Sales Director, Transactional Accounts & Quote Management

Company Description

ABOUT LGC STANDARDS:

LGC Standards is a division of LGC Group, the UK’s designated National Measurement Institute for chemical and bioanalytical measurements. We are a leading global manufacturer and service provider of quality assurance and research tools, supporting analytical needs in more than 120 countries worldwide. We use our expertise to produce to the highest standards, including ranges produced under ISO/IEC 17025 and accredited to ISO 17034. Our wide range of reference materials and proficiency testing schemes is complemented by our experience in outsourcing and customs, enabling us to adapt quickly to provide tailored solutions that meet our customers’ analytical needs. We innovate and apply science in order to ensure the safety and integrity of products and services, in line with our vision of science for a safer world.

Job Description

Job Purpose

LGC Standards is seeking an experienced and dynamic Sales Director to lead and manage our Sales Specialist and Quoting Teams in North America.

The successful candidate will be responsible for driving sales growth across all transactional accounts by managing a high-performing team, optimizing collaboration across departments, and providing superior customer experiences.

This position will play a critical role in coordinating internal resources and developing strategies to maximize sales across multiple end markets, including Pharmaceuticals, Biotechnology, Industrials, Environmental, and other sectors.

What You’ll Do

Leadership & Team Development:

• Coach, manage, train, and upskill a team of sales specialists and quoting professionals to deliver exceptional performance.
• Foster a collaborative and goal-oriented environment to drive sales and exceed targets.
• Provide leadership and mentorship to the Quoting Team and Sales Specialist Team, ensuring that they collaborate on meeting quote response time expectations and customer service standards while maximizing upsell opportunities.

Sales Strategy & Execution:

• Develop and implement strategies to optimize the quoting process and streamline internal workflows to increase efficiency and accuracy.
• Use LGC’s sales tools to manage prospects, existing accounts, and opportunities, and to accurately forecast the sales pipeline.

Quoting Team Supervision:

• Oversee the day-to-day operations of the Quoting Team, ensuring that quotes are delivered in a timely and professional manner.
• Monitor quoting metrics, including response times, quote conversion rates, and sales performance against set targets, to identify areas for improvement and implement corrective actions.
• Work closely with the Quoting Team to develop strategies for enhancing customer engagement and identifying potential upselling opportunities during the quoting process.
• Ensure that the Quoting Team is effectively trained on the LGC product portfolio, enabling them to provide accurate and comprehensive information to customers and contribute to revenue growth.

Customer Engagement & Account Management:

• Represent the full LGC Standards product portfolio across new and existing customers in diverse industries (Pharma, Biotech, Environmental, etc.).
• Identify, qualify, and close new opportunities through a combination of proactive prospecting, marketing leads, and self-generated opportunities.
• Build and maintain strong relationships with key decision-makers in high-value accounts.

Collaboration with Marketing & Product Teams:

• Stay informed of new product launches and marketing campaigns, ensuring that the sales team and quoting specialists are prepared to capitalize on emerging opportunities.
• Collaborate with the marketing department to align customer needs with the appropriate product offerings and promotional activities.

Qualifications

Core Competencies

• Excellent selling capabilities, including prospecting, account management, and persuasion skills
• Deep understanding of demand and lead generation activities, including prospecting and account opportunity planning
• Foundational knowledge in consumable-oriented sales motions; knowledge of reference materials and analytical standards is preferred
• Foundational knowledge of customers in the pharmaceutical, biotech, food & beverages, forensics, environmental, and industrial spaces
• A demonstrated track-record of strong leadership and coaching ability. Experience with mentoring teams through development plans, in-person / virtual coaching, 360 feedback, and conflict resolution

Experience Req