Head of NA Commercial Sales, Academic and Pharma Biotech (APB)

 

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This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US. 

 

Your Role:

The Head of NA Commercial Sales, SLS, for the Academic and Pharma Biotech (APB) is responsible for the revenue stream of APB Commercial Sales organization. Your goal is to meet and exceed sales targets for the defined sales area in the segments of Pharma/Biotech & Academic/Govt/Hospital (APB) and product portfolios as defined, including serum/FBS, IPS, and Oligos. Furthermore, you are supporting the growth of digital sales, Sponsorships and Strategic Account Executives.

In this position, you will lead a team of Regional Directors responsible for APB Commercial Sales organization, where you will be accountable for creating a high-performance team and high-impact culture. You’ll have the responsibility for developing people and an engaged, performance-oriented, customer-centric, and inclusive culture.

As the Head of NA Commercial Sales for the Academic and Pharma Biotech (APB) team, it is critical to provide thought-leadership on market trends, customer insights, and work with different corporate partners to improve our share of wallet. You will focus on leading your team and driving sales growth through the use of data insights and AI from relevant tools and technology, as well as contact and opportunity management (SFDC), reporting, analysis, and pricing. Lastly, you will work in close interaction with your peer sales leaders and business partners to cultivate a culture of collaboration and Inclusion.

The APB Commercial Sales organization within this position’s scope is based in the US and Canada, with approximately $620M in sales and sales team of 130 professionals.

 

Additional Responsibilities include:

• Communicate organizational vision and market strategies, priorities, and goals that ensure clear understanding at all levels within the team.

• Continue to evolve and implement the commercial strategy for segments and designated initiatives in North America.

• Drive the digital transformation of the go-to-customer with new ways of working and utilization of digital tools and technology.

• Play a proactive and integral role in the Americas Commercial Leadership Team.

• Develop annual and mid-term business plans for the NA Commercial Sales team in alignment with the strategic direction and achievement of commercial goals for sales and profit.

• Deliver regular, timely, and accurate forecasts on business performance as defined by LSET.

• Accountable for the N.A. Commercial Sales-Commercial budget and spending.

• Establish and build key strategic partnerships within the region including customers, distributors, opinion leaders, and industry associations; collaborate and engage with the Marketing leaders to apply these partnerships as needed.

• Lead change processes and initiatives within the direct team and set-up regular communication forums with all stakeholders.

• Define and execute go-to-market channel strategy in close partnership with peers and other functions.

• Upskilling of the organization; ensure readiness for the future of the account manager roles

• Establish performance KPI’s and manage performance accordingly.

 

Who You Are:

Minimum Qualifications:

• Bachelor of Science in a core science discipline (Chemistry, Biology, or similar) or a business degree.

• 10+ years’ professional experience.

• 5+ years' experience managing direct reports, demonstrating strong leadership; ability to inspire, motivate, and manag