Director, Regional Business Development (Remote - Boston)

Essential Duties And Responsibilities

• Leads regional 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
• Lets regional weekly and 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 processes
• Implements agreed annual BioIVT sales strategy at regional and global strategic account level
• Champions sales team matrix structure to deliver BioIVT sales strategy objectives
• Field Sales and Client Relationship Management
• Manages and grows the regional revenue as defined in annual planning process
• 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 drive funnel management reviews and manage regional and strategic account assignment responsibilities, to develop and close sales opportunities
• Facts-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
• Achieves annual regional and strategic account sales performance targets
• Implement and Support an Effective Sales Team Matrix
• Selling Structure
• Align with Senior Director of North American 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
• Cooordinat and communicate effectively with all sales management leaders to create an efficient sales-team matrix organizational structure
• Assists in recruitment of top selling talent to BioIVT sales team
• Works with the Senior Director of North American Sales and other sales leadership peers and marketing to develop effective selling skills and product training programs for both new and existing salespeople
• Develops product knowledge across BioIVT portfolio to support in coaching team
• Recruit, Train, Mentor and Coach
• Lead the recruitment process for regional team hires
• Establish a training, assimilation, and development program for the team
• Work in partnership with other BioIVT sales leaders to optimize sales 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)
• In consultation with Senior Director of North American Sales, sets annual sales goals for assigned geographic territory and strategic accounts
• Participates in periodic sales/operations forecasting meetings
• Collates and represents regional revenue forecast
• Weekly regional sales team and strategic account matrix co-ordination call
• Role model for SFDC matrix knowledge management for the region
• Timely entry and sharing of actionable customer information into SFDC system

Qualifications

• BS in Biology or basic science related field, plus 5 years commercial life science leadership experience
• Advanced degree (MBA or PhD) preferred
• Experience setting goals and managing by metrics
• Proficient in Managing Effective Sales Team Processes and Control Mechanisms
• Experience developing Sales Strategy, Sales Team Structure and Reinforcing Roles