We are currently seeking qualified candidates for a Senior Director of Regional Accounts role with the Biologics segment of a leading multinational chemicals and biotechnology company. This is a permanent role with responsibility for accounts across the United States.
PURPOSE
The Senior Director of Regional Accounts is accountable for achieving the regional sales and profitability goals for the Company’s Biologics Division. This role provides direction; leadership and coaching to the Account Directors to increase sales from new and existing accounts and deliver the best customer service in the industry.
RESPONSIBILITIES
- Achieve Regional revenue and profitability targets and nurture an environment and foundation for future sales growth.
- Sell and teach others how to sell
- Ensure the Biologics Division is being represented effectively by the Account Directors and the lead Account Directors.
- Ensure that Biologics division is building more intimate; integrated and Value-Added relationship with all the accounts to reduce the probability of losing the account
- Direct all Account Management activities in the Region – inclusive of resource deployment; frequency of customer interactions and supporting Account Planning Process
- Evaluate market trends and gather competitive information; identify trends that effect current and future growth of regional sales and profitability. Disseminate information to leadership Team
- Regional Forecasting
- Set the pace of performance management – hold weekly performance reviews
- Work with Commercial Operations to improve sales productivity by standardising best practice; process and enabling tools. Highlight opportunities for improvements and make recommendation to the Commercial Council
- Special projects as assigned
- Execute wider Leadership Responsibilities
EDUCATION, SKILLS & EXPERIENCE
Our Client is seeking an experienced commercial executive in the Bio/Pharma Space. The incumbent will be comfortable building and cultivating relationships and opportunities with Accounts. They would have had experience turning relationships from good to great. They will have well developed general management skills, that allow them to support the wider Divisional and leadership agenda and take responsibility for ensuring their regional team is well managed and capable of meeting the agreed Regional Sales Targets.
The incumbent must be a high energy manager who is comfortable with pressure and must have the ability to provide structure and direction to their team within the context of an organisation that is constantly challenging its limits. They need to be comfortable moving from uncertainty to control by making sure processes are adhered to and defined and implemented when required. The successful candidate will be capable of leading autonomously within the framework of agreed principles and guidelines – should not need constant direction beyond the normal induction period.
- 10+ years pharma/biotech experience in a Commercial Role
- Degree in Life Science or has gained the equivalent practical experience
- Comfortable working with Sales Enablement technology; such as Salesforce.
- Can demonstrate that they have previously managed a sales team and associated accounts to achieve significant sales growth. Can confidently produce a list of key measures of success for account management
- Very knowledgeable about the industry segment
- Well-developed personal network.
- Above average understanding of the Biologics Sector
- Key Functional Competencies:
- Selling and Sales Management
- Product Marketing
- Personal Selling
- Account Planning
- Integrated Sales Process Management
- People Manager and coach
- Understands Sales Enablement Tools
- Negotiation Skills
- Building Teams
- Networking – Internal and External
- Critical thinking
- Strong Communicator
- Planning and coordinating resources
- Problem Solving Skills