Senior Director Diagnostic Genomics Sales, Northeast

SUMMARY:  The Senior Director, DG Sales is responsible for managing the DG Sales team. This role will ensure sales revenues meet or exceed goals to keep the company profitable. They will manage organizational sales by developing business plans, meeting and exceeding planned sales goals and coordinate with our ISD and Revenue Marketing teams for lead generation.  The Sr. Director, DG Sales will also be tasked with overseeing the activities and performance of their sales team by tracking goals, setting individual sales targets, and facilitating the ongoing training and development of their sales executives.

QUALIFICATIONS:

• Education:
• Bachelors in Life Science, Biology, Business or Marketing is ideal. Masters preferred.

• Experience:

• Experience with NGS, molecular diagnostics, or genetics is required.
• 12+ years of related experience with at least 7+ years of supervisory experience in a customer-facing sales role in a medical, healthcare, or technical field with a track record of:
• 1) consistent closing abilities throughout the sales cycle.
• 2) proven past performance that has met and exceeded expectations.
• Experience managing a sales team and developing effective sales strategies.
• Strong leadership and management skills, with the ability to motivate and inspire sales executives.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with clients and internal stakeholders.
• Analytical mindset with the ability to interpret sales data and provide insights to senior management.
• Strong business acumen
• Ability to work independently and thrive in a fast paced dynamic environment
• Computer proficiency in MS Office, email, internet, and CRM (Salesforce.com or equivalent)

• Experience using/coaching to different sales methodology (Challenger, SPIN, etc.)
• Understanding of NICU/PICU, pediatric genetics environment and their buying motivations.
• Solid organizational, problem solving, communication and presentation skills required.

DUTIES AND RESPONSIBILITIES:

• Day to day leadership of the DG Sales Team.
• Leading, mentoring and developing Regional Account Executives.
• Compliantly drive sales objectives to meet & exceed company forecast.
• Effectively identify and monitor multiple local market conditions to build and support strong customer relationships while driving product promotion solutions and executing sales strategies.
• Monitor field activities to ensure all are within compliance guidelines.
• Monitor field activities as outlined by KPIs and metrics expectations.
• Ensure sales pipeline remains full of qualified opportunities.
• Coordinate sales and operations activities to assist Regional Account Executives in winning deals.
• Monitor employee productivity and motivate the team to reach daily goals.
• Ensure accurate and complete information is captured in CRM-Salesforce.
• Supervise team in accordance with company policies and procedures.
• Conduct employee interviews, orientations and hiring of staff.
• Report to senior management on sales metrics, opportunities and threats.
• Develop your sales team through motivation, coaching and product knowledge education.
• Keeping up with industry knowledge to identify potential new markets and ways to increase market share.
• Communicate customer insights, market trends & competitive data and leadership.
• Uphold company mission and values; ensure compliance in all company policies and guidelines.
• Travel required as needed for customer meetings with Sales Executives, trade shows and company meetings.
• Able to present clinical information to clinicians and staff in the NICU/PICU/Pediatric Genetics space.
• Give presentations on the product at a local level, attend relevant conferences/events.
• Define priorities, timelines, and local business plan in line with the high-level strategy.
• Ensure the respect of the identified metrics targets and performing the actions needed to achieve business goals.
• Uphold company mission and values through accountability, innovation, integrity, quality, and teamwork.
• Adheres to Code of Conduct as outlined in the Baylor Genetics Compliance Program.
• Performs other job-related duties as assigned.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

• Frequently required to sit or stand.
• Frequently required to talk or hear.
• Frequently required to utilize visual acuity to operate equipment, read technical information, and/or use a keyboard.