Sales Manager/Director

Summary of Position

The Sales Manager / Director position is primarily responsible for leading, hiring, training, and developing company sales force and direct sales reports. The focus is on field sales management and achievement of sales objectives. Leadership and oversight includes development of career path opportunities and compensation plans. Deploys the resources of the field sales force to meet customer needs balancing short-term objectives with long-term business goals.

Principal Responsibilities

• Working with company leadership develops a sales plan and translates this plan into individual sales targets for field salespeople. Maintains and updates a comprehensive sales plan covering all markets and territories.
• Ensures the achievement of sales targets by tracking key performance indicators for sales territories and field representatives, implementing real-time adjustments to structure, deployment, and strategy.
• Cooperates with Marketing Managers to understand sales priorities and resolve market and channel conflicts. Sets direction for the field sales force based on company priorities.
• Conducts at least weekly check-ins with each salesperson and participates in quarterly field ride-alongs to assist with selling, key customer presentations, and major sales calls.
• Cooperates with leadership to implement corporate sales and marketing policies and procedures in a timely and professional manner.
• Coordinates budgets, forecasts, and reports.
• Develops sales force by conducting the annual performance plan process, annual leadership development plan, quarterly coaching trips with documented 90-day goals, informal coaching, and training.
• Hires sales staff to assure appropriate levels of sales coverage and provides Sales Managers with appropriate sales and technical training.

Qualifications

• Bachelor's degree in life science with course work emphasis on business. MBA is preferred.
• 10-15 years successful technical sales experience within biotechnology products and services to Pharma, BioTech, and Diagnostic industries, especially monoclonal antibodies and diagnostic assays.
• 5 years in a business-to-business sales leadership position.
• Successful demonstration of past quota achievements.
• Thorough understanding of costing and pricing models.
• Proven knowledge in developing and executing on territory plans.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.

Abilities

• Demonstrated ability to lead people and get results through others.
• Demonstrated ability to work collaboratively with colleagues and staff to create a results driven, team-oriented environment.
• Proven ability to plan and lead at both strategic and operational levels.
• Proven presentation and written communication skills.
• Ability to participate and facilitate group meetings.