Head of Sales East

Merck Group • $125K — $178K *
Rockville, MD 20850In-Person
Pharmaceuticals & Biotech
8 - 10 years of experience
Reposted 4 days ago
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree in Biology, Biochemistry, or related Life Science
  • 8+ years of commercial sales experience in biotech, using CRM and forecasting tools
  • Proven ability to lead and mentor a high-performing sales team
  • Strong quantitative skills for pipeline management and data-driven decisions
  • Servant leadership mindset focused on team and customer value
  • Empathetic collaborator, building trust with teams and clients
  • Proactive problem solver with risk identification skills
  • Experience selling to pharma and biopharma, supporting biologic productions

Responsibilities

  • Lead and develop a team of Business Development Managers across the East Coast
  • Drive region-wide business performance, focusing on coaching and customer relationships
  • Monitor and enhance sales performance; identify gaps and implement actionable plans
  • Ensure accurate forecasting; maintain a properly staged sales pipeline
  • Develop a comprehensive sales plan focusing on growth activities in the region
  • Track pricing and price increase success; protect business profitability
  • Support Business Development Managers during escalations or significant issues
  • Represent the team in key meetings to ensure visibility and influence

Benefits

  • Health insurance
  • Paid time off (PTO)
  • Retirement contributions
  • Potential for sales or performance-based bonuses
Full Job Description
Your Role
The Regional Sales Manager is a field based commercial role leading a team of Business Development Managers, each responsible for a sales territory (East Coast), and reports to the Head of Commercial for North America. The sales region spans over multiple states, selling BioReliance Biosafety Testing Services. BioReliance is the world's largest provider of pharma and biopharma GMP manufacturing and biologics safety testing.

Responsible for driving region-wide business performance with a strong emphasis on coaching, forecasting accuracy, customer relationship management, proactiveness, and cross-functional collaboration. Demonstrates proactive leadership and strategic account stewardship to grow revenue.

  • Reach or exceed quarterly and yearly sales targets
  • Monitor and improve the region's sales performance, identify gaps, and implement actionable plans with clear milestones and owner accountability.
  • Lead, mentor, and develop the sales team through regular, structured coaching; establish and communicate best practices for forecasting, deal execution, and customer relationship management.
  • Ensure accurate and timely forecasting; maintain a robust, properly staged pipeline; implement rigorous review cadences with leadership and account teams.
  • Develop a comprehensive sales plan within the region focusing on growth activities and based on a target account list for each territory within the region
  • Provide feedback and recommendations on the workforce and support required for the success of the plan
  • Track pricing and price increase success within the region to protect business profitability
  • Develop relationship with key decision-makers at target accounts within the region as well as foster the networking activities of the Account Managers at these customers
  • Support Business Development Managers (BDM) during specific situations where an escalation process is needed to either solve a significant issue or protect/win a significant piece of business
  • Provide clear focus and prioritization to the regional BDM team
  • Represent the team in key meetings and calls to ensure visibility and impact.
  • Evaluate individual performance at mid-year and year-end and allocate compensation accordingly
  • Work collaboratively with business partners (customer service, technical service, field marketing, technology management, demand planning, etc.)
  • Maintain reliable accessibility during business hours to support the team, respond to issues, and remove obstacles to order progress.
  • Travel requirement within sales territory is approximately 50%, with minimal international travel.


Who you are:

Minimum Qualifications:

  • Bachelor's Degree in Biology, Biochemistry, or related Life Science
  • At least 8 years of commercial sales experience in the biotech industry including the use of CRM software, forecasting tools and other sales-related programs
  • Demonstrated ability to coach, develop, and motivate a high-performing sales team; experience conducting regular one-on-one and team coaching sessions.
  • Strong quantitative skills; proficient in pipeline management, opportunity assessment, and data-driven decision making.
  • Servant leadership mindset; prioritizes team development and customer value.
  • Data-driven; uses metrics to coach and drive decisions.
  • Empathetic and collaborative; builds trust with internal teams and customers.
  • Proactive problem-solver; identifies risks early and assigns ownership.
  • Prior experience selling services or products to pharma and biopharma companies, supporting biologic molecule productions


Preferred Qualifications:
  • Working knowledge of pharmaceutical and biotech drug production processes/unit operations
  • Utilizes effective negotiation skills; generates results with positive outcomes for both parties
  • Able to build and maintain strong relationships; builds credibility and trust
  • Self-motivated, assertive, takes initiative and works independently
  • Possesses exceptionally strong conceptual skills - can see the big picture and can translate it compellingly in writing and speech
  • Perceives the impact and the implications of decisions on other components of the company as well as the impact on clients and suppliers
  • Anticipates areas of conflict, manages disagreement, and works toward resolution


Pay Range: $125,500-$178,300

The offer range represents the anticipated low and high end of the base pay compensation for this position. The actual compensation offered will be determined by factors such as location, level of experience, education, skills, and other job-related factors. Position may be eligible for sales or performance-based bonuses. Benefits offered by the Company include health insurance, paid time off (PTO), retirement contributions, and other perquisites. For more information click here.

About Merck Group

Merck Group Careers

There has never been a more opportune time to join Merck Group, a leading science and technology company in healthcare, life science, and performance materials. Merck Group offers a plethora of job opportunities that cater to a variety of skills and professional aspirations, making it an ideal environment for both seasoned experts and those at the start of their career journey.

Work You’ll Do

At Merck Group, every team member contributes to breakthrough innovations in healthcare, life sciences, and electronics. The company's commitment to diversity and innovation fuels its leadership in various sectors, driving growth and transformation globally. Merck Group’s career paths are diverse, offering positions that challenge individuals to use their skills in new ways every day, supported by robust training programs and development opportunities.

Explore Job Opportunities and Growth

Merck Group is not just about jobs; it's about building a career. With a vast array of positions, from research and development to marketing and sales, the company is keen on hiring and nurturing talent to lead industry transformation. Merck Group’s dedication to professional growth is evident in its comprehensive benefits package and performance management processes that aim to maximize individual potential.

Internship Programs

Starting with an internship at Merck Group can be a pivotal step in securing a prosperous career. Interns gain invaluable industry experience, working alongside seasoned professionals and engaging in projects that offer real-world applications of their studies. Internships often lead to full-time employment opportunities, providing a seamless transition from education to professional employment.

Inclusive Culture and Leadership

Merck Group is proud of its inclusive culture that embraces diversity and fosters an environment where all employees can thrive. The company’s leadership is committed to creating a workplace where diverse ideas lead to innovative outcomes. Merck Group also offers diversity training to ensure all team members are equipped to contribute to the company’s inclusive goals.

Networking and Professional Development

Employees at Merck Group are encouraged to engage in networking and professional development activities that enhance their career trajectories. The company hosts various networking events, workshops, and seminars that are designed to hone skills and foster connections within the industry. Leadership development programs are also a cornerstone, preparing employees for future roles of increased responsibility.

Stay Connected with Merck Group Careers

Interested candidates can explore open positions that match their skills and interests through the Merck Group careers page. The company values curious, creative, and solution-driven team players who are eager to make an impact.

Keep Up to Date

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READ CAREERS BLOG

Merck Group is continuously looking for individuals who are ready to drive innovation and lead in the global marketplace. Whether through full-time positions, internships, or leadership roles, Merck Group offers a career path filled with opportunities for growth, learning, and leadership.
Learn more about Merck Group
Industry
Pharmaceuticals & Biotech
* Ladders Estimates

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