Senior Director, Disease State, Technical Sal
BioIVT
Nơi làm việc
Detroit, MI, USA
Chi tiết công việc
BioIVT is a leading global provider of research models and value-added research services for drug discovery and development. We specialize in control and disease-state biospecimens including human and animal tissues, cell products, blood and other biofluids. Our unmatched portfolio of clinical specimens directly supports precision medicine research and the effort to improve patient outcomes by coupling comprehensive clinical data with donor samples. And as the premier supplier of hepatic products, including hepatocytes and subcellular fractions, BioIVT enables scientists to better understand the pharmacokinetics and drug metabolism of newly discovered compounds and their effects on disease processes. By combining our technical expertise, exceptional customer service, and unparalleled access to biological specimens, BioIVT serves the research community as a trusted partner in elevating science.
Duties and responsibilities
The TSS Sr. Director Disease State at BioIVT is a senior commercial team leadership role responsible for leading the global Disease State TSS team. This role reports directly to the VP, Global Sales
The critical commercial assignment has four core responsibilities:
Disease State Commercial Champion
• Leads Disease State sales strategy implementation within overall BioIVT sales strategy and matrix organization structure
• Core member of BioIVT commercial leadership team, participating in team Strategy and review meetings
• Leads Disease State monthly demand management meetings with balanced scorecard dashboard
• Leads customer relationship management and commercial transaction processes
• Actively participates in annual BioIVT global sales strategy decision making process
• Implements agreed annual BioIVT sales strategy at regional and global strategic account level
• Champions sales team matrix structure to deliver BioIVT sales strategy objectives
• Role model for co-ordination between geographic territory and the Disease State
Field Sales and Client Relationship Management
• Lead scientific leadership in key customers in partnership with the Scientific Affairs and Operations teams
• Manages and grows the Disease State sales number globally.
• Builds executive relationships with key customer decision makers
• Leads negotiation with key customer deals
• Responsible for client pricing approvals within approved pricing authority levels
• Strong advocate for application of knowledge management approaches (Salesforce.com CRM processes and system) to sales team decision making.
• Utilizes available data resources to manage regional and strategic account assignment responsibilities, to develop and close sales opportunities
• Fact-based and data driven leadership underpinned by Salesforce.com, Sage X3 and financial system performance and activity data output
• Champions disciplined usage of Salesforce.com across sales-team matrix, emphasizing timely entry of both quantitative and qualitative data
• Acts as voice of the customer, providing timely market, customer and competitor feedback
• Achieve annual territory and strategic account sales performance targets
Implement and Support an Effective Sales Team Matrix Selling Structure
• Align with VP Global Sales and the BioIVT commercial leadership team to establish a sales matrix structure and effective working processes to underpin a nimble and adaptable BioIVT sales culture.
• Co-ordinate and communicate effectively with geographic sales management leaders (globally) to create an efficient sales-team matrix organizational structure
• Co-ordinate and communicate effectively with BDM’s (globally) to grow the Disease State business and ensure an exceptional customer experience.
• Assists in recruitment of top selling talent to BioIVT sales team
• Works with the VP Global Sales, regional sales director peers and marketing to develop effective selling skills and product training programs for both new and existing salespeople
• Develops product knowledge and coach’s business unit relevant sales skills to the Disease State TSS Team.
Recruit, Train, Mentor and Coach, Disease State TSS
• Lead the recruitment process for Disease State TSS team hires
• Establish a training, assimilation, and development program for DISEASE STATE TSS Team
• Work in partnership with geographic BioIVT sales leaders to optimize Disease State TSS competences and performance
• Organize and lead focused trainings at global and regional sales/marketing meetings
• Team orientation and matrix management ability (including 360-degree feedback) Goal setting and forecasting
• in consultation with VP Global Sales, sets annual sales goals for assigned geographic territory and strategic accounts
• participates in periodic sales/operations forecasting meetings
• collates and represents global Immune Cell forecast
• Weekly regional sales team and strategic account matrix co-ordination call
• Role model for SFDC matrix knowledge management for the DISEASE STATE BU
• Timely entry and sharing of actionable customer information into SFDC system
This job description is not intended to be all-inclusive. Employee may perform other related duties as required to meet our on-going needs.
Qualifications
• BS in Biology or basic science related field, plus 5 years commercial life science leadership experience
• Advanced degree (MBA or PhD) preferred
• Technical expertise in Disease State either through bench work or through sales leadership
• Experience setting goal and managing by metrics
• Proficient in Managing Effective Sales Team Processes and Control Mechanisms
• Experience developing Sales Strategy, Sales Team Structure and Reinforcing Roles
PHYSICAL DEMANDS:
• Example: Position requires sitting and/or standing for long periods of time
• Ability to lift up to 25 pounds
• Ability to work in a fast-paced environment and meet time and quality-based objectives
WORKING CONDITIONS:
• Occasionally required to work evenings, weekends, and attend meetings out of territory.
• Requires local, regional and international travel, up to 60% of your time.
• Ability to sit for long periods of time at a desk, driving a car, plus regular international air travel.
Knowledge, Skills & Abilities
• Champions strong sales driven, customer-oriented culture
• Change management focus establishing adaptable sales team and sales processes
• Mutual respect, team orientation and matrix mentality
• Personal development-oriented culture – self and team
• Excellent written and verbal communication skills
• Proficient with Microsoft Excel, Word, and Outlook
• Organizational skills with great attention to detail
• Exceptional problem-solving skills
• Ability to effectively present information to customers, clients, and internal staff members
• Ability to participate in the selection and development of Sales Talent
• Conceptual thinker with capability to implement ideas that help support our clients’ needs.
• Able to articulate and understand BioIVT’s Immune Cells Portfolio.
• A strong passion to understand customers complex needs and translate that into a product or service that fully responds to that need. A demonstrated ability to understand people and communicate clearly.
• Demonstrable teamworking skills within a complex commercial environment
• Organizational skills and attention to detail.
We offer a comprehensive benefit package for eligible team members including medical, dental, vision, short-term/long-term disability, life insurance, hospital indemnity and accident insurance. We also offer a generous retirement plan with a company match. Eligible employees also enjoy competitive time-off policies. We are a collaborative environment that promotes growth from within. Enjoy company-sponsored events for the entire team!
We can’t wait to work with you!
We are an equal opportunity employer
