Life Science
- 8-10+ years of commercial sales experience in the biotech industry including the use of CRM software, forecasting tools and other sales-related programs
- Experience leading teams - coaching, developing, and motivating a high-performing sales team
- Knowledge of contract testing services within the pharmaceutical and biotech drug production segment, or related experience
- Strong quantitative skills; proficient in pipeline management, opportunity assessment, and data-driven decision making
- Data-driven; uses metrics to coach and drive decisions
- Proactive problem-solver; identifies risks early and assigns ownership
- Ability to travel 50%(+) of the time, domestically & internationally
Preferred Qualifications:
- Advanced Degree (MBA, MS, PhD)
- Experience managing and selling to Senior Executive level stakeholders
- Experience working in a globally matrixed organization
Requirements
- Bachelor's Degree in Biology, Biochemistry, or related Life Science
- 8-10+ years of commercial sales experience in the biotech industry
- Experience with CRM software, forecasting tools and other sales-related programs
- Experience leading teams - coaching, developing, and motivating a high-performing sales team
- Knowledge of contract testing services within the pharmaceutical and biotech drug production segment, or related experience
- Strong quantitative skills; proficient in pipeline management, opportunity assessment, and data-driven decision making
- Data-driven; uses metrics to coach and drive decisions
- Proactive problem-solver; identifies risks early and assigns ownership
- Ability to travel 50%(+) of the time, domestically & internationally
- Advanced Degree (MBA, MS, PhD) preferred
- Experience managing and selling to Senior Executive level stakeholders preferred
- Experience working in a globally matrixed organization preferred
Benefits
- Health Insurance
- Paid Time Off (PTO)
- Retirement Contributions
- Sales/Performance Bonuses
Company overview
Merck Healthcare KGaA is the healthcare business sector of the Merck Group, a German multinational science and technology company headquartered in Darmstadt. Founded in 1668, Merck is the world's oldest operating pharmaceutical and chemical company. The Healthcare division focuses on developing innovative therapies across multiple therapeutic areas including oncology, neurology & immunology, fertility, and cardiovascular, metabolic, and endocrinological disorders. With approximately 62,557 employees globally, Merck Healthcare operates in more than 65 countries and generated 40% of the Group's sales in 2024. The company's oncology portfolio includes blockbuster products like Erbitux (cetuximab) for colorectal and head and neck cancers, Bavencio (avelumab) for urothelial carcinoma, and Tepmetko (tepotinib) for MET-altered cancers. In neurology, Mavenclad (cladribine) has achieved blockbuster status for treating relapsing multiple sclerosis, while the fertility division has helped bring over 6 million babies into the world through products like Gonal-f. Merck Healthcare combines a strong established business with specialty innovation, delivering a diversified portfolio of therapies to millions of patients worldwide.