Associate Director, BioPharma Sales, EMEA
Associate Director, BioPharma Sales, EMEA
Bio-Rad
Basel, Switzerland
Overview
This role's responsibilities is to manage all aspects of Bio-Rad's EMEA BioPharma selling organization (+15 Headcounts) to achieve top and bottom line growth targets. Carefully monitor and manage expense budgets to achieve plan targets. Drive consistency and continuous improvement culture across key selling processes.
Responsibilities
- Deliver assigned revenue plan for the segment of responsibility in alignment with PnL target parameters (Gross Margin, Std Margin and Direct Contribution);
- Develops, presents, and implements business plans at the regional level. Manage area Expense budget according to corporate policy and division budget projections;
- Provides input in the creation of sales quotas and compensation plans that support group strategy and objectives;
- Provides preliminary analysis of market and competitive trends in the marketplace in collaboration with the marketing team. Reviews market analysis to determine customer needs, price schedules, and discount rates;
- Translates area business strategy and objectives into regional tactical plans that meet/exceed yearly goals in sales quota, growth, direct contribution, and gross margin by leveraging existing resources;
- Hires, trains, and retains sales employees. Provides developmental guidance to direct reports to ensure the region is staffed with the appropriate number of personnel and assesses field sales training needs. Designs and implements training plans;
- Directs sales forecasting activities and sets performance goals accordingly. Allocates yearly regional forecast among individual sales territories. Monitors and reports monthly, quarterly, and annual forecast against plan;
- Work with other support functions managers (Customer Service, Service, Finance....) so to guarantee collaboration and support for his team to deliver all the assigned targets and to support customers' management and needs;
- Routinely analyzes sales statistics, using them to direct sales representatives to the highest priority activities;
- Monitors sales opportunity pipeline for all major products, taking corrective action where needed.
Qualifications
- Bachelor’s degree or equivalent in a Life Science discipline. MBA preferred;
- Advanced knowledge of and/or experience with sales automation systems;
- Advanced knowledge of the biotechnology market, key customers, and vendors;
- Experience in and knowledge of BioPharma market is an asset;
- 5+ years’ experience in a managerial role;
- 10+ years of work experience in a commercial environment;
- Full proficiency in English, any other European language is a plus;
- Effective communicator and high level of culturally awareness;
- Strong team player.
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