Commercial Sales Director - Health Solutions

About the role

The Commercial Sales Director will operate as a member of the Health Business Unit and will work closely with other team members, members of Battelle’s Contract Research Business Units and Executive Management to develop commercial opportunities and partnerships and to monetize the Battelle portfolio of IP for commercial purposes. In addition, they will support the effort to streamline and enable the selling process to support the growth of Battelle’s commercial business.

Responsibilities

• Develop and maintain an extensive network of relationships with both existing and potential customers in varying markets to execute contract R&D sales strategies, optimize sales growth, market penetration and profitability.
• Develops new accounts and new business opportunities for existing accounts and expands Battelle business into new markets.
• Creates and executes an effective business strategy for assigned sales targets.
• Responsible for driving prospecting and lead generation and the development of key account relationships to build and broaden the client base.
• Manages and oversees all account engagement activities for current clients, guides all levels of engagement across the Battelle organization with teams from marketing, the business, leadership to create total account management and partnership.
• Builds a robust and growing pipeline of opportunities and drives those opportunities through the pipeline from prospect to contract and beyond.
• Overseeing and guiding efforts by the team to scope, price and engage in ways that exceed our client’s expectations.
• Attend conferences, tradeshows and other events focused on Battelle markets.
• Develops expertise to present and represent Battelle in these forums.
• Collaborate with marketing, operational leaders, , technical leaders and others to execute.
• Partners with team to craft winning strategies, pricing and guide negotiations with clients.
• Develops expert understanding of client needs, building trust and collaboration with both the client and internal teams to deliver highly technical and game changing solutions.
• Responsible for delivering against personal and team financial targets.
• Provides market insights, competitive intel, and detailed account information to the Battelle team to guide internal investments and to solve unmet market or client needs.
• Guide, collaborate and lead the development of sales enablement activities to drive selling efficiency, operational scale and market success.
• This will include leveraging and improving existing and developing new selling tools, processes, and training.
• Act as the Commercial Lead for assigned businesses in the enterprise.
• Participating in the business and technical team to define strategies and distill those strategies to tactical plans and drive execution.
• Participate in special projects as required.

Qualifications

• Requires a Bachelor’s degree in related field with a minimum of ten (10) years related to sales, business development or marketing; or equivalent education and years of experience.
• Clear evidence of history of driving sales growth and meeting and exceeding goals.
• Experience selling consultative or engineering services is preferred over product sales experience or fixed scope service offerings.
• Demonstrated experience and ability managing and developing channel partner relationships, agreements with success.
• Experience developing plans to sell and market products and services.
• Demonstrated experience supporting and developing sales enablement across multi-functional teams.
• Proficiency in using CRM (Microsoft Dynamics, Salesforce, or others).
• Experience forecasting and managing other sales metrics and processes.
• Ability to work well as a part of a team and/or virtual team.