Who We Are: Our purpose is to Map the Universe of Biology. We enable scientists to answer questions they have always wanted to ask to explore the boundaries of cellular structures and create an atlas of biological interactions that define life. We are relentless in our quest to Catalyze the Next Biological Revolution leading to Advancing the Human Condition. In addition to a pioneering spirit, we value: Grit, Authenticity, Ambition, Ingenuity, and Customers. Join our team!
Job Summary: The Distributor Regional Sales Manager (DSM) is responsible and accountable for leading and managing the Distributor Network within an assigned region across the EMEA distributor network. This individual's focus will be to strategically & tactically partner with each distributor as well as targeted key accounts to ensure incremental sales of NanoString both instrument and consumables sales within the region. The individual must develop a business plan for each relevant market (distributor region) to achieve and/or exceed budgeted unit and revenue goals for the region. This individual works closely with the Life Sciences commercial team including Field Application Scientists, GeoMx Technical Sales Specialist and the equivalent functions in the distributor network to ensure successful partnering to achieve corporate and revenue goals. Reports to the Vice President Life Science Sales EMEA.
Qualifications:
BS in Molecular Biology, Biochemistry or related field; MS is a plus
A strong understanding and familiarity with gene expression technologies including qPCR, microarray analysis, Next Generation Sequencing and cellular imaging.
10 or more years of Account Management experience.
2 or more years of leading or managing a network of distributors.
An ability to travel 75% of the time across Europe.
Exceptional administration skills including CRM and process documentation.
Exceptional communication skills, both oral and written.
Excellent time management and project management skills.
Self-motivated and detail-oriented with exceptional organizational skills.
Fluency in English.
Location: Remote field based in close proximity to major International airport.
Job Accountabilities:
Strategic Distributor Focus: Partner with the distributor - identify, coach, and assist each distributor in the cultivation of new business, while also maintaining & growing current business within the assigned region to achieve or exceed assigned sales quota.
Co-develop a business plan with each Distributor focused on communication, strategy, tactics and action plans necessary to maximize the total product portfolio penetration.
Focus on high value customer initiatives to drive instrument placement, incremental consumable revenue, relationship management and customer satisfaction.
Strategically support European medical congresses/exhibitions/tradeshows in partnership with each local distributor.
Embrace the concepts of strategic selling through effective coaching on the utilization of provided tools (such as Blue Sheets) to ensure a consistent and complete strategic approach to selling within the distributor network.
Tactical Planning and Account Management: Employ appropriate tactics to protect and grow the base by driving instrument pull through on the existing territory installed base, as well as identifying new instrument opportunities within assigned accounts.
Work with each distributor to analyze and forecast consumable projects across the entire region identifying key tactics to drive consumable growth, including a focus on newly released panels.
Develop and maintain key account plans (mapping), in partnership with local distributor, that identify opportunities for NanoString to deliver value, strategically position NanoString solutions, impact stakeholders, map out the buying processes, and forecast sales at the account level.
Manage major consumables projects, "Whale Development" (projects > $15,000), and collaboration agreements acting as key contact point between the local distributor and various functions inside NanoString for these projects.
Work with local distributors, technical support and FAS, where required, to address customer project requirements.
Rapidly handover standard requests for technical support to the FAS and internal technical support teams.
Highly effective CRM management including detailed notes on customer interactions and funnel management to enable forecasts on 'best case' and 'most likely' sales revenue for current month / quarter and next month / quarter.
Forecasting & Business Planning: Analyze and appropriately utilize financial reports to make business decisions. Understands and leverages what adds value to the business to drive growth, strategy and tactics.
Take part in regular quarterly distributor business reviews reviewing the current strategic plan in place for each local region.
Leverages knowledge, experience, and good judgment to achieve.
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