SummaryThe Regional Commercial Champion at BioIVT plays a critical role in driving regional sales strategy in alignment with the overall BioIVT sales objectives within a matrix organization structure. As a core member of the commercial leadership team, this role involves participating in strategy and review meetings, leading regional demand management sessions, and managing customer relationships and commercial transactions. The position is integral to the annual global sales strategy decision-making process, implementing these strategies at both regional and global account levels. The champion advocates for disciplined use of Salesforce.com for data-driven leadership and ensures accurate and timely data entry to support sales team decision-making. Additionally, the role includes managing regional revenue growth, building executive relationships with key customers, negotiating deals, and overseeing client pricing approvals. The Regional Commercial Champion also focuses on aligning with the VP Global Sales to establish an effective sales matrix structure, recruiting and training top sales talent, developing product knowledge, and coaching the team to achieve sales performance targets. This position requires strong coordination and communication skills to foster an efficient sales team environment, emphasizing teamwork and knowledge sharing to optimize sales competencies and performance.
This position is remote but candidate must reside in or near Boston, MA. ESSENTIAL DUTIES AND RESPONSIBILITIES Regional Commercial Champion - 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
- Leads 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
- Role model for co-ordination between regional team and other matrix colleagues/stakeholders
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
- 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 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.
- Co-ordinate 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
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
- 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
WORKING CONDITIONS:- Occasionally required to work evenings, weekends, and attend meetings out of territory.
- Requires local, regional and international travel, up to 50% 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 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.
Other duties may be assigned.
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 provide a generous retirement plan with a company match. Eligible employees enjoy competitive time-off policies and a collaborative environment that promotes growth from within. Enjoy company-sponsored events for the entire team!
