Analytical Instruments – Global Sales Director – Endotoxin & Bioburden

Analytical Instruments – Global Sales Director – Endotoxin & Bioburden

Requirements

• Bachelor’s degree in Business, Marketing, Biology, Chemistry, Engineering or related field.
• 10+ years of experience in sales, marketing, business development or product management, with a focus on the Life Sciences Market, ideally the pharmaceutical industry.
• Strong business acumen and strategic thinking skills, with the ability to drive revenue growth and market expansion.
• Strong leadership and team management skills, with the ability to motivate and inspire a global sales team.
• Analytical mindset and proficiency in using sales performance metrics and data analysis to drive decision-making.

Responsibilities

• Develop and implement a regional sales strategy for Eclipse and Soleil Product Lines: Collaborate with the regional sales managers and executive team to define sales objectives, targets, and strategies aligned with the company’s overall business goals.
• Continuously monitor market trends and competitor activities to identify new opportunities and adjust the sales strategy accordingly.
• Generate new sales globally using challenger sales strategy for our bioburden and endotoxin detection product line.
• Work with global sales directors, account managers, sales engineers, applications specialists and channel partners to identify new opportunities and close new sales.
• Document all information in fishbone spreadsheet for clear visibility, tracking and reporting all opportunities and information must be kept up to date in salesforce CRM to measure activity, funnel and results.
• Increase field sales team activity for bioburden and endotoxin product lines.
• Report monthly on regional activity, pipeline development and results to senior management.
• Set and track sales account targets, aligned with company objectives.
• Monitor sales metrics (e.g. quarterly sales results and annual forecasts).
• Have a technical understanding of our competitors’ products and sales distribution.
• Travel globally with the sales team to customer sites to develop business opportunities, position product through value proposition, perform equipment demonstration, and close sales to drive revenue growth for instruments, consumables and services. Expected travel 30 – 50%.
• Achieve sales targets: Lead and motivate a regional sales team and channel partners to meet or exceed sales targets.
• Provide guidance and support to sales managers in different regions, ensuring alignment with sales objectives and effective execution of sales plans.
• Track and keep up to date all field activity and opportunities in salesforce CRM.
• Build and maintain customer relationships: Cultivate and maintain strong relationships with key customers, partners, and stakeholders regionally. Identify customer needs and develop tailored solutions to drive customer satisfaction and loyalty.
• Expand market presence: Identify and pursue new business opportunities and market segments to expand the company’s market presence and market share. Develop and execute market entry strategies and partnerships to drive growth and increase market share for current and new products.
• Sales performance analysis: Monitor sales performance metrics, including revenue, conversion rates, customer acquisition costs, and customer retention rates. Analyze data to identify areas for improvement and develop action plans to optimize sales performance.
• Sales team development: Provide coaching, mentorship, and performance feedback to enhance individual and team performance. Foster a culture of continuous learning and development within the sales organization. Lead the sharing of best practices across regions.
• Collaboration and communication: Collaborate with cross-functional teams, including marketing, product management, applications, regional sales managers and operations, to ensure alignment and coordination in delivering customer value. Communicate sales strategies, goals, and results to senior management and stakeholders.
• Key accounts development: Identify key accounts with global presence and support regional sales teams with selling strategies in duplicating successes across the regions.

Preferred Qualifications

• Deep understanding of the industry vertical and its customers.
• Experience with market research and analysis, as well as applicable regulatory requirements and industry trends regarding bioburden detection and endotoxin.
• Proven track record of successfully leading sales teams and achieving sales targets in a competitive market.