Regional Sales Manager, Key Account Management (KAM) Central US is responsible for guiding the team to reach targets and develop their professional skills. As a leader within the sales organization, this role is responsible for building and maintaining a high performing technical sales team that can drive customer relationships directed toward growing Molecular Devices' market share, revenue, and profitability year over year in the following target market segments: life sciences, government installations, biotechnology, pharma, academic research labs, contract labs, and incubator spaces.
This position reports to the Sr. Director, North America Sales and is part of the North America Sales team, working remotely to cover Western US, from Washington to Southern California.
In this role, you will have the opportunity to:- Drive growth & gain market share through effective planning and performance management of our western North America account management teams. Achieve regional sales targets and company goals through successfully developing & maintaining a High Performing Key Account Management team with selling responsibility for the Molecular Devices' full portfolio
- Actively represent Molecular Devices and Danaher at industry events. Facilitate account manager engagements with customers to drive commercial partnerships. Coach key account managers to build relationships in focus accounts and position Molecular Devices' full portfolio to supply innovative solutions to accelerate discovery.
- Collaborate with and leverage internal and Cross-OPCO Danaher teams. Develop and support Danaher solutions that exceed the customers' expectations leveraging the entire Molecular Devices portfolio and generate demand for new technologies.
- Champion Molecular Devices standard sales processes, Danaher Business Systems, and digital tools to drive sustainable success for Molecular Devices, the customer, the team, and yourself. Provide accurate weekly forecasts and daily quote approvals.
- Drive strategic growth through participation in product development projects and kaizen events
- Coach new sales leaders to accelerate their effectiveness in role by facilitating proactive problem solving, performance management, career conversation execution, and building trust within the team.
- Leverage comprehensive knowledge of adult learning concepts to collaboratively support sales organization onboarding and upskilling programs with Commercial education manager
The essential requirements of the job include:- Bachelor's Degree or higher in a related Life Sciences discipline.
- A minimum of 7 years of successful Industry related Sales experience, engaging and selling into the life science, drug discovery, Biotech, or related industry.
- Must have 3 years of managing/mentoring members of a sales organization and demonstrated capability of building and maintaining high performing, field-based sales teams.
- Ability to leverage extensive knowledge of adult learning theory, leadership development programs, and common selling systems to support development of individual contributors and people leaders across the commercial team.
- Capacity of using metrics and key performance indicators to identify gaps and developing appropriate countermeasures to close them.
Travel, Motor Vehicle Record & Physical/Environment Requirements: if applicable for role
- Must reside within the listed territory, preferably in Seattle, San Francisco or Southern California, and willing to invest 60% of working time in field interacting with sales reps, leadership, and customers within territory or locations.
- Must have a valid driver's license with an acceptable driving record.
It would be a plus if you also possess previous experience in:- Knowledge of Funnel Management, Plate Readers, High Content Imaging, Cellular Automation Workflows, as well as 3D Biology, is ideal.
Molecular Devices, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info.
At Molecular Devices we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Molecular Devices can provide.
The base salary range for this role is $140,000-$160,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $240,000 - $260,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future
We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.
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