Job Type
Full-time
Description
Manage regional sales activities for the Northern California / Bay Area territory to achieve sales, product-mix, profitability and customer-development goals. Lead, coach and develop the regional sales team; execute company sales strategies and policies; manage regional expenses, discounts, demonstrations, consignment inventory and sales operations; and coordinate with the Associate General Manager; Sales and cross-functional partners to maximize sustainable growth.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES:
• Develop and execute quarterly and annual regional sales plans to achieve sales, product-mix and profitability targets across all Nikon microscopy product families.
• Build and maintain a qualified opportunity pipeline; identify new accounts, applications and sales channels that expand regional sales and profit potential.
• Monitor regional and individual sales performance, use Salesforce data to assess progress, and initiate timely corrective actions when results are below plan.
• Ensure sales leads and customer inquiries receive effective, documented follow-up and that Salesforce opportunities, forecasts, activities and close plans remain current and accurate.
• Lead the regional execution of strategic sales initiatives, product launches, promotions and marketing programs in coordination with the Associate General Manager; Sales, Product Management, Bioscience Marketing and Communications.
• Supervise, coach, train and motivate regional sales personnel; establish clear priorities, reinforce accountability and support professional development.
• Maintain strong relationships with key customers, strategic accounts, centers of excellence, dealers, representatives and other regional selling partners.
• Coordinate team-selling activities with application, product, marketing, service and other commercial resources for imaging, confocal and advanced-system opportunities.
• Plan and support customer demonstrations, evaluations and presentations for system sales, including AX, spinning disk and other advanced microscopy solutions.
• Monitor system configurations, pricing, discounts and quotations in Salesforce for strategic and high-value opportunities; ensure timely delivery and follow-up.
• Use sound negotiating judgment and escalate significant pricing, commercial, competitive or contractual concerns to the Associate General Manager; Sales.
• Work closely with Credit and other internal teams to support customer payment, installation sign-off and revenue-recognition responsibilities for regional orders.
• Coordinate with Service and Applications teams to support installation readiness, customer training, issue resolution and post-sale follow-up for products sold.
• Manage regional consignment and demonstration inventory, including TOP21 compliance, account accuracy, utilization and adherence to the Consignment Inventory and Employee Responsibility Policy.
• Actively coordinate the returns and RMA process for regional sales orders with representatives and internal departments, ensuring issues are triaged, documented and resolved.
• Establish and monitor regional expense and budget performance, including travel, demonstrations, flexible expenses and other controllable costs; maximize travel efficiency.
• Maintain current knowledge of Nikon products, software, applications, emerging technologies, competitive activity and market trends relevant to the territory.
• Provide Product Management and sales leadership with actionable feedback on customer needs, emerging applications, competitive developments and opportunities to improve product marketability.
• Provide regular sales-management and headquarters reporting, including forecasts, win/loss information, business trends, quality issues, unique applications, key risks and corrective actions.
• Maintain accurate customer and prospect information and support regional database quality, account segmentation and territory planning.
• Attend and contribute to sales meetings, training programs, workshops, seminars, customer events and trade shows as required.
• Travel throughout the assigned territory and work outside regularly scheduled hours as needed to fulfill the essential functions and responsibilities of the role.
ANCILLARY RESPONSIBILITIES:
• Perform all other duties as required or needed.
Requirements
KNOWLEDGE, SKILLS & ABILITIES:
• Bachelor's degree in science, Business, Marketing or a related field required; advanced scientific degree preferred.
• Four or more years of sales and marketing experience in scientific or optical instrumentation preferred, including demonstrated responsibility for complex capital-equipment opportunities.
• Sales-management, team-leadership or equivalent coaching experience preferred.
• Extensive knowledge of microscopy, scientific instrumentation, Nikon microscopy products, applications and software solutions.
• Proficiency with Salesforce.com and Microsoft Office applications, including Word, Excel, PowerPoint and Outlook; SAP experience preferred.
• Ability to analyze sales performance, forecasts, budgets and business trends; use critical thinking to identify, triage and resolve issues.
• Excellent communication, presentation and negotiating skills, with the ability to convey technical and commercial information clearly.
• Ability to develop and maintain constructive, cooperative working relationships in a cross-functional, team-selling environment.
• Strong organizational skills and the ability to work independently under time constraints and changing priorities.
• Strong mechanical aptitude and working knowledge of computer hardware and software used with scientific instruments.
• Current, valid driver license and ability to travel by car, public transportation or air, including overnight travel, as required.
• Ability to live and work in assigned territory, including travel to and from multiple work locations and customer sites throughout the assigned territory.
• Ability to work outside regularly scheduled work hours as needed to fulfill essential functions and responsibilities.
Salary Description
$80,000 plus commission
