66 applicants

Overview

Company

Original Job Post

BioIVT · 2 days ago

Regional Director, Business Development

California, United States

Full-time

Onsite

Director

5+ years exp

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Responsibilities

Leads regional sales strategy implementation within overall BioIVT sales strategy and matrix organization structure

Core member of BioIVT commercial leadership team, participating in team strategy and review meetings

Leads regional weekly and monthly demand management meetings with balanced scorecard dashboard

Leads customer relationship management and commercial transaction processes

Actively participates in annual BioIVT global sales strategy decision making processes

Implements agreed annual BioIVT sales strategy at regional and global strategic account level

Champions sales team matrix structure to deliver BioIVT sales strategy objectives

Role model for co-ordination between regional team and other matrix colleagues/stakeholders

Manages and grows the regional revenue as defined in annual planning process

Builds executive relationships with key customer decision makers

Leads negotiation with key customer deals

Responsible for client pricing approvals within approved pricing authority levels

Strong advocate for application of knowledge management approaches (Salesforce.com CRM processes and system) to sales team decision making.

Utilizes available data resources to drive funnel management reviews and manage regional and strategic account assignment responsibilities, to develop and close sales opportunities

Fact-based and data driven leadership underpinned by Salesforce.com, Sage X3 and financial system performance and activity data output

Champions disciplined usage of Salesforce.com across sales-team matrix, emphasizing timely entry of both quantitative and qualitative data

Acts as voice of the customer, providing timely market, customer and competitor feedback

Achieve annual regional and strategic account sales performance targets

Align with VP Global Sales and the BioIVT commercial leadership team to establish a sales matrix structure and effective working processes to underpin a nimble and adaptable BioIVT sales culture.

Co-ordinate and communicate effectively with all sales management leaders to create an efficient sales-team matrix organizational structure

Assists in recruitment of top selling talent to BioIVT sales team

Works with the VP Global Sales and other sales leadership peers and marketing to develop effective selling skills and product training programs for both new and existing salespeople

Develops product knowledge across BioIVT portfolio to support in coaching team

Lead the recruitment process for regional team hires

Establish a training, assimilation, and development program for the team

Work in partnership with other BioIVT sales leaders to optimize sales competences and performance

Organize and lead focused trainings at global and regional sales/marketing meetings

Team orientation and matrix management ability (including 360-degree feedback)

In consultation with VP Global Sales, sets annual sales goals for assigned geographic territory and strategic accounts

Participates in periodic sales/operations forecasting meetings

Collates and represents regional revenue forecast

Weekly regional sales team and strategic account matrix co-ordination call

Role model for SFDC matrix knowledge management for the region

Timely entry and sharing of actionable customer information into SFDC system

Qualification

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Sales team managementControl mechanismsRoles reinforcementGoal settingMetrics managementSales strategy developmentTeam structure development