Area Manager Europe - Discovery Research

Sales | Santa Ana, CA

Job Description:

We are seeking Area Sales Manager Discovery Europe.  This individual will be responsible for generating sales and achieving forecast, developing new accounts, managing existing customers, and providing leadership & management to all regionally deployed Territory Managers activities to achieve profitable growth in the assigned territory.

Responsibilities:

  • Motivate, coach, mentor, develop and provide leadership to the assigned European team of Territory Managers in line with the company’s strategic plans and objectives
  • Develop, implement, and monitor a tactical plan for each district in line with the company’s strategic plans & objectives to develop business, customer relationships & innovative approaches to strengthen business relationship to key accounts within the assigned district
  • Develop plans to strategically expand the overall business in Europe by driving existing business but also creating new and incremental growth
  • Determine Area specific needs and possible solutions
  • Directing field contact with customers to develop, maintain and expand existing business in each district
  • Manage qualifying, developing and closing prospect according to strategic with each local district plan
  • Manage the successful execution of the Sales Incentive plan [i.e., managing direct reports to achieve assigned targets]
  • Forecast business accurately to the company as required & manage complete forecast data within the CRM system [Funnel Management, Funnel Review]
  • Inform and update frequently & proactively Associate Director – Discovery Research in the given format & frequency (reports) of performance data and further topics that significantly impacts the sales goals, company objectives, team performance or market segment
  • Support quarterly incentive compensation calculations and administration of direct reports
  • Giving feedback to inside personnel on changes in the marketplace and competitive intelligence
  • Generating ideas for new products based on customer input (VOC) and suggestions
  • Completing all reports and additional paperwork required in a timely fashion
  • Working within travel and expense guidelines
  • Assisting with hiring, training, and deployment of new sales personnel
  • Attending tradeshows and participating in marketing efforts
  • Travel expected at 35-45%, principally in the assigned district; others may be on request

Experience/Education:

  • Bachelor's degree (B. S. in a Life Science) from four-year college or university; plus 5-10 years related experience in Sales, Marketing, Business Development or related ‘commercial/business’ function in the life science industry, preferably associated with drug discovery and disease modeling
  • At least 2-3 years of related sales management experience and/or training specific to the Drug Discovery market segment or closely related market segment in the life science industry
  • Successful performance and advancement in prior roles with clear demonstration of leadership
  • Excellent communications & presentation skills.
  • Leadership and management skills appropriate to lead a team (3 – 5 individuals) expected to achieve company and market goals, both short-term (annual revenue/strategic targets) and long-term (opportunity evolution to secure ‘future’ business)
  • Strong business acumen and market knowledge
  • Intermediate to high level sales & marketing techniques in a technical environment
  • Self-starter with can-do attitude & ability to prioritize business critical activities
  • Excellent communications skills & presentation ability
  • Ability to adapt to the personalities of internal and external clients to facilitate communication
  • Ability to establish goals & plan required to meet sales objectives
  • Experience with proven ability to successfully negotiate contracts
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
  • Advanced computer skills, including MS Office, CRM-Systems
  • Excellent technical knowledge & aptitudes
  • Knowledge of general business administration practice
  • Impeccable integrity

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Principals only. No recruiters please.

FUJIFILM Irvine Scientific is an equal opportunity employer. All qualified candidates will receive consideration for employment without regard to race, color, religion, sex including sexual orientation and gender identity, national origin, disability, protected Veteran status, or any other characteristic protected by applicable federal, state, or local law.

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