Ever wondered how your skills and unique background could impact the world of tomorrow? Join our Digital Sales Team and bring your passion and talent to work.

Associate Vice President, Digital Lab Solutions
Remote - United States

Your contribution

This position provides commercial responsibility for new product vertical of Digital sales. The ideal candidate will drive and own relationship with key accounts from sales to customer success, establishing relationships of trust and enabling sustainable SaaS sales cycles. Leading a team of Digital Sales & Application Specialists in the US, this position directly drives implementation of programs aimed to optimize commercial uptake of all of Tecan’s Digital products. This position will collaborate closely with LSB Digital Lead to ensure constant alignment with overall Tecan’s Digital Strategy.

• Manage overall sales operations for the SaaS product line in the Americas Market Unit (MU).  Manage activities through structured KPI’s and Action Plans.
• Direct management Digital Sales team; provide development and coaching while assuring the achievement of revenue goals, maintaining the budget and managing costs and expense objectives.
• Achieve or exceed sales targets and objectives by monitoring quotas, demographic sales results, and applying marketing research.
• Collaborates with MU head and Senior Management Team on all planning activities. Actively participate with Senior Management Team in the development of the 5-year Strategic Plan and Budget, regularly identifying opportunities in the market, competitive activity, and market trends that will affect the business.
• Plan and execute go-to-market strategy; ensure consistent alignment with LSB Digital Lead on go-to-market strategy.
• Strategic alignment with the Liquid Handling sales teams to maximize Tecan US revenue with growing customer satisfaction.
• Develop Digital business, define sales strategies, implement best practices in SaaS sales, identify and convert new sales opportunities.
• Ensure customer success as key enabler for subscription renewals and customer testimonials.
• Track and own KPIs related to Digital SaaS sales.
• Develop and implement systems for monitoring, reporting, and improving sales performance; drive implementation of programs aimed to optimize commercial uptake of Digital products.
• Ensure Digital products are delivered to customers in a quality that meets customer expectations.
• Work collaboratively with TUS Sales teams.
• Support refinement of business model related to SaaS sales; suggest enhancements to Digital strategy.
• Identify strategic areas of importance (both sales and market related) for the organization to focus on.
• Works collaboratively with the Marketing and Client Services Team and related global teams on new market opportunities, technology, product improvements, and competition.  Supports and assists in commercial matters such as sales input for the development of new products.
• Achieve financial objectives by preparing a budget; scheduling expenditures; analyzing variances; initiating corrective actions. 
• Responsible for ensuring the sales organization becomes and remains properly trained and coached on sales, applications, and product-related issues.
• Support Digital Collaborations/ Partnerships.
• Create value for Tecan’s customers and shareholders by delivering to the highest standards and being closest to the needs of the customer.
• Constantly run competitive analyses and be up-to-date with latest market trends.

Your background

• BS degree in Life Sciences or equivalent is desired; Master of Business Administration preferred
• Professional experience includes 15 years (minimum), including previous experience as a Sales Vice President, Senior Sales leader and/or National Sales Director to Life Science laboratories
• Relevant experience as senior sales leader in the SaaS space
• Relevant experience in Enterprise selling (at senior C/C-1 level) across Life Science Biotech/ Pharma

• Relevant business development experience

• Demonstrated ability to manage people, to develop organizations and to solve business issues while also managing costs and risks

• Ability to lead staff with confidence, motivation, decisiveness, flexibility, sound business judgment
• Proficient understanding and well-established connection network in the Life Sciences industry
• Proven track record in leading sales teams and achieving sales targets
• Deep understanding of SaaS sales models and consultative sales
• Previous lab experience
• Proven ability and mindset in building new teams

• Ability to manage and develop sales territories while also managing costs and risks
• Strong organizational and time management skills
• Ability to effectively communicate (orally and written) both technical and non-technical topics
• Strong presentation skills demonstrated before customer, peers, and upper management
• Ability to recognize and manage potential problem areas and resolve them with integrity
• Ability to engage well with others by being a good listener, a team builder and an articulate advocate of the vision
• Must be self-motivated
• Ability to mesh well with others by being a good listener, a team builder and an articulate advocate of the vision
• Ability to travel, at times on short notice
• Ability to work well under pressure
• Possesses an adaptive behaviour when necessary - a willingness to learn something new; to do something a new way
• High level of commitment and initiative
• A desire to make the difference
• Proven team player

What makes working at Tecan unique

• The chance to make it count and to have an impact on the world of tomorrow
• Working in an international and diverse environment
• The change to grow your career within the company
• Feel empowered by our strong and unique company culture
• Comprehensive Compensation and Benefits package, including medical, dental, vision, and 401K match
• Wide range of training courses
• Strong company culture with rich history

Join Tecan, a great place to work! Read out about recent certification from Great Place to Work.

We're looking forward to receiving your application online. Please submit your CV or resume (without picture and without cover letter, reference letters and diplomas are optional).

Only applications that fully meet our requirements will be considered. 

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