Senior Regional Sales Director and Government Affairs, LATAM

The Senior Regional Sales Director and Government Affairs, LATAM is responsible for leading a team of Account Executives and Channel Partners exclusively in Latin America to achieve the organization’s sales orders received, revenue, and profitability goals.  This role will also be required to represent the organization externally with policymakers and other key government representatives.  This role reports directly to the VP of Sales, AMR, and is a member of the sales leadership team for the America’s region at Oxford Nanopore Technologies (ONT).  

Key Responsibilities 

The Senior Region Sales Director is responsible for leading the sales team of direct reports and oversight of the channel partners across Mexico, Brazil, Colombia, Chile, Argentina, etc. The Sr. RSD is accountable to the business objectives and selling initiatives in the region.  It is expected that the Sr. RSD can lead and coach their team and, as needed, take the lead on key relationships within their geography to drive results.  A strong player/coach mentality will be needed as ONT looks to expand their commercial capabilities over the next several years.  The Sr. RSD will be responsible for driving strategic business decisions, interacting with cross-functional teams, including marketing, field applications, technical service, customer service, and inside sales.  

Additionally, in this role, certain elements of market development may require engagement with policymakers and other key government employees. This may be relevant where key programs will or could involve sequencing, and where science, health or related policy goals could be fulfilled using Oxford Nanopore technology. The candidate will work collaboratively with the central government affairs team as well as commercial teams, to make strategic and executional plans and to execute responsibly and effectively.

Duties include, but are not limited to: 

• Leads sales team to drive key geographical Sales Orders Received, Revenue, and profitability goals within the broader Americas region.
• As a member of the AMR sales leadership team, works directly with the VP of Sales AMR to build core business strategies, drive key sales and marketing initiatives and work together to derive solutions for challenges facing the field sales team and channel partners both internally and externally. Creative thinking is a must.
• Represent channel partner needs to internal stakeholders to maximize benefit to both organization and channel partners.
• Accountable for region strategic plan for commercial activity to disrupt the current NGS market, including identifying and onboarding new channel partners across the region.
• Coaches team to develop sales skills and business acumen with a focus on career development and advancement of their team.
• Drives key customer partnerships and KOL relationships as necessary to further develop our overall brand presence in the market.
• Develops strong collaboration with our internal sales enablement and sales operations teams to accelerate capabilities and influence development of sales tools and training that best serve the ONT selling organization.
• Engaging LATAM policymakers and other government employees in collaboration with our central government affairs team

This role will have line management responsibility for a team of field-based sales professionals. The sales team will be supported by the Customer Service, Technical Support and Applications teams within the region. This role will leverage the activities of Inside Sales and Market Development team to ensure all business opportunities are supported. To achieve these goals, you will be expected to undertake at least 50% travel and be based within the Region. It is expected that the Senior Regional Sales Director will visit our UK or US office each quarter as a minimum.

Other responsibilities include:

·         Strategic planning of commercial activity to disrupt the existing NGS market

·         Device and consumable forecasting and accountability to financial deliverables

·         Lead the sales team in making high quality, effective contact with new and existing customers to drive sales growth according to the targets

·         Working with Market Development to identify new market opportunities within AMR region

·         Knowledge of funding cycles and decision-making process in region.

·         Delivering to the agreed commercial targets for MinION, GridION and PromethION systems

·         Ensuring the team adhere to best practices for tracking, recording and documenting relevant commercial intelligence from all customer interactions.

·         Oversight of KOL customer relationships and across broad fields of research interest.

What We're Looking For...

You're someone with proven abilities as a field-based c