10 days old

Senior Sales Leader - Consumables

Danaher
Chatsworth, CA 91311

Help us improve access to life-changing therapies that can transform human health

We are Cytiva, a global provider of technologies and services that advance and accelerate the development and manufacture of therapeutics. Formerly part of GE Healthcare, we have a rich heritage tracing back hundreds of years, and a fresh beginning since 2020.

Our customers undertake life-saving activities. These range from fundamental biological research to developing innovative vaccines, biologic drugs, and novel cell and gene therapies. Our job is to supply the tools and services - the pots, pans, soups and sauces - they need to work better, faster and safer, leading to better patient outcomes.

What you will do


The Consumables Sales Manager is accountable to grow sales revenue and margins for Consumables products within the West Zone. The role implements the product differentiation and commercial strategy for consumables and optimizes the use of resources in conjunction with Zone Managers to cover market potential in order to achieve the Operating plan. The Consumables Sales Manager has direct management of the Consumables Sales Specialists in the assigned zone.

  • Accountable to achieve the quarterly and yearly Product Operating Plan targets (Orders, Sales, Contribution Margin, Base Costs and Operating Margin and Cash (where applicable) for assigned geographical area.
  • Accountable for timely and accurate forecasting of pipeline and sales per the normal reporting cycles within the zone.
  • Provide input to and contribute to the formulation of the yearly business planning cycles for within the zone.
  • Continuously develop deep scientific and technical knowledge including awareness of current and future trends in Life Sciences technology.
  • Continuously update their understanding of the customers changing technical and/or operational issues and challenges.
  • Understand and analyze market dynamics and competition, establish extended market intelligence in relation to customer pipeline in order to develop business opportunities for the Modality team and account teams in the geography, with particular focus on the Consumables area. Provide ongoing feedback to management, region and marketing.
  • Lead, educate, coach and direct the differentiation (position, value proposition and key messages) of their product/solution/service within their assigned territory. Act as reference point to the Regional/Zone account teams regarding differentiation of their products. Continuously positions the value of their product within the relevant Life Sciences segments.
  • Know, interact and develop the strategy with Key Opinion Leaders and decision makers in product relevant scientific areas; manage professional relations with key customers in the zone in order to ensure understanding of needs and that Cytiva product value proposition is differentiated in the minds of these key customer groups. Nurture relationships with professional society stakeholders.
  • Ensure and validate up to date knowledge of product positioning and differentiation messages CA Modality Shift 1 with in their Modality team as well as relevant account teams.
  • Lead the regional plan together with distribution partner and ensure regional level communication and relationship together with distribution management team.
  • Coach team on best practice channel management and proactively monitor distribution team engagement and time allocation of direct reports.
  • In conjunction with marketing, determine the market potential for their product/product range or segment and prioritize the opportunities.
  • In conjunction with Zone Manager and other modalities, align territories to market potential and priorities and assign optimal sales resources.
  • Prepare & implement a strategy & tactical plan for the designated product area appropriate to the business goals, in line with the global business strategy.
  • Attract, retain, educate and develop world-class commercial talents to realize product commercial strategy.
  • Is responsible to set appropriate operating plan targets based on their product market potential, for the Sales Specialists within their geography.
  • Is accountable to ensure compliance and execution of the regional sales process and rules of engagement within their teams in conjunction with the regional Account Managers and Zone Managers.
  • Is responsible to ensure that all Sales Specialists have clear opportunity management activity and activity plans to ensure efficient coverage of decision makers and influencers.
  • Is responsible to ensure that all team members utilize the required sales systems to create pipeline visibility and assist accurate forecasting.
  • Is responsible for driving optimal operating mechanisms to monitor and track progress of opportunities in the pipeline as well as forecasting performance against Operating Plan, with their teams.


    Who you are

    • Education to Bachelor Degree level, in relevant scientific area.
    • Experienced in Sales / Marketing in progressive leadership positions within the Life Sciences industry with in-depth knowledge of Life Sciences market and decision makers.
    • Demonstrated business management and resource allocation skills including business plan development.
    • Strong knowledge of LS Consumables and exceptional knowledge of products and services offered within the modality.
    • Exemplary people management, leadership skills, as well as sales coaching & team building skills.
    • Strong business acumen; financial and organizational skills.
    • Advanced negotiation, problem solving and influencing skills.
    • High level presentation and interpersonal skills; able to communicate and present ideas to customers in a way that produces understanding and impact that builds effective strategic relationships.
    • Ability to energize, develop, and build rapport, collaboration and influence at all levels within an organization. Act as inspirational and trusted leader with optimism, highly approachable and humble.
    • Ability to operate effectively in a multi-tasking, dynamic environment, while maintaining a forward-thinking and customer-first attitude.
    • Must live in and travel extensively within the specified geographic region with overnight stays as well as to sales meetings and tradeshows.


      Desired Characteristics

      • Master€™s degree preferred.
      • Fluency in English language.
      • Healthcare experience.
      • Direct and/or Indirect management experience; managing in a matrix organization.
      • Strong track record in high technology product sales / solutions.
      • Preference for candidates located in California and/or near major international airport.


        Who we are

        Whatever your role, we bring purpose and challenge into our everyday work. If you are driven to make the world a better place thanks to science and medicine, you€™ll feel right at home here. If you€™re flexible, curious and relentless, you€™ll belong. If you are excited about a global culture, this can be the place to further your career.

        Want to know more? Take a look at our Instagram, Twitter and LinkedIn pages!

        Cytiva is a 3.5 billion USD global life sciences leader with over 7000 associates across 40 countries who are dedicated to our mission to help us improve access to life-changing therapies that transform human health. As a trusted partner to customers that range in scale and scope, Cytiva brings efficiencies to research and manufacturing workflows, ensuring the development, manufacture and delivery of transformative medicines to patients.

        As part of the Danaher family of companies, our work at Cytiva is supported by a global science and technology innovator. In addition to Danaher€™s unrivaled leadership training and professional development programs, our relationship also provides expanded career opportunities across industries and brands. Together, we are united by a shared purpose: Helping Realize Life€™s Potential.

        Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate qualified 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. The €œEEO is the Law€ poster is available here.","industry":"Biotechnology

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Posted: 2020-05-21 Expires: 2020-06-20

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Senior Sales Leader - Consumables

Danaher
Chatsworth, CA 91311

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