Director of Sales - Lab Division

Duties and Responsibilities

• Work with channel partners to grow sales and gross margin of laboratory products which include, but not limited to, large capital equipment and manual tests.
  
• Provide sales and marketing support to partners to grow sales. Evaluate performance of partners.
  
• Identify and add new partners to grow sales and terminate underperforming ones.
  
• Create and lead a team of sales professionals to assist meeting sales objectives.
  
• Make sure distribution contracts are in effect and terms and conditions are met.
• Renegotiate new contracts when contracts are due.
  
• Reach out to and maintain good working relationships with various levels of partners' organizations including c-level executives, national, regional and district sales managers.
  
• Keep our channel partners engaged and promoting our products through creating effective pricing plans and other incentive programs.
  
• Maintain an awareness of industry and competitive activity necessary for successful business development.
  
• Achieve fiscal year budgeted sales numbers for assigned accounts.
  
• Provide various reports to General Manager, U.S. ARKRAY such as; call and expense reports, travel schedule, monthly product projection update, market share updates, excel spread sheets, etc.
  
• Analyze data/reports and provide feedback on partners' variability.
  
• Communicate and collaborate with colleagues in other ARKRAY departments so as to address customer needs. Also to keep the organization informed of industry changes and competitive issues.
  
• Represent ARKRAY at local/state trade shows and partners' national sales meetings pertaining to our business.
  
• Utilize CRM for account management.
  
• Maintain strong selling and negotiating skills.
  
• Maintain strong organizational and administrative skills.
  

Knowledge and Skills

• 15+ years sales experience of highly technical in-vitro diagnostic products including large capital equipment for hospital core laboratories and POLs.
  
• A minimum of 5 years sales experience working closely with national and regional lab product distributors.
  
• College degree, preferably in life science.
  
• A minimum of 5 years experience in leading a sales team.
  
• Strong selling, project management, communication and negotiation skills.
  
• Strong analytical skills & understanding of corporate finance.
  
• Proven customer service practices resulting long-term relationships and repeat business.
  
• Highly motivated and self-directed, functioning well in a results-oriented and dynamic environment.
  
• Highly collaborative and able to work effectively in a team environment. Situated near a major airport.