Regional Director - Eastern Region
 

Remote - Preferably located on the East Coast

The Regional Director, Eastern Region, LSB - Detection is responsible for sales of all direct Tecan detection products, services, and consumables in the Diagnostics and BioPharma market segments within his/her region. His/Her primary roles are the following:

• To ensure the Tecan-US budgets (quotas) in both orders and revenue are met or exceeded within acceptable profit goals through supporting of the direct salesforce.
• Continuous development of their direct team through training, mentoring and coaching to ensure the highest level of sales excellence, job satisfaction and retention of talent.
• Adhering to Tecan’s core values, quality and operations standards with the utmost integrity, while ensuring the highest level of customer satisfaction within the specified region.

ESSENTIAL FUNCTIONS

• Daily sales management of all sales personnel within the defined territory. Includes performance evaluations, sales training, daily coaching and mentoring, monthly sales forecasting, hiring of new sales reps, and developing action plans to fix underperforming sales personnel and territories.
• Responsible for achieving budgets for orders and revenue in all Detection product line areas.
• Responsible for setting sales quotas for individual salespeople within the guidelines set by Tecan US overall sales budgets.
• Oversight of all aspects of the local sale including but not limited to; prospecting, quotations, demonstrations (if required), negotiations, through to the installation and post-sale support process.
• May have direct management responsibility of specific distribution channel partners, and/or key accounts, depending on relationship or company proximity if applicable.
• Develops and maintains effective time, territory, and account management practices.
• Maintains sufficient knowledge of regional accounts in order to support the local rep in the goal of building and developing account strategies to convert specific company needs to Tecan solutions.
• Responsible for weekly conference calls with the regional sales team to review forecasts and manage exactly what is needed to close individual sales.
• Accurately compiles total region forecast and reports to management on a weekly basis.
• Builds relationships with procurement departments to streamline the approval processes.
• Responds to problems or complaints that arise in accounts, either by personal action or by securing assistance and support from others in the organization.
• Works regularly with the Service Regional Technical Manager to ensure customer satisfaction and to realize revenue in a predictable and timely manner.
• Responsible for maintaining sales and continuing education training programs.
• Responsible for reps maintaining accurate and timely information into the current CRM system as it relates to contacts, leads, and opportunities.
• Responsible for verifying and approving pricing and discounting guidelines to ensure profitability targets are met.
• Participates in sales, marketing, and product strategy meetings on a regular basis to ensure we remain on target to achieve predetermined goals.
• Collects and maintains up-to-date competitive and market information to disseminate to the sales force as well as the marketing and manufacturing sites.
• Direct involvement in marketing activities, including but not limited to national trade shows, local shows, collaborations with partner companies, etc.
• Works within guidelines of company travel and expense policies.
• Ability to travel (sometimes on short notice) within the US, and possibly internationally on occasion.
• Maintains all company-supplied equipment and material in a safe, useable, and serviceable condition.
• Completes all reports and customer information effectively and consistently as deemed necessary by the company.
• Gives feedback to management regarding new potential applications or competition in the marketplace.
• Handles essential tasks as assigned, and responds to change productively.
• Follows all local safety procedures, State and Federal OSHA Regulations, and reports any safety concerns.

REQUIREMENTS

• Demonstrated ability to manage people, develop organizations, and solve business issues while also managing costs and risks.
• Ability to lead staff with confidence, motivation, decisiveness, flexibility, and sound business judgment.
• Strategic, forward thinker to anticipate region's future needs to maximize market share gain.
• Business acumen for multiple unit/cross-functional deal analysis.
• Strong organizational and time management skills which can be translated down to individual rep efficiencies.
• Detail-oriented in data management (and enforcement of use) for the advancement of company information (i.e. CRM system for lead generation, contact database, and forecasting).
• Ability to effectively communicate (orally and in writing) both technical and non-technical topics.
• Strong presentation skills demonstrated before customers, peers, and upper management.
• Ability to recognize and manage potential problem areas and resolve them with integrity.
• Ability to understand the needs of clients and co-workers and negotiate for the best solutions.
• Ability to travel efficiently, at least 40% of the time in managing the specific region.
• Ability to work well under pressure and prioritize various tasks focusing on business goals.
• Possesses an adaptive behavior when necessary, with a willingness to manage change.
• High level of commitment and initiative, with an entrepreneurial “make it happen” attitude.
• A desire to make a difference in the development of the sales team through mentoring, teaching, and coaching programs.

EXPERIENCE

• Minimum BS degree in Life Sciences or equivalent. An MBA is a plus.
• Previous professional experience with 5 years minimum of exemplary individual sales performance, and 5+ years of accomplished sales management within life science equipment or biological assay reagent sales is preferred.  Focus on detection technologies is a plus.
• Broad industry knowledge of microplate instrumentation and laboratory automation is desired
• Familiarity with the latest developments in management techniques for team success.
• Competence in major Windows-based applications (Office, Outlook, etc.) and supplemental mobile app functionality.
• Working knowledge of CRM databases. (i.e. Salesforce.com)
• Experience in establishing budgets, planning, and forecasting a territory is required.
• Experience in international economics, marketing, and information systems is desired but not required