Regional Sales Manager

By joining Bio-Techne, you’ll join a company with a powerful and positive purpose of enabling cutting-edge research in Life Sciences and Clinical Diagnostics. Bio-Techne, and all of its brands, provides tools for researchers to further treat and prevent disease worldwide.

Pay Range:

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Overview of role
In this role you are responsible for leading a sales team and are accountable for each team member’s performance and development. This role is field-based and will include travel throughout the territory to manage and meet with your team members on a regular basis.  Through your leadership you will ensure the team executes the company strategic & tactical plans and delivers assigned sales revenue targets. As a commercial leader this position will play a central role in developing revenue plans, developing and rolling out successful commercial strategies and tactics, monitoring KPI’s, identifying and understanding market trends and communicating them internally, driving consistent CRM system compliance (salesforce.com), and accurate revenue forecasting. Teamwork is critical and our leaders lead by example. As such, this role must partner effectively across other areas of the organization including, but not limited to, marketing, product management, customer solutions, and operations for maximum revenue generation, and operational efficiency.

The ideal candidate will demonstrate core competencies in sales management, sales process, forecasting, contract negotiation, biopharma and academic account management with a proven history of effective deployment of sales resources, consistent quota delivery and continuous sales process improvement.

Key Responsibilities
•    Develop and implement effective sales strategies and tactics to deliver and exceed regional sales targets and KPIs, and lead regional sales personnel to deliver sales objectives.
•    Develop and reinforce core competencies and processes across team through performance management and regular coaching, to create and maintain an effective and efficient sales team.
•    Provide leadership through effective communication of vision and strategy, while comparing sales results to goals and taking appropriate action to correct or gap-fill when necessary.
•    Develop relationships with key customers and accounts within region.
•    Oversee regional accountability for operational budget; communicate incentive structure.
•    Ensure effective hiring, onboarding, development and retention of sales team.
•    Provide supervision through field visits, observations and measurement of results to include in performance appraisals; foster a culture of success and performance management.
•    Proactively identify changes in relevant markets, and competitive pressures to develop and modify strategies and tactics accordingly; provide VOC to product marketing and business.
•    Provide accurate monthly, quarterly and annual sales forecasts, managing team funnel to ensure accuracy.
•    Lead or participate in account negotiations, contract negotiations/renewals alongside business development teams as appropriate.
•    Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
•    Attend sales meetings, management meetings; attend conferences as appropriate.
•    Frequent travel within the region with sales team; travel to national sales and management meetings.
•    Perform additional duties as assigned.

Education and Experience
•    Requires a Bachelor’s Degree in life sciences or equivalent experience in related field. 
•    Minimum of 5-8 years of progressive/relevant sales experience.  
•    Direct Management of multiple direct report experience is preferred.  Leadership and general experience in non-sales yet related functions (marketing, scientific support, business development) may be considered.
•    Working knowledge of Microsoft Word, Excel and CRM experience are required.  
•    Must be able to work in a fast-paced environment, multitask, and have good communication skills, both verbally and in writing.
•    Valid driver’s license required.

Knowledge, Skills, and Abilities
•    Intermediate to advanced MS Office skills & CRM systems (salesforce.com a plus).
•    Proven successful leadership, team management and budget experience.
•    Knowledge of relevant markets and customer segments.
•    Strong time management and organization skills including the ability to prioritize, re-prioritize and pivot as needed.  Ability to thrive in a fast-paced and dynamic environment.
•    Strong attention to detail with the ability to multi-task and perform at a high-level of accuracy.
•    Ability to act independently on routine