Expertise Sales
Job Type Full-time
Location United States - Maryland - Rockville
Job Level Director
Posting date: January 28, 2015
Summary:
The Director of Sales and Marketing is responsible for overall management and leadership for sales, marketing, marketing research, and commercial strategy of the Commercial operations. Activity includes the promotion of Fisher BioServices services to prospective and current commercial clients, market positioning strategies, collaboration on cross divisional and international opportunities, and effective staff management. The Director will drive new business activities through the development of strategies to implement new business concepts, new marketing tools to position existing and new products/services. The Director will be accountable along with the operations and sales teams for the growth and success of the business.
Essential Duties and Responsibilities:
* Overall fiscal responsibility for sales, marketing and strategic business development activities.
* Directs and manages the Commercial Sales team and Marketing team.
* Develops and then obtains the approval of the VP/GM of Fisher BioServices for an annual sales and marketing plan including objectives, market analysis, strategies/tactics, budgets, and performance measures.
* Develops and designs new product/services as appropriate to further enhance commercial offering.
* Develops / reviews proposals for commercial clients.
* Manages marketing communication functions globally
* Establishes appropriate trade show strategy and schedule; arrange for exhibiting and/or attendance for staff
* Manages relationship with outside vendors providing promotional, planning, research, PR support.
* Serves on the Executive Leadership Team (ELT).
* Creates, develops and recommends goals, objectives and policies to ensure the most effective operation and staffing of sales and marketing activities. Ensures that the company’s objectives and policies are understood and complied with by all assigned personnel.
* Establishes and maintains sales force staffing to ensure that the company’s long term sales objectives can be met within a timely manner.
* Develops and manages the annual process of: creating sales strategies and plans, sales assumptions and projections, sales goals, compensation, incentives, bonus and expenses.
* Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
* Identifies product gaps and long-term business opportunities. Facilitates the management of key business relationships and negotiates potential business opportunities for the company which are consistent with it’s long term objective.
* Provide leadership and management direction that enables the sales organization to execute the tactical sales plan. Communicates the company’s overall goals and objectives to the sales team so it’s clear how their responsibilities are connected to the well being of the business.
* Responsible for the organization, coordination, objectives, budget and implementation of company sales meetings.
* Approves all hiring recommendations, monitors staff performance and manages performance improvement plans.
* Directs the appraisal of pricing, distribution and other policies and procedures of sales. Recommends changes that would improve the effectiveness of achieving the objectives of the department.
* Creates, manages, reviews and approves the development of sales estimates, projections, budgets and forecasts.
* Monitors and approves all expense budgets for Sales and Marketing. Ensures adherence to expense policies.
* Monitors and reports monthly the status of: sales vs. target, expenses vs. target, sales incentives, bonus and promotion programs.
* Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to resolve customer service problems.
* Establishes and maintains a staff training and development program. Adjusts program to meet the needs of the staff skill mix and market conditions consistent with the long-term goals of the company.
* Ensures proper administrative control over areas of responsibility. Completes written performance reviews and a development plan for each employee. Completes written performance goals for each direct report according to company policy and provide periodic written reviews of accomplishments vs. goals with each direct report. Ensures the timely distribution of bonus and incentive payments.
* Establishes and maintains top level contact with the management of existing and potential key customers.
Qualifications:
Education/ Experience:
* Required: 4 year degree, preferably in Life Sciences. An advanced degree in life sciences and/or business preferred.
* Sales / Marketing within the Life Science industry with 10+ years of experience.
* Prefer Service Delivery and management experience vs. Product based experience.
* Strategic Planning and Budgeting experience.
* Must have relevant marketing communications experience
* Must have strong customer development skills and experiences.
Internal and External Contacts:Internal contacts with all levels of BioServices employees, Corporate employees, and BioPharma Services Division employees. External contacts with clients, vendors, suppliers, regulatory agencies, etc.
Ability and/or Skills:A strong leader with a solid sales and marketing management, planning, and business development background. Must be a results-oriented, take-charge, hands-on person who is organized, focused, an excellent communicator, highly professional, skilled at developing and leading teams, a leader through example, possessing uncompromising values and committed to building a successful biological services company.
Physical Demands:General office demands – able to use a computer up to several hours per day, able to travel locally, nationally, and internationally as required.
Work Schedule:Monday – Friday, 8am – 5pm, core hours, additional hours as needed.
This position has not been approved for relocation assistance.