East Regional Sales Manager - Pathology

Leica Biosystems, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.
The Regional Sales Manager ? AMP will be responsible for achieving annual sales strategies and goals through the management of sales representatives. Develop area sales plans in conjunction with the Director of Sales, to support all of Leica Biosystems business and related customers.
Achieve and exceed region's quarterly and annual sales quota, strategic and unit sales mix objectives, profit goal and market share goals while implementing strategies and goals through management of sales representative field support specialist staff.
Provide the direction, leadership, coaching and mentoring for direct sales representatives. Advance the professional development, professional conduct, sales effectiveness and efficiency of staff.
Recruit, develop, and train sales representatives and specialists with clearly communicated sales and overall performance standards.
Forecast monthly revenue projections utilizing the company CRM (Salesforce.com).
Drive standard work, funnel review process in Salesforce.com. Follow and implement account management through Salesforce.com.
Develop sales plans and strategies to increase market penetration. Participate in annual sales strategy and OPEX planning. Develop annual sales quotas for sales representatives. Manage and control department expenses at or below budgeted levels.
Develop, solidify and maintain, high-level relationships within key accounts (including NA Top 10) in assigned geography. These relationships should include Senior Hospital Management (C-Suite), Laboratory Administration, Department of Pathology, Purchasing and Materials Management, Contracts Administration and other key departments and/or personnel.
Perform monthly funnel reviews in person or via WebEx and phone with each report and as directed by Director of Sales.
Develop and implement actions plans for responsible ERD's through periodic meetings with ERD principals/owners (minimum: quarterly per year) and traveling with ERD sales representatives.
Approve pricing and discounts, within the authority, for new and demonstration instrument sales.
Maintain strategy, support and pricing consistency between sales territories for National/Regional Accounts and National contracts.
Coordinate the allocation and movement of Area's demonstration equipment with optimal efficiency and yield high inventory turns.
Assure demonstration equipment is maintained in good working condition and managed to company requirements.
Participate in all new product introductions and coordinate the sell-off of all discontinued/obsolete models and equipment.
Plan and coordinate semi-annual Area Sales Meetings. Attend and staff national or local sales meetings.
Ensure direct sales representative, specialists and ERD's achieve and exceed individual quarterly and annual sales quota, strategic and unit sales mix objectives.
Travel with sales representatives and specialists providing individual coaching and professional development to each member of the regional selling team (target three days per week or 60% of the available time).
Complete Field Sales Management Reports and distribute report for each field visit.
Develop and facilitate territory and regional sales plans in conjunction with the Director of Sales, Biosystems Division, to support Leica's customers.
Maintain a working knowledge of products, customer applications, and key customer needs and requirements for the pathology market.
Maintain a working knowledge of competitor's product and their methods of selling as a means to assist direct sales representatives, specialists and ERD's in competitive selling situations.
Maintain a working knowledge of the Demo Management System to assist and direct sales representatives, specialists and ERD's in the coordination of demo instrumentation and the functionality of DMS.
Maintain relationships with key customers and influencers at major institutions in Area.
Develop strong working partnerships with Service Management.
BA/BS Degree
5 plus years' experience in sales.
3 plus years' sales management experience.
Experience in distributor management a plus
Histology/Cytology/Immunohistochemistry market knowledge
Must possess a valid driver's license
The successful candidate will possess a proven track record of delivering results, ideally focused pathology markets. Additional traits and competencies that define the successful candidate are:
A demonstrated track record of executing against sales targets
Commitment to building a team that works together to exceed business goals
Leadership by example
Articulates a clear vision and strategy for his/her team
Recruit, develop and maintain top sales talent
Embraces change and proactively looks for ways to improve strategy
Strong customer orientation / Voice of the Customer Driven
Excellent interpersonal and communication skills, both verbal and written, and the ability to effectively communicate throughout all levels of the organization
Proficient in Microsoft Office suite including Excel, Word, PowerPoint, SFDC.
Ability to analyze situations, solve practical problems and deal with a variety of variables in situations where only limited standardization exists.
Ability to comprehend scientific applications issues.
Must demonstrate time management skills.
Strong written and communication skills.
Business/financial management comprehension preferred.
Ability to adapt to new software-driven instruments, conduct demonstrations, and train sales representatives and customers.
Internal Relationships:
Field Support Specialist Team
Sales managers and representatives
Corporate Account Manager team to coordinate effective account management to drive key initiatives.
Business units based in Australia, Richmond, Shanghai and Germany
Commercial Ops
Customer Support/TAC
Frequent interaction with commercial operations, human resources, technical service team, finance
External Relationships:
Danaher Co-ops
Health care facility associates (laboratory, procurement, C-Suite, convention and regional associations).
Physical Demands & Working Environment
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Physical demands: While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.
The employee must occasionally lift and/or move up to 30 pounds as instrument interaction is possible.
Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
This position will require heavy travel by car and flying in and out of airports with possible long wait times.
Work environment: While performing the duties of this job, most work is in an office environment setting. Lighting and temperature are adequate. The noise level in the work environment is usually quiet to moderate.
The Regional Sales Manager position is field based and specific work environment is subject to field travel and variation of facility environments. Normal field travel will include but not limited to airports, hotels, health care facilities and office setting environments. The field bases position will require travel, overnight hotel stays, and frequent extended daily time requirement. The regional sales manager will be requested to work overtime and weekends for special program events
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page?Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.

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