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JOB TITLE: Sales Director - The Americas

DEPARTMENT: Commercial

DATE: December 2019

FLSA: Exempt

Position Summary

The Americas Sales Director is responsible for directly selling Proveris Scientific Corporation’s products and services, increasing revenue and product profitability, and directing, managing, and growing the company’s sales efforts in the Americas. The individual will be responsible for forecasting, developing a sales pipeline for the Americas, developing and implementing key account programs, contributing to the company’s marketing efforts, and attending industry related conferences. The individual will work with and track all activities in Proveris’s CRM system (salesforce.com), assist in generating customer quotes, perform contract and order reviews (as needed), and provide regular sales pipeline activity updates to the Commercial team.

The Americas Sales Director is a senior level position requiring experience selling to director through C- level executives, and key industry opinion leaders. Expertise in selling new and novel technologies, high-value capital equipment and laboratory services is required. The individual may also be asked to work with prospective customers outside of Proveris’ core market in order to help marketing develop an understanding of the requirements needed to expand the sales of Proveris products and services into alternative markets.

Essential Duties and Responsibilities:

Direct Commercial Operations (Primary)

  • Sell Proveris’s products and services.
  • Increase revenue and product profitability.
  • Develop and execute against annual sales goals and bookings forecast.
  • Identify and increase business from new and existing customers.
  • Perform contract and order reviews, as needed.
  • Monitor competitors’ performance, industry trends, and market needs, and report to management and the Commercial team.
  • Coordinate and perform, as needed, product demonstrations.
  • Maintain contacts and records, and track activities, in Proveris’s CRM system.
  • Contribute to establishing specifications for new products, including pricing.
  • Assist with and participate in industry conference activities.
  • Contribute to the maintenance and continuous improvement of the company’s quality management system.

Distributor Management

  • Assume responsibility of a direct territory manager by providing management of Proveris’ distributor network and support channels where applicable in the defined territory
  • Achieve revenue targets and strengthen relationships while growing representation in new regions throughout the territory.
  • Evaluate, improve and replace if necessary distribution partners
  • Provide initial point of contact for distributors in a designated area. Provide direct sales
support through demonstrations, seminars and other activities.
  • Development individual country marketing and sales plans for each country / territory
managed.
  • Identify and report trends in individual countries and regions of the world.
  • Train and support distributor staff in basic sales and support functions.
  • Possibly have a direct report in geographical areas that supports the sales / marketing
plan.

Market Development

  • Assist marketing in identifying new market opportunities within the OINDP market
  • Assist marketing in identifying new applications / opportunities in related markets
  • Manage customer out reach and communication (if required) in new opportunity areas
  • Work with marketing on generating market data for opportunity
  • Assist in customer engage of Beta Testing and other related activities for the commercialization of new technologies, products and services.

Competencies

  • Working knowledge of internationally recognized quality management systems (i.e. ISO9001, or cGxP) is preferable.
  • Excellent time/task management, communications and technical writing skills.
  • Working knowledge of opto-mechanical systems used in pharmaceutical spray drug product testing.
  • Proven ability in productive customer relations, project management, and sales negotiations.
  • Proven ability to develop budgets to meet sales goals.
  • Proven expertise using MS Office and salesforce.com or other CRM software packages.
  • “Hands on” personality with a proven ability to work effectively in a team-oriented environment.
  • Desire to be part of a growing, fast-paced company.

Qualifications

  • 5-10 years selling capital equipment and laboratory services.
  • Proven performance selling technically oriented products and laboratory services to pharmaceutical/biotechnology customers.
  • Experience working independently, and remotely from company headquarters.
  • Experience working and travelling throughout the Americas.
  • Bachelor’s degree or higher in a science-oriented discipline.
  • Willingness and enjoyment of international travel.

Travel Requirements:

Travel to customer facilities, industry conferences, and other business locations. Valid driver’s license needed. Overnight domestic and, at times, international travel will average 30-50%, varying in response to shifting business needs.

Physical Demands:

While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop; kneel; crouch, or crawl; talk or hear and taste or smell. The employee must occasionally lift and/or move up to 20 pounds.

Work Environment:

Moderate noise level associated with open office work environment and site conditions.

Preferable Skills and Attributes:

  • Passionate, energetic and enthusiastic individual who can effectively adapt to international cultures.
  • Exceptional interpersonal skills with the ability to build strong internal/external
relationships at all levels within an organization along with team building skills.
  • Excellent organizational and time management skills with the ability to manage and meet
tight deadlines enthusiastically
  • Self-starter with initiative and is able to address customer inquiries and guidance in a
prompt responsive manner.
  • Professional business acumen and diplomacy skills, as well as effective verbal, written and presentation skills.
  • Experience with the construction and execution of distribution agreements and contract negotiations.
  • Strong, task-oriented drive to succeed.
  • Multi-lingual is a plus.

Expectations:

  • Have ownership of your own performance and success
  • Exemplify leadership
  • Maintain confidentiality at all times in accordance with your signed Confidentiality/Non-Compete Agreement
  • Maintain a professional demeanor in all interactions
  • Maintain a professional appearance with attention to clean, appropriate attire and good grooming practices
  • Heed and practice Proveris’s values and principles

The above statements are intended to describe the general nature and level of work being performed by people assigned to do this job. They are not intended to be an exhaustive list of all responsibilities and duties required. The statements are also not intended to be a contract or a limitation of responsibilities.

*External and internal applicants, as well as position incumbents who become disabled as defined under the Americans with Disabilities Act must be able to perform the essential job functions (as listed) either unaided or with the assistance of a reasonable accommodation to be determined by management on a case by case basis.

Send an email, along with desired position, your
qualifications and résumé to:

*Note: We only accept resumes directly from applicants or our approved vendor list.