Sales Manager- Advanced Staining in Dallas, Texas at Leica Biosystems

Date Posted: 6/6/2019

Job Snapshot

  • Employee Type:
    Full-Time
  • Location:
    Dallas, Texas
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    6/6/2019

Job Description

Job ID: SEL001715

About Us

Leica Biosystems is a global leader in workflow solutions and automation. As the only company to own the workflow from biopsy to diagnosis, we are uniquely positioned to break down the barriers between each of these steps.  Our mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. The company is represented in over 100 countries. It has manufacturing facilities in 9 countries, sales and service organizations in 19 countries, and an international network of dealers. The company is headquartered in Nussloch, Germany. Visit LeicaBiosystems.com  for more information.

Leica Biosystems 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.

All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.
Be sure to follow Leica Biosystems on LinkedIn!


Description

Position Summary:
Achieve 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. 


Major Responsibilities:

  • 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 to funnel review process in Salesforce.com.  Follow and implement account management through Salesforce.com.
  • Develop sales plans and strategies to increase market penetration within Area.  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/or 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.
  • Approve pricing and discounts, within 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 the demonstration equipment is maintained in good working condition.
  • 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 achieve and exceed individual quarterly and annual sales quota, strategic and unit sales mix objectives.
  • Travel with specialists providing individual coaching and professional development to each member of the regional selling team (target 3 days per week or 60% of 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 in competitive selling situations.
  • Maintain a working knowledge of the Demo Management System in order to assist and direct sales representatives 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.

Job Requirements



Qualifications

Education:   

  • BA/BS Degree 
  • 5 plus years’ experience in sales Preferred
  • 3 plus years’ sales management experience in selling capital equipment 
  • Experience in distributor management a plus

Desired Education, Experience, Skills

Experience/Skills:  

  • Histology/Cytology/Immunohistochemistry market knowledge

Travel: 

  • 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, Power Point, 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.
  • Good time management skills.
  • Excellent written and verbal communication skills.
  • Business/financial management comprehension preferred.
  • Ability to adapt to new software-driven instruments, conduct demonstrations and train sales representatives and customers.
  • Self-motivated
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 

Diversity & Inclusion

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.




Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, dental, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.

CHECK OUT OUR SIMILAR JOBS

  1. Sales Jobs
  2. Sales Manager Jobs