Sales Representative USA, San Francisco (Bay Area)

    Andrew Alliance Published: July 24, 2018


    The Candidate Profile:
    Accountabilities and KPI’s
    • Penetrate key accounts in the Biopharma drug development space and related clinical research, CRO’s, Biotech accounts and to a smaller extent Academia and Industrial accounts expand the footprint with existing users
    • Develop a territory sales plan and execute
    • Develop distribution channels, liaise and cooperate with channel partners
    • Arrange and deliver seminars and instrument demonstrations
    • Proactively manage new account acquisition, the sales funnel and maximize lead to opportunity as well as opportunity to order conversion
    • Attainment of revenue and margin targets for product lines and territory
    • Continous sales funnel management (leads, opportunities, won/lost), accurate sales forecasting and effective CRM utilization and maintenance

    Main Responsibilities Include:
    • To manage a sales territory that will include a mixture of Key Accounts, Pharma, Biotechs, Clinical Research as well as Academic and Industrial Accounts.
    • Management of Sales Targets which will be a mixture of instrument unit sales, accessories, software and service sales defining the overall revenue for the territory.
    • Instruments will include all Andrew Alliance portfolio products and solutions.
    • Utilise Support Team to plan and execute demonstrations, seminars, installations, and training; be involved in pre and post sales qualifications
    • Key Account Management and interaction at all levels in these accounts.
    • To actively explore market potential for the automation of applications in a new or diverse range of subject areas. Projects will range from simple standalone solutions to complex multi-instrument projects.
    • Frequently liaise with Switzerland for the management and execution of complex sales.                                                                                            •Arrange and attend exhibitions, customer demonstrations, and seminars.
    • There is a real potential to develop “beyond the role” in time and contribute to the overall development of Andrew Alliance as well as recognize individual potential.

    Key Relationships
    • VP Sales
    • VP Marketing
    • Service Director
    • The sales, service and marketing teams
    • Key customers, business and channel partners, industrial and academic subject matter experts

    Person Specification
    The role holder needs to be a driven and dynamic individual and a fast learner as well as an avid networker with good communication skills; capable of thinking strategically yet excellent in tactical implementation of programs, yet also very hands-on in all work aspects as part of a small team.

    Professional/Technical/Expertise and Personal Attributes
    • At least Bachelor’s Degree in Biology or a related scientific discipline (Molecular Biology, Genetics, Microbiology, Immunology or Biochemistry); an MSc. qualification would be an asset.
    • Completion of an advanced degree in business and previous relevant business management responsibility with financial acumen is strongly desired, as well as a proven performance track record in strategic account selling and/or opportunity selling.
    • A significant number of years of relevant work experience in the industry ideally including liquid handling, lab automation, and workflow solutions, ELN Software experience would be an asset; application related competencies in Bioanalytics (using tools like LC/MS, Flow Cytometry, etc.) are a condition; experience with applications fields like Immune Oncology, Protein expression, and analysis or Genetics would be a real plus.
    • A capable team player adept at facilitating resources and obtaining support and buy-in across organizational boundaries including good project management skills ideally with experience in developing and delivering differentiated customer solutions into a competitive marketplace.
    • Is competent in taking calculated risks and has a strong desire to win business and establish long-term customer relationships.
    • Promotes company goals and ideals to customers, channel partners and the market in general.
    • A resourceful individual with the ability to thrive in a fast-paced business environment, ideally with well-developed professional sales skills.
    • Candidates with adequate sales experience require a demonstrated track record in lead generation, prospecting and business development.
    • Solid organizational skills and ability to set priorities/manage time effectively.
    • Work remotely, out of a home office. Must be able to travel up to 60% of the time and without restriction.

    • Candidates with adequate sales experience require a demonstrated interpersonal, presentation, and time & territory management skills, as well as a professional appearance and demeanour, are expected.
    • Excellent verbal and written communication skills, particularly in areas of negotiation, persuasion, and problem-solving.
    • Proficient in listening, understanding and questioning and ability to translate that information into a value proposition for the customer.
    • Strong technical presentation skills. Comfortable interacting with audiences of different levels of knowledge and seniority.
    • Demonstrate command of scientific knowledge to engage in the collaborative sales process.
    • Ability to lead workshops, conventions, seminar series and other marketing activities as required. Comfortable conducting large seminars.
    • Capable and interested in working in a team environment. Maintains an effective, professional working relationship with all internal customers.
    • Goal oriented, highly self-motivated, independent, and successful individual who enjoys challenging and dynamic work environment. Ability to work with a high degree of independence; a self-starter.

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