Job Summary

The Associate Sales Director is a commercial leadership position with the key responsibility of day-to-day management of inside and field sales representatives to achieve business objectives of revenue and opportunities from a market across a defined territory and all client segments. The role includes responsibility to manage the sales team and works in collaboration with roles in marketing, client services, product management, business finance and operations to achieve annual sales targets, supported by corporate sales operations on incentives and benefits.  The individual will engage and develop the frontline sales team in all aspects of the sales process and customer relationship management while supporting territory management plans, key account plans to deliver against annual targets and leverage enterprise systems and data in client relationship management to optimize visibility, analysis and growth of the commercial opportunity pipeline.

Essential Responsibilities

•    Develop a comprehensive plan that aligns with the financial and strategic objectives of the overall commercial team to deliver business and financial goals in terms of revenue in the defined market and leverages sales, marketing and operational resources efficiently and effectively across the product and service portfolio.
•    Develop both territory and account strategic and tactical plans across the team to achieve the business, financial and sales goals.
•    Close business and opportunities by matching the client offer against financial and operational constraints by coordination with financial and operational management.
•    Provide continuous performance management, coaching and development to the direct reports in the sales team with refinement of incentives appropriate to sales targets, corporate programs and HR policies.
•    Develop and support robust territory sales forecasts in collaboration with finance and operations and define risks in terms of the clients and market.
•    Leverage the CRM tools and programs to manage the team and territory with metrics and analysis against the business goals.
•    Responsible for developing major account relationships at the executive level to expand sales opportunities, drive the portfolio and build knowledge of competitiveness.
•    Develop strategic relationships with KOLs within key or targeted accounts in the region and with distributors and other resellers of the product portfolio globally.
•    Ensure knowledge of competitors and market is continuously updated through internal and external relationships with an emphasis to understand competitiveness in terms of portfolio, service and pricing.
•    Regularly assemble and provide VOC to business leaders and coordinate actions to gather data with marketing functions and operations.
•    Manage the hiring, coaching, training, and mentoring of roles resourced within the team and promotes talent reviews and workforce planning in anticipation of succession and future business needs both in terms of skills and resources.
•    Collaborate effectively with partners across the organization to obtain sponsorship and support, resolve issues, and expedite selling. Expand internal networks, contacts, and relationships to drive selling effectiveness across the region.
•    Enhance job knowledge by participating in local educational opportunities, reading professional publications, maintaining personal networks and participating in professional organizations. 
•    Take a leadership role within the sales team and cross-functional workgroups to compete for special projects and assignments.
 

Job Qualifications

•    Bachelor’s degree (B.A./B.S.) or equivalent in science, business, marketing or a related discipline required. Master’s degree preferred. Certified Sales Executive or Certified Sales Leadership Professional designations preferred.
•    Eight or more years sales experience within life sciences or related field.
•    An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above. 
•    Demonstrated expertise in field and inside sales and experience selling to and building relationships with various customers within biopharma, biotechnology, academic and pharmaceutical organizations; one of the top resources in a company as measured in the number of sales as a sales associate and/or sales lead.
•    Demonstrated experience managing a sales team in a company as measured in the number of sales as a manager. Experience in managing both remote and field-based sales or commercial teams preferred.
 

Compensation Data

The pay range for this position is $150,000 – $167,600. Please note that salaries vary within the range based on factors including, but not limited to, experience, skills, education, certifications, and location.