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Regional Sales Manager
Danaher Corporation
Buffalo Grove, IL, United States
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Description
Position Summary
Achieve annual sales strategies and goals through the management of sales representatives. Develop area sales plans in conjunction with the Director of Sales Core Histology Consumables, to support all of Leica Biosystems business and related customers.
Major Responsibilities
• Achieve and exceed region’s quarterly and annual sales quota, strategic and unit sales mix objectives, profit goal and market share goals while implementing strategies and goals through management of sales representative field support specialist staff.
• Provide the direction, leadership, coaching and mentoring for direct sales representatives. Advance the professional development, professional conduct, sales effectiveness and efficiency of staff.
• Recruit, develop, and train sales representatives and specialists with clearly communicated sales and overall performance standards.
• Forecast monthly revenue projections utilizing the company CRM (Salesforce.com).
• Drive standard work to funnel review process in Salesforce.com. Follow and implement account management through Salesforce.com and provided reporting.
• Develop sales plans and strategies to increase market penetration within Area. Participate in annual sales strategy and OPEX planning. Develop annual sales quotas for sales representatives. Manage and control department expenses at or below budgeted levels.
• Develop team to drive, solidify and maintain high-level relationships within key accounts to coordinate the team in working with the IDN team (including NA Top 10) in assigned geography. These relationships should include Senior Hospital Management (C-Suite), Laboratory Administration, Department of Pathology, Purchasing and/or Materials Management, Contracts Administration and other key departments and/or personnel.
• Perform monthly funnel reviews in person or via WebEx and phone with each report and as directed by Director of Sales Core Histology Consumables.
• Develop and implement actions plans for responsible ERD’s through periodic meetings with ERD principals/owners (minimum: quarterly per year) and traveling with ERD sales representatives.
• Approve pricing and discounts, within authority, for new and demonstration instrument sales.
• Maintain strategy, support and pricing consistency between sales territories for National/Regional Accounts and National contracts.
• Plan and coordinate semi-annual Area Sales Meetings. Attend and staff national or local sales meetings.
• Ensure direct sales representative, specialists and ERD’s achieve and exceed individual quarterly and annual sales quota, strategic and unit sales mix objectives.
• Travel with sales representatives providing individual coaching and professional development to each member of the regional selling team (target 3 days per week or 60% of available time).
• Complete Field Sales Management Reports and distribute report for each field visit.
• Develop and facilitate territory and regional sales plans in conjunction with the Director of Sales Core Histology Consumables, to support Leica’s customers.
• Maintain a working knowledge of consumable products, customer applications and key customer needs and requirements for the Histology market.
• Maintain a working knowledge of competitor‘s product and their methods of selling as a means to assist direct sales representatives, specialists and ERD’s in competitive selling situations.
• Maintain relationships with key customers and influencers at major institutions in Area.
Qualifications
Required Education, Experience, Skills
Education:
• BA/BS Degree in Life Science or equivalent
Experience/Skills:
• 5 plus years’ experience in sales Preferred
• 3 plus years’ sales management experience in selling capital equipment
• Experience in distributor management a plus
Desired Education, Experience, Skills
Education:
• MBA/Master’s Degree in Life Science
Experience/Skills:
• Histology/Cytology/Immunohistochemistry market knowledge
• Salesforce.com, Funnel management & forecasting
Travel:
• Must possess a valid driver’s license
All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.
Leica Biosystems is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
Leica Biosystems pays salaries commensurate with market value, and provides exceptional benefits.
To Apply:
Leica Biosystems is committed to attracting and retaining the most highly qualified candidates available. We firmly believe that our employees drive the success of the company. With success in mind as the ultimate goal, we strive to create and provide an environment that offers challenging, stimulating and financially rewarding opportunities. As a Leica Biosystems employee you will be consistently challenged to deliver your best.
If you are ready for this challenge, apply on-line and submit your resume for consideration.
Leica Biosystems is an Affirmative Action and Equal Opportunity Employer: Race, Color, National Origin, Religion, Sex, Disability, Vet, Sexual Orientation, and Gender Identity.
Be sure to follow Leica Biosystems on LinkedIn!