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Regional Sales Manager

We are seeking a Regional Sales Manager located in the Greater San Diego Area. Applicants must know the customer base and either cover this region currently or in recent past.

This person will demonstrate and sell our line of instruments and consumables to life science accounts such as pharma, academia, biotech and government. This includes working with existing accounts as well as prospecting for new accounts and customers, developing and closing new business to increase sales.

The Regional Sales Manager will identify key decision makers for purchasing our systems, as well as identify funding sources, buying process, and key influencers within the assigned region. This highly technical sales position requires you to be customer facing ~60% of the time. The Regional Sales Manager will rely on extensive experience and judgment to plan and accomplish sales goals for the assigned territory. A wide degree of creativity and latitude is expected.

The Regional Sales Manager’s role is to ensure achievement of sales objectives through both strategic and tactical activities in line with the Company’s mission; develop and maintain strong customer connections at various levels in the accounts and provide regular feedback on status of specific sales opportunities, the market and competition activities.

Areas of Responsibility

• Meet and/or exceed quarterly and annual sales target through development and execution of a region and account-specific sales plan.
• Successfully navigate and manage complex sales negotiations. Successfully engage and manage a multi-tiered sales process for both capital instruments and consumables.
• Generate new leads and identify new opportunities through cold-calling.
• Demonstrate command of scientific knowledge to engage in collaborative sales process. 
Deliver technology and applications overview presentations, technical/scientific seminars 
and presentations
• Facilitates resolution of customer issues by demonstrating a strong broad base of 
knowledge in business processes, solutions and domain expertise.
• Maintain technical competence on solutions, competitive products and the market 
trends through extensive reading and attendance of training meetings, industry 
conferences and research.
• Work together with Field Application Scientist colleagues to ensure customer satisfaction 
in pre and post-sales situations. Partner cross-functionally across company to 
appropriately address the needs of customer base.
• Provide regular accurate sales forecasts, sales pipeline management activities, organize/maintain account and customer contact management in CRM system.

Qualifications and Experience

• Bachelor’s degree in a Life Science discipline is required, advanced degree would be a plus.
• 10 plus years of successful sales experience in the Life Science tools space/systems sales strategic selling environment (instruments + reagents).
• Proven track record of capital instrument sales in complex, multi-layered environment.
• Experience selling to academic, government, biotech and pharma accounts is required.
• Experience selling in public funded markets, such as State and Federal government, 
involving numerous call points.
• Strong desire to win business and establish long-term customer relationships. Well- 
developed professional and strategic sales skills with proven ability to develop and grow key accounts through networking at all levels in the customer organization.
• Demonstrated track record in lead generation, prospecting and business development.
• Solid organizational skills and ability to set priorities/manage time effectively.
• Demonstrated interpersonal, presentation, and time & territory management skills as 
well as present an appropriate professional appearance and demeanor.
• Excellent verbal and written communication skills, particularly in areas of negotiation, 
persuasion, and problem-solving. Proficient in listening, understanding and questioning; 
and ability to translate that information to a value proposition for the customer.
• Strong technical presentation skills. Comfortable interacting with audiences of different 
levels. Ability to lead workshops, conventions, seminar series and other marketing 
activities as required. Comfortable conducting large seminars.
• Knowledge of MS Office, PowerPoint and Salesforce.com a plus.
• Capable and interested in working in a team environment. Maintains an effective, 
professional working relationship with internal customers and product development 
groups.
• Goal oriented, highly self-motivated, independent, and successful individual who enjoys 
challenging and dynamic work environment. Ability to work with a high degree of independence; a self-starter.

Our company provides a competitive compensation and benefits package with excellent opportunities for personal growth.

Job ID: 2930

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