Position Summary:  

This position is fully responsible for the achievement of sales targets managed through multiple sales channels in North America.  This position is accountable as the functional leader for Sales of the Dharmacon and Open Biosystems product lines, including all products and services associated with those product brands as well as the qPCR product line of the ABgene product brand.  This includes ensuring sales success, development and management of the sales teams, partnering with and management of sales channels, establishing and managing sales agreements with business partners, assisting with development and implementation of promotional programs, and market analysis. This position includes direct supervisory responsibilities and management of personnel and resources in a corporate matrix. 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

·         Recruit, train, develop, manage and motivate best in class Regional Sales Managers & Sales Representatives

·         Establish career development objectives for the N. American sales team.

·         Establish appropriate team structure and territory alignment to achieve assigned goals

·         Work with RSMs to establish sales quotas for the team.

·         Work with finance to review and approve quarterly commissions and gain approval from senior management.

·         Assist DOS in devising and implementing incentive programs (Sales reps., channel partner/representative(s), customer, as applicable) to drive sales and achieve sales and marketing objectives

·         Prepare and present monthly sales reports showing sales achieved and forecasted volumes.

·         Prepare weekly reports summarizing top sales opportunities and forecasted monthly and quarterly revenue.

·         Partner with DOS and Marketing to create and execute strategic business plans to achieve Business Unit objectives.  Assist with gathering market feedback on the demand for new products or product formats as required.

·         Foster and grow positive customer relations, coordinate with various functions within the company to ensure customer satisfaction in all markets served.  Work with corporate on CAS (Customer Allegiance Scores) programs to improve customer satisfaction.

·         Partner with DOS and Marketing to manage relationship with channel partners; ensure common understanding of logistics, product marketing and lead times, exception management, training, technical sales support, and other aspects necessary to foster success

·         Partner with DOS and Marketing to establish pricing policy and reinforce with RSMs and Sales team.

·         Consolidate competitive pricing and market information and report to marketing

·         Develop and maintain strong relationships with Sr. Management, Marketing, Technical Support, Finance, Legal, Manufacturing, and R&D

·         Support sales team in closing large deals and negotiation of contracts.  Maintain appropriate technical and sales knowledge necessary to provide this support.  Develop creative solutions for competitive situations and markets to sell value versus price.

·         Assist DOS in planning an execution of National/Global sales meetings and teleconferences

·         Travel with the sales team to evaluate sales performance and market conditions

·         Establish and reinforce sales team use of CRM system and work with DOS to optimize new uses of the system.

·         Manage N. American sales organization to operate within established expense budget

·         Develop, implement, and improve processes within the sales organization and the company that improve operational efficiency through PPI.  Support the strategy of the business such as: Forecasting, Lost Sales Reporting, Account profiling, Territory Mapping, Key Account planning, etc.

Minimum Requirements/Qualifications: 

·         A minimum of a BA/BS in Molecular Biology, Biochemistry, or some other (Life Science major) degree

·         In depth knowledge of common molecular biology techniques: sequencing, cloning, PCR, RNAi, transfection, etc…

·         10+ years commercial experience, with at least 5-8 years in Sales Management, associated with similar product lines and customer markets.

·         Demonstrated experience building and managing successful Sales organizations, including consistent sales target achievement and successful key account management and the ability to identify internal and external critical success factors needed to achieve sales plan.

·         Established leadership in the following Sales management skills: hiring and termination, establishing territory structure, devising incentive plans, achieving sales targets, forecasting, assess sales situations, sell consultatively, devise and execute a sales strategy, account mapping, territory sales strategy, product positioning and response to competition, contract negotiations, contract terms and conditions

·         Adaptability:  Flexible, adjust readily to new situations while effective dealing with ambiguity, stress, and uncertainty.

·         Intimate knowledge of and experience in managing key accounts within pharmaceutical, industrial, and leading academic life-science research centers throughout North America.

·         Outstanding organizational, planning, process development, presentation, and interpersonal skills

·         Ability to function in a complex business environment working as a partner with other business functions such as: Finance, Legal, HR, and R&D

·         Skills in use of basic business programs such as word, excel, power point.

·         Estimated 30-50% travel, including: short-notice, weekends, and some holidays

Non-Negotiable Hiring Criteria:  

1.       A minimum of a BA/BS in Molecular Biology, Biochemistry, or some other (Life Science major) degree.

2.       10+ years Commercial experience, with at least 5-8 years in Sales Management, associated with similar product lines and customer markets.

3.       Demonstrated experience and success in building and managing large, complex Sales organizations within a large corporate setting, including consistent sales target achievement and successful key account management.

4.       Established leadership in the following Sales management skills: hiring and termination, establishing territory structure, devising incentive plans, achieving sales targets, forecasting, assess sales situations, sell consultatively, devise and execute a sales strategy, account mapping, product positioning and response to competition, contract negotiations, contract terms and conditions

5.       Intimate knowledge of and experience in managing key accounts within pharmaceutical, industrial, and leading academic life-science research centers throughout North America.

6.       Estimated 30-50% travel, including: short-notice, weekends, and some holidays.