Our client provides a unified data, analytical and operational platform for the life sciences domain. Based in the US, they are now seeking to identify a capable leader for their APSI sales team.
You will be given the opportunity to deliver life science platform solutions to the market and be able that are comprehensive enough as a total solution to serve all the needs of the customers.
This will positively impact the speed of their product development and go to market while maintaining a unique and total platform solution offering.
RESPONSBILITIES The Head of Sales for AP South (ASEAN and ANZ countries) and India will be responsible for all sales-related aspects of the territory business including strategy, planning, executions, business development, relationship building, sales growth, as well as leading organization development of the sales and extended team as we grow the business.
By working closely with Professional Services, Customer Success and Marketing, the incumbent will be required to educate existing and potential clients on the value proposition of end-to-end R&D to The Company Cloud platform to Commercialization/Contract Manufacturing solutions and maximize the adoption of the total platform solution at these clients. The company is looking for an entrepreneurial leader and passionate individual who will be willing to take this on as a challenge.
Develop a sales strategy in alignment with corporate and regional direction, working closely with the regional and global management
Develop, nurture and engage with the most senior level leaders at existing clients to educate them on the value proposition of and provide them with information "The company" total platform solutions
Has some level of R&D/Quality/Contract Manufacturing environment understanding
Upsell existing “study-by-study” and “single product” customers to full platform solution customers
Develop new accounts across the territory, ensuring that appropriate cultural sales and marketing processes and collateral are applied
Formulate and execute strategic account plans for The Company complete range of solutions
Be the Executive Sponsor to partner CRO/VAR executive relationships. Expand knowledge of the CROs/VARs to position The Company product offerings within the total solution
Continuously upgrade sales force effectiveness by monitoring the sales pipeline and trends, holding the sales force accountable via KPIs, identifying root causes of issues and resolving these quickly and effectively
Lead, energize, coach and develop sales directors, managers and salespeople and develop a high-performing sales organization. Train and upgrade the skills and knowledge of the sales team
Build and maintain rapport with management in APAC and Global through effective, logical and timely communication and update them on ongoing sales performance and outlook
Work closely with function heads and enhance the company-wide results-oriented culture
Seek to be the thought leader in life science in AP South and India by representing The Company in industry events like DIA, CDISC, etc
Work with Global Compliance and Strategy to influence regulatory policies and ensure that our solution is aligned
Have experience with solution sales in the life science space, preferably with sales leadership experience.
The individual needs to be insightful into the client’s business and accurately understands and predicts the needs of clients. He/she is strong in strategic thinking, and takes a business development approach to the client. This can be demonstrated by:
Building business through cultivating a strong relationship with the client by demonstrating value as a trusted advisor. Possess strong consultative sales expertise as well as exceptional presentation skills.
Building top-level relationships, understand the client’s issues and needs, and orchestrate all the resources to deliver solutions to the client.
Have excellent communication and negotiation skills and will be able to earn trust and respect from stakeholders internally and from external customers and partners.
Entrepreneurial spirit, passion and commitment to drive sales growth
He/she will have entrepreneurial drive, a positive mind-set, and a balanced character, and will enjoy the challenges of new and difficult tasks. This can be demonstrated by:
Proactively taking a critical role in developing business.
Fully understand this responsibility and the impact on the overall business and organization, he/she will be firm in his/her sense of ownership, accountability, and commitment to deliver and attain the best business results
Have passion and drive for generating new business and grow the business by setting and sharing clear objectives and business goals
Demonstrated ability to operate in an environment with ambiguity and change; adapting to and being a champion for positive change
Excellent people leader who grows and drives the team
The successful candidate will be a strong individual who can lead people well, and effectively influence people to carry out and implement necessary actions effectively. This can be achieved by:
Consolidate, grow, and drive the sales organization as a team.
Encourage open discussion of different ideas and views. Interacts with a good deal of energy, intensity, and infectious emotional expression.
Be a good organizational leader who is vision-/mission-driven and able to motivate, coach, and mentor salespeople.
Willing to take internal initiatives for some cross-functional activities
Resilient, with a high level of personal integrity and energy
A driven, results-oriented professional with a strong desire to excel
Intellectual, with a willingness to learn the scientific aspects of the business
Customer-oriented and self-motivated
Very good listening and interpersonal skills and a good team player.
An individual with a global mind-set and cultural sensitivity
More than 10 years of solutions-related sales/business development leadership experience at a major multinational IT or/and Life Science related company, (e.g., software, systems integration, CRO); experience with solutions selling
With more than 5 years of people management capability
Familiarity with the management style and culture of multinational foreign companies, and preferably experience in a multinational company
Command of good English required
A Bachelor’s degree is required, and an MBA or other advanced degree is preferred
General knowledge of life sciences industry is desirable