Sales Director- Bioanalytical CRO

Boston, MA, United States

Job Description Job Description The Business Development role is a territory-based position, within the company’s Commercial Operations Department. The primary objective for the BDD is to consistently meet and exceed the territory’s commercial target(s) for growth of project pipeline bookings. The position reports directly to the Vice President of Business Development and interacts collaboratively with other territory sales leaders and Operations Management to secure bookings/revenue targets and customer retention.

Responsibilities

The focus for this role is driving new revenues by developing and retaining clientele. Other duties include development of qualified leads, generation of qualified opportunities, account penetration, establishing customer relationships, and securing a targeted book of quarterly and annual business within the assigned territory. In support of this overall focus, the BDD is responsible for the following activities:

· Calling on prospective customers to develop and close/win new business for all company BUs

· Leading participation by other commercial and/or operations staff to support closing new project engagements within the territory

· Leading and supporting marketing activities including networking events, trade shows, meetings of professional organizations, and other technical-promotional activities

· Entering and maintaining “accurate” and “current” data in the company’s CRM tool

· Participating in market and commercial development planning by offering relevant, territory

information (intel) from the customer’s perspective

· Performing in accordance with brand and corporate ethics guidelines.

· Planning and performing on target and within budget

· Providing feedback and closely collaborating with Inside Sales to drive lead(s) generation and lead(s) qualification to actuate effective actions for securing territory booking targets for all BUs

· Developing, educating, managing, and closing/winning opportunities via effective translation of customer needs in alignment with the company’s (all BU’s) services

· Consistently developing opportunities with new clients (new logos)

· Managing and penetrating existing Accounts to achieve customer loyalty, return business, and new business

· Supporting implementation of commercial strategies for the territory

· Leading the successful expansion of existing and new services within the territory

· Collaborating with Operations and Commercial staff to support and continuously improve closing new project engagements

· Supporting marketing content development and implementation by providing qualified information and qualified feed-back from the customer perspective

Qualifications

Willingness and ability to influence external customers and prospective customers to purchase the Company’s services

Typical minimum 2-5 years’ experience in life sciences, drug development with preference for bioanalytical mass spectrometry operations and/or CRO sales

Prior customer service experience, preferably within the life sciences industry with preference for bioanalytical mass spectrometry operations and/or CRO sales

Excellent interpersonal effectiveness and human interactions skills

Demonstrated ability and willingness to influence and lead outside of hierarchical designations

Strong understanding or willingness and ability to learn mass spectrometry, laboratory automation, and contract research organization operations as applicable to the sales process

Strong understanding or willingness and ability to learn GxP regulatory and experimental design experience, as applicable to the sales process

Strong orientation toward integrating the commercial and technical aspects of the company’s operations

Demonstrated ability to establish and develop long-term client relationships

Excellent written and oral communication, as well as organizational skills

Effective prioritization and time management skills

Critical Success Factors and Metrics

A substantial or even overwhelming portion of compensation for this role originates from commissions. Consequently, rewards including salary are strongly correlated with performance.

Metrics-based measures of performance include:

Consistently meets or exceeds numerical objectives (primarily, the bookings targets)

Consistently performs on time for all customer interactions (external and internal)

Provides accurate forecasts and projections to the Senior BU Advisors and the VP of Sales

Other performance measures include ongoing career development progress and quality of sales systems such as the customer relationships management database, CRM.

Benefits offered to full-time Aliri Bioanalysis employees:

Medical and Dental Insurance through Cigna $3,200 Qualified High Deductible Health Plan with an employer HSA contribution

$1,500 PPO Copay Plan, with choice of FSA

Dental PPO Plan

Vision insurance through VSP

Additional life insurance options

Employer Paid Basic Life & Accidental Death & Dismemberment (AD&D)

Accident and Critical Illness and hospital indemnity plan

Health savings and Flexible spending accounts

Bonus Plans and rewards and recognition programs

401K with matching

Fitness and Warehouse Club reimbursements

Aliri Bioanalysis provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

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