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JOB TITLE: Sales Director – The Americas

DEPARTMENT: Commercial

DATE: February 2022

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, develop a sales pipeline for the Americas, develop and implement major and key account programs and contribute to the company’s marketing efforts, and attend industry related conferences. The individual will work with and track 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 position will require the person to be able to operate independently outside the company’s
existing markets and address customers to gain an understanding of what is required to enter new areas
such as OTC products. Once knowledge is gained concerning new areas of opportunity, coordination with the marketing group is essential to develop programs to teach the company’s direct sales reps as well as distributors to sell into the new marketplaces. The ability to identify and train people is critical. One of the responsibilities will be to be to manage technical support people in countries outside the USA.

Essential Duties and Responsibilities:

Direct Commercial Operations:

  • Sell Proveris’s products and services.
  • Increase revenue and product profitability.
  • Develop and execute against annual sales goals and bookings forecasts.
  • Identify and increase business from new 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 the responsibilities of a direct territory manager by providing direct management of Proveris’ existing distributor network and support sales channels anywhere in the world.
  • Achieve revenue targets and strengthen existing 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:

  • Initiate market research studies into new areas such as OTC and biotechnology research. Develop a tactical plan and work with marketing to create a strategic plan for business development and revenue generation in new markets.
  • Work with marketing manager to analyze and present findings in a manner that directs the company into new opportunities.
  • Develop with marketing, programs that allow the company representatives and distributors to approach new market opportunities efficiently.
  • Identify strategies to raise the company’s media profile Internationally by defining and managing a new communication

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 would be beneficial.
  • Proven ability in productive customer relations, project management, and sales negotiations.
  • Proven ability to accurately forecast revenues
  • Proven expertise using MS Office and salesforce.com or other CRM software packages.
  • “Hands on” personality with a proven ability to work independently and 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 passport and identification documentation required. Overnight 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 their own performance and success.
  • Exemplify leadership.
  • Always maintain confidentiality in accordance with a 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.