| Job Description: |
The National Sales Manager for our Life Science Products and Services business 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. In addition, the leadership and oversight includes development of career path opportunities and compensation plan. Deploys the resources of the field sales force to meet customer needs balancing short-term objectives with long-term business goals.
Responsibilities and Duties:
1.Working with company leadership develops a sales plan and translates this plan into individual sales targets for field sales people. Maintains and updates a comprehensive sales plan covering all markets and territories.
2.Ensures the achievement of sales targets. Tracks field sales performance to targets.
3.Monitors the efficiency and effectiveness of the sales territories and field sales people and modify as required to achieve sales targets.
4.Co-operates with Marketing Managers to understand sales priorities and resolve market and channel conflicts. Sets direction for the field sales force based on company priorities.
5.Meets with each sales person at least monthly in their territory to assist in selling, and participate in major customer presentations and sales calls.
6.Co-operates with leadership to implement corporate sales and marketing policies and procedures in a timely and professional manner.
7.Coordinates budgets, forecasts, and reports.
8.Maintains updated training information. Assists field sales in planning appropriate sales, technical, and safety training sessions for customers and distribution channel representatives.
9.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 as required to assure appropriate skills and knowledge for the Sales Managers.
10.In accordance with the company business plans, hires sales staff to assure appropriate levels of sales coverage. Provides Sales Managers with appropriate sales and technical training. Requirements Qualifications:
1.Bachelors degree in life science with course work emphasis on business.
2.MBA preferred
3.10-15 years successful technical sales experience within
biotechnology products and services to Pharma, BioTech, and Diagnostic
industries,especially monoclonal antibodies and diagnostic assays.
4.5 years in a business to business sales leadership position
5.Successful demonstration of past quota achievements
6.Thorough understand of cost and pricing models
7.Proven knowledge in developing and executing on territory plans
8.Consultative selling training and experience
9.Expert in order and contract transactions
Supervisory Responsibility:
Manages a professional sales team of field reps. Provide on-going, training, leadership, direction, coaching and performance reviews.
Metrics:
1.Develop sales plan
2.Complete coaching reports and effect change
3.Develops and manages sales plan
4.Meets expense goals
5.Meets revenue goals
6.Manage discount process
7.Develops and improves team performance
Skills and Abilities:
1.Ability to conduct performance reviews
2.Ability to train, motivate and develop all team members
3.Ability to assess manpower deployment
4.Uses all resources to benefit team and achieve sales target
5.Develops mission and vision for sales team
6.Ability to assess talent, identify areas of improvement
and monitor change in behavior
7.Ability to manage training program
8.Ability to travel up to 50% of the time
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