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Rapid Micro Biosystems
,
London, Greater London
Regional Sales Director
Overview
Job Description
The Director of Regional Sales position is a critical role within the organization for driving sales revenue and growth within new and existing accounts. Rapid Micro Biosystems products and services are part of our state of the art Growth DirectTM (GD) capital equipment, GD consumables and validation services for Pharmaceutical, Biologics, Biotechnical, Medical Device, and Personal Care Products companies within the US, EU, and ROW markets. The Director of Regional Sales is responsible for achieving the regional sales goals through a technical, consultative selling process. The Director of Regional Sales will report to and communicate weekly with the VP of Global Sales, and collaborate sales activities extensively with his/her team members, validation specialty team and field service team, among other responsibilities outlined below. Responsibilities: + Develop a territory plan to achieve or exceed territory growth per company plan by selling new instruments and consumables to new and existing customers within the assigned market. + Negotiate and close capital equipment (GD) sales (with follow-on services and consumables). + Grow and manage the sales pipeline, with up to 30+ targeted accounts, while also accurately forecasting customer progress and pending PO?s with quarterly success. + Coordinate with the Support team (Applications, Validation, Services) in the territory to support the pre-sales and post-sales activities. + Provide technical expertise during the selling process to establish customer interest, adequately qualify customers, facilitate product selection and coordinate post-sale services. This will include; customer meetings, technical sales presentations, hands-on workshops, participation in trade shows, presenting at technical conferences, leveraging existing customer relationships, and executing a well-defined sales process. + Develop and maintain relationships with customers to support their adoption of GD technology through some level of account management in order to gain add on sales at the current customer site and throughout the customer's global manufacturing network. + Develop relationships with key opinion leaders within the region and ensure that they are knowledgeable about the technology. + Must have the ability and skill set to sell to multiple stakeholders (up to 12) with varying interests and objectives, inside the QC lab, the manufacturing / Ops environment and also into the executive suite in order to build executive sponsors. + Travel within the region to visit customer locations, to the demonstration center and to other meetings as needed. Should be available to travel weekly if needed based on business needs. + Administrative duties include a weekly report of activities, forecasting, updating CRM daily with account information, 1:1 calls with VP, team pipeline calls and weekly expense management. + Other activities/duties will apply Competencies: + Lead/manage relationships to achieve sales goals and long term product placement + Be self-lead to develop clinical/technical knowledge and become a technical expert in our industry. Sell as a consultant, relaying market trends and overcoming complex workflow challenges for customers. + Be part of a team that shares ideas and works together ? inside and across accounts. + Consistently address requests from customers in a positive and timely manner. + Communicates effectively, clearly articulates key selling messages/value propositions to all key stakeholders + Able to manage complex projects, prioritize competing requests, and accomplish goals + Takes full accountability for establishing and meeting deadlines + Identify, evaluate and implement opportunities for improvement + Understands how your work impacts others, inside and outside the organization + Capacity to learn and understand the microbial quality control market, as well as different target segments ? Pharma, Medical Device, Biologics, Biotech, Personal Care Products. + Properly align value propositions to different call points inside the targeted accounts, leading to customer engagement and closing business. + Understand financial ROI models and disseminate critical information to customer champions to close deals. Position ROI data effectively and at the proper time in the sales cycle with customer champions and procurement teams. + Outstanding presentation skills and the ability to be compelling with our sales message + Self Awareness, EQ and IQ with a track record of success in a complex capital sales environment. + Develop and implement straightforward solutions to complex problems + Understands market and client dynamics. Creates winning strategies and tactics to get greater exposure for Growth Direct into the target accounts and through a customer network. + Work closely with peers who may also be calling on the same customer targets in different geographies. + Regularly finds the most efficient route to accomplish business objectives in an urgent fashion. + D