Regional Sales Manager Western North America RainDance Technologies
THIS JOB HAS EXPIRED Job Description
The Regional Sales Manager (RSM) for Western North America will be responsible for business planning, managing and forecasting the sales pipeline, building and maintaining a high performing team, managing the sales process, leveraging the use of internal resources and negotiating and closing sales when appropriate. We are looking for candidates who are based in either San Diego, San Francisco or Houston. Other western locations will also be considered. This position reports to the Vice President of Worldwide Sales.
Develops and maintains sales operating plan for territory that includes target accounts, forecast, sales strategies and tactics, resource requirements.
Ensures that the sales operating plan is consistent with overall business goals.
Provides input into annual operating plan and participates in planning and review meetings.
Provides VP of Worldwide Sales with realistic sales forecasts; updates forecasts in a timely manner to maintain accuracy.
Regularly reviews forecast, pipeline and sales strategies with individual account managers. Ensures that opportunities and leads are pursued in a timely way.
Assesses sales opportunities early in sales cycle to ensure sales team is pursuing appropriate opportunities and working effectively.
Develops a strong, results-driven, team-oriented culture through recognition of key wins.
Holds account managers accountable for closing deals on a quarterly basis, consistent with Company targets.
Sets expectations and monitors performance of account managers against specified activity levels.
Motivates account managers to increase activity levels in identified areas in order to achieve Company targets with consistency on a quarterly basis
Hires and develops sales team with appropriate skills and experience to meet performance expectations.
Provides feedback on performance and coaches each account manager based on individual strengths and development areas. Conducts win/loss reviews.
Supports account managers in creating strategies for dealing with obstacles, customer objections and competitive situations.
Leads team meetings to share best practices, review team performance and conduct informal training.
Ensures employees adhere to company policies and procedures.
Ensures employees maintain accuracy in Salesforce.com, submit timely expense reports
Establishes and maintains positive relationships with colleagues in Corporate
Mobilizes appropriate corporate resources to advance deals to close
Ensures implementation schedules and support activities are aligned with commitments to customers and to management.
Participates in trade shows and events. Follows up on Marketing-generated leads.
Makes regular sales calls with account managers to establish executive level presence in key accounts, and build understanding of customer and sales issues.
Identifies deals or opportunities that need additional support and resources.
Leverages Executive management within appropriate opportunities at pivotal points.
Advocates for team?s account managers and customers with internal organizations.
Manages the contract review process and leads negotiations in large deals.
Actively supports account manager in the negotiation of large or difficult deals.
Ensures pricing proposals that are outside of normal receive appropriate approvals.
Coordinates efforts with relevant individuals to address non-standard terms and conditions.
Proactively meets with customers on regular basis after close of deal to ensure customer satisfaction.
Resolves any issues with billing and other areas as appropriate
Skills & Requirements
BS, MS degree and/or PhD in Life Sciences. PhD strongly desired.
5+ years of direct hands-on work experience within the industry (e.g. Genomics Technology Platforms, Microarrays, DNA sequencers). Strong technical background in both molecular biology/genomics and DNA sequencing applications is required.
3 to 5 years of experience in Life Science sales or a related area (marketing, business development, or other position with commercial/revenue responsibility) with strong knowledge of Genomics Market, with established relationships with key thought leaders. Excellent ?C? level selling skills.
Minimum three years of proven successful track record in Sales Management.
Highly motivated and successful individual who enjoys a challenging and dynamic work environment. Possesses a strong desire to win business and establish long term customer relationships.
Well-developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels within the customer organization. Strong time and territory management capabilities.
A driver, with excellent time management and organizational skills.
Exceptional interpersonal and communication skills. Skilled presenter and ability to put people at ease and compel them to adopt new research methods.
Required travel is 70% within region and to Corporate headquarters
||Billerica, MA |
THIS JOB HAS EXPIRED