Regional Sales Manager, Biologics Sales Specialists

By joining Bio-Techne, you’ll join a company with a powerful and positive purpose of enabling cutting-edge research in Life Sciences and Clinical Diagnostics. Bio-Techne, and all of its brands, provides tools for researchers to further treat and prevent disease worldwide.

Pay Range:

Regional Sales Manager – Biologics Sales Specialist Team

Position Summary

The Regional Sales Manager is responsible for leading a Regional Team of Biologics Sales Specialists and is accountable for each team member’s performance and development. The team of Biologics Sales Specialists support Bio‑Techne’s bioprocessing instrument platforms (iCE, Maurice, MFI), related systems, and consumables. This role is field-based and will include travel throughout the territory to manage/coach and meet with your team members, often joining them on customer meetings and then providing real-time/relevant feedback. Through your leadership you will ensure the team executes the company strategic & tactical plans and delivers budgeted revenue. As a commercial leader in the Americas this position will play a central role in developing and communicating revenue plans, developing and rolling out successful commercial strategies and tactics, monitoring leading and lagging KPI’s. The RSM is also responsible for identifying and understanding market trends and communicating them internally, driving consistent CRM system compliance (salesforce.com), and accurate revenue forecasting. Teamwork is critical and our leaders lead by example. As such, this role must partner effectively across other areas of the organization including, but not limited to, marketing, product management, customer service, and operations for maximum revenue generation, and operational efficiency.

The ideal candidate will demonstrate core competencies in sales management, sales process, forecasting, contract negotiation, relevant segment account management (academic, pharma, biotech, government) with a proven history of effective deployment of sales resources, consistent budget delivery and continuous sales process improvement.

Essential Functions

• Lead and manage a team of Biologics Sales Specialists to meet or exceed regional revenue goals and key performance indicators.
• Experience in Capital Equipment/Analytical Instrumentation sales is a must.
• Create and implement effective sales strategies and lead regional sales personnel to deliver sales objectives in alignment with leadership from Sales Director.
• Develop and reinforce core competencies and processes across team through performance management and coaching including feedback and corrective actions, to create and maintain an effective and efficient sales organization.
• Provide leadership through effective communication of vision and strategy, while comparing sales results to goals and taking appropriate action to correct or gap-fill when necessary.
• Oversee regional accountability for operational budget; communicate incentive structure.
• Ensure effective hiring, onboarding, development and retention of sales team.
• Provide supervision through field visits, observations and measurement of results to include performance appraisals, foster culture of success and performance management.
• Proactively identify changes in relevant markets, and competitive pressures to develop and modify strategies and tactics; accordingly, provide VOC to product marketing.
• Prepare, Own and Manage to meet monthly, quarterly and annual sales forecasts.
• Participate in key account negotiations alongside enterprise business development teams.
• Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities.
• Attend sales meetings, management meetings; attend conferences as appropriate.
• Frequent travel within the region; travel to national sales and management meetings.
• Follow company policies and practices as outlined in the Handbook and follow guidelines regarding safety as outlined in the AWAIR, Chemical Hygiene and Exposure Control manuals in accordance to the job.
• Perform additional duties as assigned.

Education & Experience

• Requires a Bachelor’s degree related to life sciences or equivalent experience in a related field and minimum of 5-8 years of progressive/relevant sales experience
• Progressive sales experience within the life sciences tools market (biotech, biopharma, pharmaceutical, academic), including capital equipment sales is strongly preferred.
• Prior leadership experience, including direct management of field-based sales representatives.
• Experience selling or supporting high-value bioprocessing instrumentation (e.g., CE-based systems, micro-flow imaging, or other analytical/bioprocessing platforms) is highly desirable.
• Proficiency in Microsoft Office and CRM tools (Salesforce.com required).

Knowledge, Skills, and Abilities

• Proven successful leadership, team management and budget experience.
• Knowledge of relevant markets and customer segments.
• Strong business acumen with the ability to interpret market trends and adjust strategies accordingly.
• Strong time management and organization skills including the ability to prioritize, re-prioritize and pivot as needed.
• Strong attention to detail with the ability to multi-task and perform at a high-level of accuracy.
• Ability to act independently on routine assignments or projects and complete them in a timely and efficient manner.
• Ability to communicate professionally, both oral and written.
• Ability to work independently, within a team and with other teams.
• Willingness and ability to travel frequently across the region.